Fortinet

Delivers integrated cybersecurity via security fabric

Regional Sales Manager - NetOps

Business Development & PartnershipsConfirmed live in the last 24 hours

Full-timeGurugram, Haryana, IndiaNo salary listedIn-person

About the Job

Requirements

A bachelor's degree in Business, Engineering, IT, or a related field is required.
10–12 years of sales or account management experience in networking is required.
Hands-on experience working with channel partners, including distributors, value-added resellers, managed security service providers, and system integrators, is required.
Strong understanding of network security and experience selling networking products, including Wi-Fi, switching, network access control, and authentication, authorization, and accounting, is required.
A proven track record of meeting or exceeding sales targets is required.
Excellent communication, negotiation, and relationship-building abilities are required.
Excellent knowledge of Cisco, Juniper, or HPE is required.
Excellent presentation skills to communicate with C-level management are required.

Responsibilities

Cross-sell and upsell the NetOps solution stack to existing and new VLE and enterprise accounts.
Use technology days and fast-track training sessions to ensure customers understand Fortinet’s secure networking solutions and how they meet their use cases.
Leverage partners to cross-sell to existing accounts and penetrate new accounts.
Understand customer needs, pain points, and ongoing threats, and position appropriate NetOps solutions.
Conduct regular account reviews, quarterly business reviews, and roadmap discussions with customers.
Collaborate with subject-matter expert teams to deliver demonstrations, proofs of concept, and solution designs.
Work with resellers, distributors, managed security service providers, and system integrators to drive partner-led sales.
Ensure channel partners are aligned with the company’s product roadmap, promotions, and incentive programs.
Enable channel sales teams to position NetOps solutions.
Support the VLE and enterprise sales team throughout the sales cycle, from prospecting through closure.
Achieve quarterly and annual sales targets for revenue, pipeline, and partner activity.
Identify upsell and cross-sell opportunities across the secure networking portfolio, including access points, switches, network access control, and authentication, authorization, and accounting.
Build and maintain a healthy pipeline using customer relationship management tools.
Conduct product trainings and workshops and carry out joint account planning with partners.
Support marketing teams with regional partner events, webinars, and campaigns.
Keep customers and partners informed about threat updates, product enhancements, and new features.
Track competitor activities, pricing trends, and partner ecosystem performance.
Provide monthly and quarterly sales forecasts, pipeline reports, and business insights.
Share customer and partner feedback with product teams.

Desired Qualifications

An MBA is preferred.
Existing relationships with local cybersecurity or networking partners and distributors are preferred.
Experience selling enterprise security or networking solutions is preferred.
Ability to work in a fast-paced, target-driven environment is preferred.
Strong analytical and presentation skills are preferred.

Here’s a wonderful opportunity to join the Leading Cybersecurity & Networking organisation – Fortinet, who truly converge Network & Security. Fortinet’s Mission & Vision is “to secure People, Devices and Data everywhere”. Fortinet’s Integrated, AI-driven Security platform is a Unified, Integrated cybersecurity platform that spans Network, Core, Endpoints, Applications, Cloud, etc.

Fortinet portfolio of over 50+ enterprise-grade products is the largest integrated offering available, delivering proven cybersecurity everywhere you need it. More than 890,000 customers trust Fortinet solutions, which are among the most deployed, most patented, and most validated in the industry.

Fortinet is included in the Fortune 500 list, has made numerous appearances on Fortune Magazine’s listing of 100 Fastest Growing Companies, and has been nominated to Fortune Magazine's Most Admired Companies List.

Position Overview

The Regional Sales Manager – NetOps West – “VLE / Enterprise” is responsible for managing key customer accounts, driving Secure Networking solution ( NetOps) adoption, and working closely with channel partners to grow revenue. The role requires a strong understanding of Networking and Secure Network products / solutions, partner ecosystems, and enterprise customer needs. The candidate will serve as the primary point of contact for customers and collaborate with channel partners to develop opportunities for VLE / Ent Vertical in the Western region, help close deals, and expand market presence.

Key Responsibilities

1. Account Management

Cross-sell/ Up-sell NetOps solution stack, with both existing & new VLE / ENT Accounts
Leverage Tech-Days/ Fast track training sessions, to ensure customers have a complete solution understanding of Fortinet ‘s Secure Networking solution to meet their use-cases.
Leverage partners extensively to cross-sell to existing Accounts & penetrate into net new Accounts
Understand customer needs, pain points, and ongoing threats; position the right NetOps solutions.
Conduct regular account reviews, QBRs, and roadmap discussions with customers.
Collaborate with SME teams to deliver demos, POCs, and solution designs.

2. Channel Collaboration

Work closely with resellers, distributors, MSSPs, and system integrators to drive partner-led sales.
Ensure channel partners are aligned with the company’s product roadmap, promotions, and incentive programs.
Enable Channel Sales to position NetOps Solutions.

3. Sales & Revenue Growth

Support the VLE / ENT Sales team during the full sales cycle from prospecting to closure.
Achieve quarterly and annual sales targets (revenue, pipeline, partner activity).
Identify upsell/cross-sell opportunities across Secure Networking portfolio (AP, Switch, NAC, AAA etc.).
Build and maintain a healthy pipeline using CRM tools.

4. Partner & Customer Enablement

Conduct product trainings, workshops, and joint account planning with partners.
Support marketing teams with regional partner events, webinars, and campaigns.
Ensure customers and partners are aware of threat updates, product enhancements, and new features.

5. Market Intelligence & Reporting

Track competitor activities, pricing trends, and partner ecosystem performance.
Provide monthly/quarterly sales forecasts, pipeline reports, and business insights.
Share customer and partner feedback with product teams.

Required Skills & Qualifications

Bachelor’s degree in Business, Engineering, IT, or related field (MBA preferred).
10-12 years of sales/account management experience in, Networking.
Hands-on experience working with channel partners (distributors, VARs, MSSPs, integrators).
Strong understanding of Network Security, with experience in selling Networking products, WIFI , Switching , NAC, AAA etc.
Proven track record of meeting or exceeding sales targets.
Excellent communication, negotiation, and relationship-building abilities.
Excellent knowledge on Cisco, Juniper / HPE etc. required
Excellent presentation Skill to communicate with C – Level Management required.

Preferred Attributes

Existing relationships with local cybersecurity / Networking partners and distributors.
Experience selling Enterprise security or Networking solutions
Ability to work in a fast-paced, target-driven environment.
Strong analytical and presentation skills.

About the Company

Fortinet

Delivers integrated cybersecurity via security fabric

Fortinet provides cybersecurity solutions for organizations with an integrated security approach. Its core offering, the Fortinet Security Fabric, connects firewalls, endpoint protection, intrusion detection, and secure SD-WAN so these tools share threat intelligence and policy controls. The company differentiates itself with a wide, interoperable security stack that spans network, endpoint, cloud, and threat intelligence, enabling centralized management and consistent security across environments. Fortinet aims to help organizations protect digital assets across on-premises, remote, and cloud settings through scalable security and ongoing subscription services.

Company size: 10,001+
Company stage: IPO
Headquarters: Sunnyvale, CA
Founded: 2000

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