Overview

We are seeking a proven, executive-level sales leader to serve as Vice President, US Major Enterprise Sales — owning the strategy, growth, and performance of our largest and most strategic accounts across the United States. This is one of the most consequential go-to-market leadership roles in the company: you will set the direction for how we win, expand, and retain the enterprise organizations that anchor our business, and lead a national organization of sales and technical talent to deliver against an ambitious strategic-account revenue mandate.

This is an executive role that stays close to the field. You will own the Major Enterprise strategy and build the organization that executes it — and you will personally show up in the room on our most significant opportunities, lending executive weight, relationships, and judgment where it matters most. You will not run individual pipeline or carry deals yourself; you will build, enable, and inspire the leaders and teams who do, and you will remove the obstacles that stand between them and the number.

The Organization

The VP, US Major Enterprise Sales leads a fully integrated national organization of approximately 500 people. It spans field sales leadership (Regional Vice Presidents, Regional Directors, and Major Account Managers) and the technical pre-sales organization (Regional Systems Engineering VPs, Systems Engineers, and Solution Architects), which reports up through the sales line — meaning this leader owns both the commercial and technical sides of the major-accounts motion. The organization is well-resourced, with a 1:1 Systems Engineer-to-Major Account Manager coverage ratio that reflects the technical depth invested behind every strategic account. "Major" accounts are the largest enterprises in the US market — organizations of roughly 15,000+ employees and $3–5B+ in revenue — where the sales motion is complex, multi-year, executive, and consultative.

Key Responsibilities

Own the US Major Enterprise strategy. Define the segment strategy, coverage model, and growth priorities for the nation's largest accounts, and align the organization behind them.
Lead through leaders. Build, coach, and hold accountable a multi-layer organization of sales and technical leaders; set the standard for talent, performance, and culture across the org.
Provide executive sponsorship on marquee opportunities. Personally engage on the largest and most strategic pursuits — in the room with customer executives, sponsoring the deal, and applying relationships and judgment to help the team win. (Executive sponsor, not the individual deal owner.)
Drive predictable, sustained growth. Own the strategic-account revenue mandate; instill the forecasting rigor and operational discipline required for predictable performance at national scale.
Cultivate C-suite relationships. Build and steward executive relationships across major enterprise customers, serving as the senior point of contact for the accounts that matter most.
Partner cross-functionally. Work in lockstep with Systems Engineering, Product, Marketing, Channel, Legal, and Operations to bring the full company to bear on major-account outcomes.
Enable and remove friction. Ensure the field has the tools, programs, executive air cover, and cross-functional support to exceed targets — and clear the obstacles that slow them down.
Represent the segment to senior leadership. Deliver clear, credible readouts on performance, pipeline health, and strategic bets to the executive team.

Required Qualifications

15+ years of enterprise technology sales experience, including significant senior sales-leadership tenure leading leaders (i.e., managing managers/directors, not only individual contributors).
Demonstrated success leading a large, multi-layer sales organization at national or comparable scale — this is an organizational leadership role, not a step up from running a single region.
Track record of ownership over a business or major-accounts organization generating approximately $750M+ in strategic-account revenue.
Deep experience selling complex, executive, multi-year solutions into the largest enterprise organizations (~15,000+ employees, $3–5B+ revenue).
Cybersecurity and/or networking industry experience is required — a deep background in one or both, sufficient to be immediately credible with technical buyers and the field.
Proven record of consistently exceeding quota and driving significant, sustained revenue growth.
Fluency across a core enterprise security stack.
Credibility and comfort operating with C-level customer stakeholders; excellent communication and presentation skills.
A leadership style that is strategic and executive, yet close enough to the field to be genuinely useful in the biggest deals.
Strong business acumen, operational discipline, and a customer-centric orientation.

Preferred Qualifications

Experience selling hardware-centric or hardware-inclusive solutions. Our business is heavily weighted toward hardware; executives whose experience is confined to ARR-based software/SaaS models have historically found the transition challenging. Hands-on experience leading hardware-inclusive portfolios is strongly preferred.
Bachelor's degree or equivalent experience; MBA or advanced business degree a plus.
Experience leading geographically distributed enterprise sales and technical pre-sales organizations.
Established C-suite network within Fortune 500 / major enterprise accounts.

We don't expect any one candidate to check every box. If you meet most of these and are excited about leading at this scale, we'd like to hear from you.

Location

This is a Bay Area-based, hybrid role. The successful candidate must be able to regularly commute to the Sunnyvale office for customer meetings, Executive Briefing Center engagements, and executive team meetings. Bay Area residence (or relocation) is required.

What Success Looks Like

Consistent achievement and overachievement of the US major-account revenue mandate.
A clear, well-executed Major Enterprise strategy that the whole organization can articulate and rally behind.
Deepened footprint and expansion within the largest strategic accounts.
A high-performing, engaged, well-developed sales and technical organization with strong leader bench and retention.
Trusted executive relationships that make us the strategic partner of choice for the nation's largest enterprises.
Predictable forecasting and operational excellence at national scale.

Fortinet offers employees a variety of benefits, including medical, dental, vision, life and disability insurance, 401(k), 11 paid holidays, vacation time, and sick time as well as a comprehensive leave program.

Wage ranges are based on various factors including the labor market, job type, and job level. On target earnings for this position is expected to be $500,00 - $650,000 per year.Exact salary offers will be determined by factors such as the candidate's subject knowledge, skill level, qualifications, experience, and geographic location. All roles are eligible to participate in the Fortinet equity program, and this position is also eligible for commissions based on the terms of the Sales Compensation Plan

Fortinet

Vice President, US Major Enterprise Sales

About the Job

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About the Company

Fortinet

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