Fortinet

• Identify, develop, and close new business opportunities for OT solutions across the territory. • Build and execute strategic territory and account plans to exceed revenue targets. • Develop relationships with key end-user customers, partners, and decision-makers. • Drive pipeline generation through prospecting, networking, and partner collaboration. • Collaborate with channel partners to expand reach and accelerate deal closure. • Work closely with regional sales, marketing, and engineering teams to align go-to-market strategies. • Lead customer presentations, value-based selling, and executive-level engagements. • Provide market intelligence and feedback to influence product and go-to-market strategies. • Accurately forecast business and consistently meet or exceed quarterly and annual targets • Travel within the region as required.

• Generating enterprise business opportunities and managing the sales process through to closure of the sale. • Achievement of agreed **quarterly sales goals**. • Generate a **sales pipeline**, qualifying opportunities, and accurately forecast pipeline. • Responsible for **sales reports** • Management of the relationship with the different areas of the strategic enterprise accounts • Generate **Account Planning** with key Fortinet Partners. • Build **marketing plans** to drive incremental sales pipeline and revenues with development funds. • Partner with Fortinet marketing, Channel and engineering teams to drive revenue growth within region.

• Own, grow, and establish relationships in a set of Mid-Enterprise accounts within the Silicon Valley territory. • Develop and execute strategic account plans that increase wallet share, multi-product adoption, and long-term customer value. • Lead customer engagements from beginning to end, including executive outreach, discovery, solution alignment, evaluation strategy, commercial negotiation, and close. • Conduct in-person meetings in the field, with the expectation that most customer meetings occur onsite in customer offices and in the field. • Drive both expansion within existing accounts and new logo development across the territory. • Build strong relationships across technical teams, IT leadership, security leadership, procurement, and executive buyers. • Identify and advance complex sales opportunities, including larger platform deals and multi-year agreements. • Collaborate cross-functionally with SEs, Channel Account Managers, partners, distributors, and leadership to drive coordinated account execution. • Forecast with accuracy and consistency, maintaining strong pipeline hygiene and clear visibility into deal progression. • Navigate customer priorities tied to cloud transformation, hybrid work, secure networking, cyber resilience, and AI adoption. • Generate, manage, and accurately forecast pipeline on a weekly, monthly, and quarterly basis. • Identify and advance opportunities across Fortinet’s broader platform, including network security, secure networking, cloud, SASE, SecOps, and other strategic initiatives. • Position Fortinet’s value in business terms, helping customers consolidate vendors, reduce risk, improve operational efficiency, and secure innovation. • Serve as a trusted advisor to customers while executing with urgency, professionalism, and strong commercial discipline.

• Collaborate with sales, presales-SEs, product marketing, and management teams to align strategies and accelerate SASE revenue growth. • Prospect and hunt for new opportunities, identifying key stakeholders and building long-term confidential relationships as a trusted advisor. • Execute a land-and-expand strategy across large enterprise, mid-market customers as well as public sector organizations, leveraging the SASE solution selling. • Maintain a healthy pipeline, qualify opportunities, and ensure accurate forecasting and CRM discipline in Salesforce. • Collaborate with relevant parties including internal teams as well as channel partners, to drive RFI/RFP responses, tailored proposals, presentations that align Fortinet’s solutions with customer needs and business outcomes. • Leverage internal technical resources to support solution design and delivery. Deep technical expertise is not required, but fundamental knowledge of cloud-centric security and networking is essential. • Contribute to territory planning and account strategy, aligning with regional goals and growth targets.

• Lead all technical aspects of a sales cycle with the customer, from the initial RFIs, through to RFPs & RFQs when required. • Have the ability to listen and to understand the technical requirements of the customer. • Be the primary technical point of contact for the customer(s) and partners in close collaboration with your sales partner. • Continuously strive to improve knowledge around the Fortinet products and solutions. • Have a strong ability to position Fortinet solutions to the customer, whether this be remotely or in person. • Manage your time effectively when working on multiple deals simultaneously. • Maintain accurate activity, contact, and account technical information of all customers and prospects in our CRM (Salesforce).

Role Description In this key role, you will manage, direct and drive direct sales into Commercial Accounts. Create and implement strategic plans focused on attaining enterprise-wide deployments of Fortinet products and services. Develop executive relationships with key buyers and influencers in Commercial accounts and leverage these relationships. Coordinate with appropriate internal groups to generate and deliver winning Contract Bids, Proposals, RFI/RFP Responses, and Statements of Work. Negotiate terms of business with clients to achieve win/win results that provide the basis for strong ongoing relationships. - Develop account plans to achieve goals and exceed quota responsibility - Maximize Fortinet opportunity while providing value-added solutions to enterprise institutions - Serve as lead contact responsible for the flow of information to/from executive management - Work closely with account managers to maximize the primary business focus - Develop relationships with key decision makers, influencers, and partners - Manage effective working relationships with assigned region MAMs, Technical Sales Engineers, and Consulting Professionals - Consistently build and deliver on an accurate territory pipeline - Develop and manage the relationship with the Fortinet BDR team Qualifications - Proven ability to sell solutions to enterprise customers - Experience in the network security industry - A proven track record of significant over-quota achievement and demonstrated career stability - Experience in closing large deals - Selling experience must include technology - Excellent presentation skills to executives & individual contributors - Excellent written and verbal communication skills - Fluency in English and Serbian is a must Company Description

• Assess customer project requirements • Align client needs with appropriate Fortinet solutions • Partner with internal peers to pursue sales opportunities • Supply Networking/Security guidance in the pre-sale's engagements • Cross team collaboration • Continuous self-improvement and learning to keep technical leadership of applicable technologies (data center, SDN (Software Defined Networking), public cloud, security, networking, etc.) • Ensure ongoing customer success, support, and growth

• Own, grow, and establish relationships in a set of Mid-Enterprise accounts within the Silicon Valley territory. • Develop and execute strategic account plans that increase wallet share, multi-product adoption, and long-term customer value. • Lead customer engagements from beginning to end, including executive outreach, discovery, solution alignment, evaluation strategy, commercial negotiation, and close. • Conduct in-person meetings in the field, with the expectation that most customer meetings occur onsite in customer offices and in the field. • Drive both expansion within existing accounts and new logo development across the territory. • Build strong relationships across technical teams, IT leadership, security leadership, procurement, and executive buyers. • Identify and advance complex sales opportunities, including larger platform deals and multi-year agreements. • Collaborate cross-functionally with SEs, Channel Account Managers, partners, distributors, and leadership to drive coordinated account execution. • Forecast with accuracy and consistency, maintaining strong pipeline hygiene and clear visibility into deal progression. • Navigate customer priorities tied to cloud transformation, hybrid work, secure networking, cyber resilience, and AI adoption. • Generate, manage, and accurately forecast pipeline on a weekly, monthly, and quarterly basis. • Identify and advance opportunities across Fortinet’s broader platform, including network security, secure networking, cloud, SASE, SecOps, and other strategic initiatives. • Position Fortinet’s value in business terms, helping customers consolidate vendors, reduce risk, improve operational efficiency, and secure innovation. • Serve as a trusted advisor to customers while executing with urgency, professionalism, and strong commercial discipline.

• Assist in qualifying sales leads from a technical standpoint, understanding customer requirements, and providing relevant technical information • Serve as the primary technical resource during sales calls, addressing customer inquiries, educating them about features, specifications, and functionality, as well as integration possibilities • Demonstrate proficiency in networking applications and solutions, highlighting the value proposition of Fortinet products and services • Act as the main technical contact for assigned accounts, actively engaging with the technical support team and engineering to promptly address and resolve customer's technical issues • Provide post-sales training and ongoing assistance to customers, ensuring they can effectively utilize Fortinet solutions • Travel throughout the territory to support the needs of the business.

• Manage and drive direct sales engagements into a set of Named Accounts within assigned territory. • Create and implement territory plans focused on attaining deployments of Fortinet products and services. • Develop executive relationships with key buyers and influencers to achieve quarterly sales goals. • Generate a sales pipeline, qualify opportunities, and forecast pipeline. • Coordinate with internal groups to generate and deliver winning Contract Bids, Proposals and Statements of Work. • Negotiate terms of business with clients to achieve win/win results.