• Drive direct sales engagements into SLED accounts within your assigned territory. • Create and implement territory plans to achieve deployments of Fortinet solutions to a set of assigned, existing accounts and new logo prospects, within your assigned territory. • Develop executive relationships with key buyers and influencers and leverage these relationships to achieve quarterly sales goals. • Coordinate with internal teams to deliver winning contract bids, proposals, RFI/RFP responses, and Statements of Work. • Negotiate terms of business with clients to achieve mutually beneficial results and long-term partnerships. • Build and promote the Company’s position as the worldwide leader in Unified Threat Management

• Meet or exceed all assigned quotas and targets while forecasting weekly, monthly and quarterly revenues for the assigned account set and overall territory • Meet or exceed the required number of face-to-face meetings each month with customers and partners in territory to identify new opportunities and grow existing opportunities. • Full participation in all team activities for enablement, forecasting, partner updates, partner sales efforts and recognition. • Create and track sales opportunities (leads, renewals, deal registrations and quotes in Salesforce.com) • Address any customer satisfaction issues and/or requests in a timely manner • Drive sales cycles to close while establishing relationships and credibility, and provide necessary presales support for prospects & customers. • Work closely with your local Channel Account Manager (CAM) and our reseller partner network to drive deals, increase revenue, and enable channel partners’ success in the Mid-Market segment. • Follow up on inbound, web and corporate event leads • Accept inbound and perform outbound prospecting activities to identify new sales opportunities. • Meet and exceed the sales activity metrics designed to make you productive and successful. • Lead customer presentation and demos via online tools (GO TO MEETING) • Perform ongoing analysis and report on opportunities that are supported • Act as a liaison between partner, customers, and appropriate Fortinet team members • Perform other duties and projects, as assigned to support the growth or our business • Execute the role with the utmost professionalism and in a way that aligns to Fortinet’s core values

• Manage and drive direct sales engagements into 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 sales goals. • Generate a sales pipeline, qualify opportunities, and accurately forecast pipeline. • Negotiate terms of business with clients to achieve win/win results.

Role Description The EPRI Distribution Forum is one of the industry’s most influential peer communities, bringing together leading utilities to collectively address the most pressing operational, planning, and reliability challenges facing the electric distribution system. The Forum plays a critical role in shaping best practices, facilitating candid peer exchange, and advancing solutions that directly influence how utilities plan, operate, and invest. The Distribution Lead is responsible for leading the execution, growth, and day‑to‑day operation of EPRI’s Distribution Forum (DxF)—a collaborative community of more than 60 electric distribution utilities focused on advancing safe, reliable, resilient, and cost‑effective distribution system operations. This role serves as the primary operational, programmatic, and engagement lead for DxF, working closely with EPRI leadership and utility executives. Leading this Forum places you at the center of industry dialogue and impact—working with senior utility leaders, guiding thought‑leading work products, and helping define the future of distribution operations across the sector. - Forum Leadership & Strategy: - Execute the annual DxF strategic plan in coordination with the Director and DxF utility leadership. - Establish priorities for leading‑practice development, peer reviews, information sharing, and industry education. - Track and report program performance metrics, deliverables, and member engagement. - Practice Group & Work‑Product Oversight: - Provide oversight and coordination for EPRI Practice Group Leads. - Ensure timely development, review, and publication of leading practices, maturity models, white papers, and peer review outputs. - Oversee execution of DxF peer reviews in coordination with host utilities and reviewers. - Member Engagement & Growth: - Maintain strong working relationships with member utilities, advisors, and Practice Group representatives. - Meetings & Events: - Plan and facilitate DxF meetings, including Executive Committee meetings, Leadership Council meetings, and the annual DxF Members Meeting. - Develop and present program updates, accomplishments, and work‑plan summaries. - Communications & Administration: - Coordinate DxF communications including newsletters, white papers, meeting descriptions, and outreach materials. - Manage DxF budgets, maintain DxF member websites, document repositories, templates, and decision frameworks. Qualifications - Deep subject‑matter expertise in electric distribution - Strong leadership and stakeholder‑management capability across utilities - Excellent communication skills, including drafting of white papers, meeting materials, and industry‑facing content. - Project management experience leading technical working groups, and cross‑utility collaboration initiatives. - High organizational skills in managing calendars, manuscripts, decision papers, and governance processes. - 10+ years electric distribution utility experience Requirements - The salary range for this position is $140,000 USD to $155,000 USD annually. - This salary range is an estimate, and the actual salary may vary based on various factors, including without limitation applicant's education, experience, skills, and abilities, as well as internal equity and alignment with market data. - The salary may also be adjusted based on applicant's geographic location. - This role is eligible to participate in EPRI’s annual incentive program. The amount of incentive varies and is subject to the terms and conditions of the plan. - This role is eligible to participate in EPRI’s standard employee benefit programs, which currently include the following: medical, dental, vision, 401k, STD/LTD and paid family leave, life and accident insurance, paid time off (flexible vacation, sick leave, and holiday pay). Company Description EPRI participates in E-Verify, an online system operated jointly by the Department of Homeland Security and the Social Security Administration (SSA). EPRI uses the system to check the work status of new hires by comparing information from the employee's I-9 form against SSA and Department of Homeland Security databases. EPRI is an equal opportunity employer. EEO/AA/M/F/VETS/Disabled Together . . . Shaping the Future of Energy. www.epri.com