VP, Enterprise Sales - West

We are seeking a dynamic and results-driven Vice President, Enterprise Sales to lead and scale our enterprise sales organization across the Western United States. In this strategic leadership role, you will drive revenue growth and accelerate the adoption of Fortinet's cybersecurity and networking solutions through both expansion of existing customers and the acquisition of net-new enterprise logos. You will build lasting executive relationships with some of the largest organizations in the region and lead a sales organization focused on market share gains, competitive displacement, and long-term customer success.

The Ideal Candidate:

A high-performing sales leader with deep expertise in enterprise technology sales, a proven track record of exceeding revenue targets, and demonstrated success leading a sales organization of comparable scale within the cybersecurity and/or network security industry. You will be responsible for executing strategic sales initiatives, developing top talent, and partnering cross-functionally to accelerate customer and business outcomes.

Key Responsibilities

• Lead, develop, and inspire a high-performing, multi-layer enterprise sales organization across the West region, fostering a culture of accountability, execution, and customer success.
• Develop and execute regional sales strategies that drive revenue growth, expand strategic account penetration, accelerate enterprise adoption of cybersecurity and networking solutions, and secure net-new enterprise logos.
• Build and maintain executive-level relationships with key customers, partners, and stakeholders while serving as the executive sponsor for strategic accounts and opportunities.
• Drive market share expansion through strategic account growth, competitive displacement, and new customer acquisition across the region.
• Partner cross-functionally with Sales Leadership, Solutions Engineering, Marketing, Legal, Operations, and Product teams to maximize market opportunities and deliver customer outcomes.
• Drive forecasting accuracy, pipeline health, and operational excellence to ensure predictable business performance and achievement of growth objectives.
• Lead strategic negotiations and complex enterprise agreements that strengthen customer relationships and drive long-term business value.
• Represent Fortinet with customers, partners, and industry stakeholders while maintaining a strong presence throughout the region.

Required Qualifications

• 15+ years of successful technology sales experience, including senior leadership and organizational management responsibility.
• Demonstrated success leading a large-scale, multi-layer sales organization; this role requires proven experience leading leaders and managing a business of comparable complexity and scale.
• Proven track record of running a business with approximately $450M+ in annual revenue and consistently exceeding growth objectives.
• Extensive experience developing, leading, and closing complex enterprise sales opportunities within large-scale organizations.
• Strong cybersecurity and network security industry experience, including deep knowledge of and successful enterprise sales execution across Security and Networking technologies.
• Proven executive leadership capability with the ability to attract, develop, inspire, and retain high-performing sales leaders and teams while driving a culture of accountability, execution, and customer success.
• Exceptional executive communication, presentation, negotiation, and relationship-building skills.
• Strong business acumen with a proven ability to drive operational excellence, forecasting accuracy, and predictable business performance.
• Ability to thrive in a fast-paced, highly competitive environment.
• Experience leading geographically distributed enterprise sales teams.
• Established executive network within Fortune 1000 or major enterprise accounts preferred.
• Bachelor's degree required, MBA or equivalent preferred.

What Success Looks Like

• Consistently exceeds annual revenue targets, delivering attainment against regional bookings goals while achieving strategic growth objectives.
• Expands the enterprise business through increased penetration of strategic accounts, acquisition of net-new logos, growth within existing customers, and competitive displacement wins, resulting in measurable market share gains across the region.
• Builds and leads a high-performing sales organization that achieves top-quartile employee engagement, strong retention of top performers, and a robust succession pipeline for key leadership and sales roles.
• Develops and maintains C-level and executive relationships across the largest enterprise customers, driving long-term strategic partnerships, multi-year growth opportunities, and increased customer retention.
• Delivers forecast accuracy within agreed corporate thresholds while maintaining disciplined pipeline management, operational rigor, and predictable business performance across the region.

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 $450,00 - $500,000 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