Regional Sales Manager - NetOps at Fortinet in Gurgaon, Haryana, India

Job description

• 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.

Responsibilities

• 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.
• 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.
• 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.
• 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.
• 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.

Requirements

• 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.
• 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.

Skills

Required

• Sales/account management
• Channel partner management
• Network Security knowledge
• Meeting/exceeding sales targets
• Knowledge of Cisco, Juniper/HPE