Fortinet Regional Sales Manager Operational Technologies 

Canada, Quebec, Montreal 

276397883

Skills & Qualifications

• Ability to manage large and complex deals involving highly technical negotiations
• Excellent presentation skills, both online and in face-to-face settings, capable of delivering product and technology presentations to technical and business audiences to all levels within a customer organization.
• Excellent written and verbal communication skills as well as listening and negotiation skills
• A self-motivated, independent “doer” who can move deals through the selling cycle
• Ability to add value as a team member by collaborating with a variety of teams such as engineering, sales, product management, customer support and professional services
• Candidate must thrive in a fast-paced, ever-changing environment
• Knowledge of standards and cybersecurity best practices for OT and IT environments
• Knowledge of Salesforce or equivalent
• Bachelor’s degree in Computer Science, Information Systems, Electrical Engineering or equivalent
• Proficiency in English and French required
• Technical certifications (ex. ISA/IEC 62443, SANS ICS (GICSP, GRID e GCIP)) are a plus

Job Duties:

• Guide sales process from prospection of new opportunities till closure/delivery
• Maximize Fortinet opportunities while providing value added solutions enhancing the offer within the OT space
• Develop innovative product and service offerings to enhance Fortinet’s portfolio and increase share of mind and share of wallet
• Work closely together with the local account teams to ensure there is proper focus on OT related deals
• Develop relationships with key decision makers, influencers, and partners
• Forge and manage partnerships with global and regional technology providers to complement Fortinet’s offerings
• Manage effective working relationships with assigned regional sales and engineering teams
• Travel within assigned territory is required
• Maintain accurate forecasting of OT deals within the assigned territory

Experience:

• Proven experience in selling cybersecurity and/or networking solutions applied to the operational technology space in a customer-facing role
• Experience as a sales manager of business development manager in a matrix organization crafting deals in at least 3 of these segments: Utilities (energy, water), oil & gas, manufacturing, transportation, logistics, healthcare, pharmaceutical, food processing, smart buildings, smart cities, critical infrastructure
• Experience in designing solutions based on OTCI standards and architectures
• Past experience in delivering OT projects in a professional services engagement is highly desirable
• Background in cybersecurity in general, Information Technology and networking will be valued