Regional Sales Manager - Distribution

Fortinet's Mission & Vision is to secure People, Devices and Data everywhere. Fortinet's Integrated, AI-driven Security platform is a Unified, Integrated cybersecurity platform that spans Network, Core, Endpoints, Applications, Cloud, etc.

Fortinet portfolio of over 50+ enterprise-grade products is the largest integrated offering available, delivering proven cybersecurity everywhere you need it. More than 890,000 customers trust Fortinet solutions, which are among the most deployed, most patented, and most validated in the industry.

Fortinet is included in the Fortune 500 list, has made numerous appearances on Fortune Magazine's listing of 100 Fastest Growing Companies, and has been nominated to Fortune Magazine's Most Admired Companies List.

Position Overview

The Regional Sales Manager (RSM) - Disti-led SMB motion is responsible for driving business thro Whitespace customer accounts, driving cybersecurity solution adoption, and working closely with channel partners to grow revenue.

The role requires a strong understanding of cybersecurity products, 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, close deals, and expand market presence.

Key Responsibilities

1. Distribution Experience

• Vivid understanding on the Sell-thro Distribution model
• Leverage Distributors to Plan, Execute & Achieve the set Plan/ Goal for SMB business
• Resource planning, Skill-set development with Disti resources
• Fortinet SMB launch Marketing events - Plan & Execute
• Leverage all the different team internally - Distribution Manager, Channel, Technology, Marketing & plan a fast rolling Engine
• Prepare the BluePrint for the SMB business & responsible for the execution of the plan
• Responsible for the SMB business Pipeline & Revenue
• Responsible for land & expand Technology footprint for all the Partners, levering the Distributor Sales & Technical team members
• Plan to build a strong Solution team within Distributors, and leverage them effectively for Partner skill-development activities.
• Build a good deployment team within Distributors, who can extend support to partners for successful deployment & enhance their Services revenue
• Work closely with Regional Account Managers & Channel Managers to enhance the product productivity & revenue in each region
• Responsible for step-by-step deployment of SMB model across different cities & replicate the model with new cities. Quarterly cities plan will be derived, leveraging the Disti resources it's the responsibility of the RSM to replicate the Partner acquisition, SMB Launch, Pipeline generation & Revenue in all these cities.

Required Skills & Qualifications

• Bachelor's degree in Business, Engineering, IT, or related field (MBA preferred).
• 13-15 Years of Sales/ Channel/ Distribution experience in Cybersecurity, Networking or IT security.
• Experience in Disti-led business model.
• Understanding & experience in Channel Development.

Preferred Attributes

• Existing relationships with local cybersecurity partners and distributors.
• Experience selling Enterprise security or Networking solutions.
• Ability to work in a fast-paced, target-driven environment.
• Out-of-Box thinker, ability to plan & execute things in a cohesive manner.
• Leveraging internal & external team members for the execution of planned activities.

Job Location

Bangalore / Mumbai