In this key role, you will manage and drive sales engagements into Carriers and Service Providers Companies. Create and implement strategic plans focused on attaining enterprise-wide deployments of Fortinet products and services in a regional level. Develop executive relationships with key buyers and influencers in Carrier and Service Provider accounts and leverage these relationships. Coordinate with appropriate internal groups to generate and deliver winning Contract Bids, Proposals, RFI/RFP Responses, and Statements of Work. Negotiate terms of business with clients to achieve win/win results that provide the basis for strong ongoing relationships. **Responsibilities**: - Execute an account plan for Telco Company based on FORTINET’s strategy and purposes - Management of sales process from prospection of new opportunities till closure - Maximize Fortinet opportunity while providing value added solutions to Carrier and Service Provider accounts - Build a consistent sales pipeline, constantly qualify opportunities and accurately forecast pipeline - Works closely together with the local account managers in order to maximize the primary business focus - Develops relationships with key decision makers, influencers and partners - Manages effective working relationships with assigned region MAMs, Technical Sales Engineers, and Consulting Professionals - Achievement of agreed quarterly sales goals - Travels within assigned territory is required **Requirements**: - Proven ability to sell solutions to Carrier and Service Providers - Experience with Security offerings and packages a plus - Minimum of 12 years of sales experience selling to Fortune 1000 Major Accounts - Minimum 3 years selling network security products and services - A proven track record of quota achievement and demonstrated career stability - Experience in managing large deals - Excellent presentation skills to executives & individual contributors - Excellent written and verbal communication skills - A self-motivated, independent thinker that can move deals through the selling cycle - Competitive, Self-starter, Hunter-type mentality - Knowledge of Sales Force or equivalent - Ability to travel up to 50% - Bilingual in English & Spanish **Education**: BS or equivalent experience, graduate degree preferred