Specialist Regional Director-Emerging Technology East Canada

Join Fortinet, a cybersecurity pioneer with over two decades of excellence, as we continue to shape the future of cybersecurity and redefine the intersection of networking and security. At Fortinet, our mission is to safeguard people, devices, and data everywhere. We are currently seeking a dynamic Specialist Director- Emerging Technology to contribute to the success of our rapidly growing business.

Position Overview
The Specialist Director is responsible for leading a specialized business development team focused on accelerating growth within emerging technology solutions. This role oversees a high-performing pod of approximately eight professionals, including Business Development Managers (BDMs) and Business Development Experts (BDEs).

The Specialist Director ensures effective collaboration between BDMs responsible for opportunity development and BDE specialists who provide deep subject matter expertise in emerging technologies. This leader drives strategic pipeline development, sales execution, and team performance while ensuring the pod operates with alignment, accountability, and efficiency.

As a Specialist Director, you will:

Team Leadership & Coaching

• Lead, mentor, and develop a team 
• Foster strong collaboration between revenue-focused sellers and technology/domain experts.
• Conduct regular performance reviews, coaching sessions, and pipeline strategy discussions.
• Establish clear goals, activity expectations, and performance metrics for the pod.

Pipeline Development & Sales Acceleration

• Drive pipeline growth within assigned emerging technology solutions.
• Ensure BDE specialists are effectively leveraged to support complex sales cycles and customer engagements.
• Facilitate collaboration between BDMs and BDEs to identify opportunities, shape solutions, and progress deals.
• Monitor pipeline health, opportunity progression, and forecast accuracy.

Strategic Sales Support

• Provide leadership and support for high-value or strategic opportunities.
• Help position emerging technology solutions with customers by aligning technical expertise and business value.
• Assist the team in navigating complex sales cycles and multi-stakeholder engagements.

Operational Execution

• Track and report key metrics including pipeline generation, conversion rates, and revenue performance.
• Ensure disciplined use of CRM systems and consistent sales processes.
• Identify process improvements that increase pod productivity and efficiency.

Cross-Functional Collaboration

• Partner with sales leadership, marketing, and product teams to support go-to-market initiatives.
• Provide market feedback and insights to leadership regarding customer needs, technology trends, and competitive positioning.
• Support enablement efforts to ensure BDMs and BDEs remain current on emerging technologies and sales strategies.

We Are Looking For:

• 10+ years of experience in technology sales, business development, or solution selling.
• 10+ years of experience leading a team at ability to lead and develop talent
• Proven ability to lead or influence cross-functional sales teams.
• Experience working with emerging technologies, SaaS, cloud, AI, or advanced technology solutions preferred.
• Strong leadership, coaching, and collaboration skills.
• Ability to manage pipeline strategy and drive revenue outcomes.
• Experience working with CRM platforms and sales performance metrics.
• Experience in closing large deals.
• Excellent presentation skills to executives & individual contributors 
• Excellent written and verbal communication skills
• Pipeline growth and revenue performance
• Effective utilization of BDE specialists in sales opportunities
• Forecast accuracy and deal progression
• BDM productivity and opportunity conversion rates

Education:

• Bachelor’s degree or equivalent experience

The Canada base salary range for this full-time position is expected to be between $364,000 - $445,000 annually.  Wage ranges are based on various factors including the labour market, job type, and job level.  Exact salary offers will be determined by factors such as the candidate’s subject knowledge, skill level, qualifications, and experience.

This job posting represents an existing vacancy.

Fortinet strives to provide you and your family with a comprehensive benefits package. Benefits eligibility starts on your first day of hire and comprises of 100% company paid medical, dental, and vision coverage, including a Health Spending Account and a Personal Spending Account that gives you flexibility to spend where you need it the most. Our Employee & Family Assistance Plan (EFAP) offers you and your family access to various services like counseling, legal advice, mental health resources etc. We also provide critical illness, disability, and life insurance, as well as a Group Registered Retirement Savings Plan (RRSP) with a company match to help you save faster for retirement. We offer competitive Paid Time Off and flexible leave policies, including paid health days, to help you take care of yourself and your family members.

All roles are eligible to participate in the Fortinet equity program.  Bonus eligibility is reviewed at time of hire and annually at the Company’s discretion.

Why Join Us:
We encourage candidates from all backgrounds and identities to apply. We offer a supportive work environment and a competitive Total Rewards package to support you with your overall health and financial well-being.  

Embark on a challenging, enjoyable, and rewarding career journey with Fortinet. Join us in bringing solutions that make a meaningful and lasting impact to our 890,000+ customers around the globe.