Head of OT Practice Job Sunnyvale area,California USA,Sales

Head of OT Practice – United States Role Overview

The Head of OT Practice, United States will lead the development and execution of Fortinet’s OT security motion across the US, working in close alignment with the Global Head of OT Practice and the US Head of Sales.

The initial focus of the role is to replicate proven best practices from other regions, operationalize global OT strategy in the US market, and drive consistent execution across sales, SEs, services, and partners. As results are delivered, the scope and ownership of the role will expand.

Key Responsibilities

Execute the US OT go-to-market strategy in alignment with global OT direction and US sales leadership

Operationalize existing OT best practices, playbooks, and reference architectures across US regions

Act as the senior OT subject matter leader for US sales, SEs, partners, and key customers

Support strategic OT opportunities and executive-level customer engagements

Enable and educate US sales and technical teams on OT positioning, use cases, and solutions

Partner with sales leadership to help drive pipeline quality, deal progression, and forecasting

Provide structured feedback from the field to the Global OT Practice and Product teams

Contribute to the evolution of scalable OT solutions and offerings based on US market needs

What Success Looks Like (Initial Phase)

Consistent execution of OT motions across US regions

Improved OT pipeline visibility, deal quality, and win rates

Strong alignment between global OT strategy and US field execution

Growing internal confidence in OT as a repeatable sales motion

Clear foundations in place for practice and team expansion

Profile We Are Looking For

Senior commercial and technical leader with strong OT / industrial security credibility

Experience supporting or leading OT go-to-market motions in complex, matrixed organizations

Comfortable operating between strategy and field execution

Proven ability to influence, align, and enable teams without heavy formal authority

Executive presence with customers, partners, and internal leadership

Thrives in growth environments and is motivated by building something over time

Role Evolution

This role is expected to expand in scope and ownership as the US OT business scales. Demonstrated results will open the path toward broader practice leadership, organizational ownership, and increased accountability.

Fortinet offers employees a variety of benefits, including medical, dental, vision, life and disability insurance, 401(k), 11 paid holidays, vacation time, and sick time as well as a comprehensive leave program.

Wage ranges are based on various factors including the labor market, job type, and job level. On target earnings for this position is expected to be $200,000 - $350,000 per year. Exact salary offers will be determined by factors such as the candidate's subject knowledge, skill level, qualifications, experience, and geographic location.

All roles are eligible to participate in the Fortinet equity program, and this position is also eligible for commissions based on the terms of the Sales Compensation Plan

We are committed to providing reasonable accommodations for all qualified individuals with disabilities. If you require assistance or accommodation due to a disability, please contact us at

Fortinet is an equal opportunity employer. We value diversity in our company, and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, age, military/veteran status or any other applicable legally protected characteristics in the location in which the candidate is applying.

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