Head of OT Practice
at Fortinet
Posted 10 hours ago
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- Compensation
- $200,000 – $350,000 USD
- City
- Sunnyvale
- Country
- United States
Currency: $ (USD)
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 is to replicate proven best practices from other regions, operationalize the 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, with responsibilities including enabling sales teams, shaping OT go-to-market motions, and providing field feedback to product teams.
Location: Sunnyvale, CA, United States
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.
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.
