Head of OT Practice

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

1. Execute the US OT go-to-market strategy in alignment with global OT direction and US sales leadership
2. Operationalize existing OT best practices, playbooks, and reference architectures across US regions
3. Act as the senior OT subject matter leader for US sales, SEs, partners, and key customers
4. Support strategic OT opportunities and executive-level customer engagements
5. Enable and educate US sales and technical teams on OT positioning, use cases, and solutions
6. Partner with sales leadership to help drive pipeline quality, deal progression, and forecasting
7. Provide structured feedback from the field to the Global OT Practice and Product teams
8. Contribute to the evolution of scalable OT solutions and offerings based on US market needs

What Success Looks Like (Initial Phase)

1. Consistent execution of OT motions across US regions
2. Improved OT pipeline visibility, deal quality, and win rates
3. Strong alignment between global OT strategy and US field execution
4. Growing internal confidence in OT as a repeatable sales motion
5. Clear foundations in place for practice and team expansion

Profile We Are Looking For

1. Senior commercial and technical leader with strong OT / industrial security credibility
2. Experience supporting or leading OT go-to-market motions in complex, matrixed organizations
3. Comfortable operating between strategy and field execution
4. Proven ability to influence, align, and enable teams without heavy formal authority
5. Executive presence with customers, partners, and internal leadership
6. 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