Fortinet is expanding its Financial Planning & Analysis (FP&A) function, a strategic pillar designed to accelerate sales visibility and provide a competitive financial advantage. We are seeking a Senior Manager to join our established team of finance professionals. This role will focus on shifting from traditional expense tracking to a sophisticated, data-driven reporting framework, enabling our Sales leadership to manage their business efficiently by providing clear, consistent guidance on monthly and quarterly financial results.
As a Senior Manager, you will be a key partner to Sales and Finance leadership, responsible for operationalizing and managing our sales headcount, commission models, and top-line forecasting. You will champion the transition toward advanced analytics and automated reporting, ensuring that resource allocation is driven by accurate contribution margin data. You will assist in the ongoing governance of our sales expense footprint, providing vital financial modeling to bridge billings to revenue across our hybrid hardware and services model. This is a high-impact, senior individual contributor opportunity for a self-motivated professional to help elevate and scale our FP&A function.
Key Responsibilities:
Strategic Financial Reporting & Revenue Forecasting
- Lead the monthly and quarterly financial reporting process for the global sales organization, providing clear actuals vs. forecast and detailed contribution margin reporting to guide strategic resource allocation.
- Partner closely with Sales Operations to understand pipeline and billing forecasts, leveraging this data to build robust models that accurately translate billings into recognized revenue projections.
- Partner closely with the broader FP&A team to handle all aspects of financial performance measurement and reporting. By integrating ARR and service metrics with our primary hardware business, you will deliver a comprehensive, holistic view of our complete hybrid sales model.
Headcount, Expense & Commission Modeling
- Own the end-to-end financial forecasting for commission structures and variable compensation, including complex deferred commission modeling. Analyze the financial impact of proposed quota changes to ensure alignment with corporate profitability and P&L expectations.
- Partner directly with Sales Leadership, Sales Operations, and HR to drive annual and quarterly headcount planning cycles, rigorously monitoring hiring pacing, attrition, and overall sales operating expenses (OpEx).
- Champion the integration of advanced analytics, scalable executive dashboards, and AI tools into everyday FP&A workflows to automate variance commentary and enhance the speed of financial projections.
Sales Business Partnership, Cross-Functional Collaboration & Influence
- Act as the central financial node for sales expenses and top-line forecasting, working seamlessly across Sales, Sales Operations, Human Resources, and Accounting to ensure data integrity during month-end close.
- Drive strong cross-functional alignment and hold operational partners accountable for their deliverables to ensure a predictable and accurate monthly planning cycle.
- Translate complex financial models into actionable business insights, serving as a trusted advisor to Sales leaders navigating their P&L.
Required Skills & Qualifications:
- Experience: 8+ years of progressive experience in FP&A, Corporate Finance, or Sales Finance within a global technology, networking, or cybersecurity company. Proven experience operating successfully as a senior-level individual contributor.
- Education & Certifications: Bachelor’s degree in Finance, Accounting, Economics, or a related quantitative field. An MBA, CPA, CFA, or equivalent advanced degree/certification is highly preferred.
- Industry Knowledge: Deep understanding of the cybersecurity business landscape, particularly navigating two-tier, channel-driven sales models (selling through distribution and value-added resellers).
- Commercial & Financial Acumen: Solid understanding of the operational mechanics between bookings, billings, and recognized revenue, and how to model that conversion accurately across a primary Hardware + Services business model.
- Technical Proficiency: Expert-level proficiency in Microsoft Excel is required. Well-versed with enterprise-grade ERP systems (e.g., Oracle, SAP) and EPM/financial systems (e.g., Hyperion, Anaplan). Strong working knowledge of Tableau for dashboard creation and visual reporting. Data Analytical experience (which may include SQL or similar tools). Experience using AI tools (e.g., LLMs/GenAI) to streamline workflows is a strong plus.
- Collaboration & Influence: Strong cross-functional influencer with the ability to gain organizational buy-in for process transformation. Proven ability to build consensus with non-finance teams (HR, Sales Ops, Accounting).
- Problem-Solving: An innovative and strategic thinker who can "think outside the box" to streamline legacy reporting structures and build highly scalable, dynamic financial models from scratch.
- Communication: Exceptional verbal, written, and interpersonal skills, with the ability to distill complex data sets and communicate financial concepts clearly and concisely to executive leadership and operational teams.
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. Earnings for this position are expected to be $200,000 - $225,000 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, Bonus eligibility is reviewed at time of hire and annually at the Company’s discretion