Martin Hoz
Weston,FL
Summary
Cybersecurity, technical and strategic sales executive with 25+ years of experience driving revenue growth and presales strategies. Proven leader in building and scaling high-performing teams from less than 10 to 500+ professionals, achieving 30%+ YoY growth, 50%+ market share, and 10-figure annual targets. Expertise in SASE, SecOps, OT, Cloud Security, AI/ML, Quantum Computing, and platform-oriented cybersecurity solutions.
Overview
5
5
Languages
25
25
years of professional experience
Work History
Sr Vice President, PreSales Experts & Field CTO
Fortinet
Sunrise, FL
06.2023 - Current
- Leading the Latin American and Canadian Sales engineering organizations.
- Dotted line report to the Corporate CTO. Part of the World Wide Field CTO team, shaping the future of the technology roadmap and corproate ambassador to key customers and industry events.
- Led strategic planning initiatives to drive company growth and enhance market positioning.
- Coordinated with corporate leadership to implement organizational strategies that align with business objectives.
- Defined corporate vision and strategy as Field CTO for AI Smart Networks, Quantum Computing, and Cybersecurity.
- Optimized business health by monitoring sales engineering metrics, ensuring alignment of field plans and client segmentation.
- Acted as industry ambassador, representing Fortinet at major events while collaborating with top-tier clients.
- Influenced innovation within the corporate patent review committee to advance security technologies.
- Promoted progress towards business objectives by ensuring pipeline quality and client satisfaction.
- Drove platform-oriented cybersecurity adoption through strategic customer liaison activities.
Various Technical VP, Director, Manager positions
Fortinet
Mexico City, MX
01.2007 - 06.2023
- Co-owned go-to-market strategy achieving over 30% year-on-year sales growth for first 10 years, exceeding 20% thereafter, increasing annual revenue from $15 million to over $750 million.
- Structured and managed sales engineering teams, expanding from 3 to over 500 professionals, resulting in more than 30% year-on-year growth and capturing over 70% market share.
- Led sales engineering initiatives from the startup to consolidation phases, always driving high performance teams, keeping operational efficiency excellence.
- Ensured comprehensive sales engineering coverage across all products, partner and client maturity levels and opportunity stages, coordinating presales and postsales processes for seamless transitions from prospecting to adption.
- Collaborated with R&D, product management, marketing, HR, finance, legal and other teams to cultivate a high-performance culture.
- Delivered presentations to audiences ranging from tens to thousands while serving as spokesperson for media outlets.
- Co-authored first worldwide book on Fortinet technology and wrote numerous articles on business management and technology.
Security Engineer
Check Point Software Technologies Ltd.
Mexico City, MX
03.2001 - 01.2007
- Managed presales activities across Northern Latin America, including Mexico, Central America, Colombia, Venezuela, and Ecuador.
- Delivered presentations at events in Argentina, Chile, and Brazil as guest speaker.
- Trained Check Point partners on new products and technologies to enhance sales capabilities.
- Presented at company and media events, addressing diverse audiences of varying sizes.
- Created lab presentations and documentation to assist resellers in project management and deal development.
- Mentored new engineers to expedite ramp-up time and facilitate integration into the organization.
- Developed a configuration automation and conversion tool (Object Filler/Object Dumper), which helped to drive more business globally.
Education
Bachelor of Science - Electronics And Communications Engineering
Universidad Autonoma De Nuevo Leon
Monterrey, Mexico12-1998
Skills
- Sales Strategy
- Technical GoToMarket Strategy
- Leadership
- Information Technology
- Cybersecurity
Languages
English
Full Professional
Spanish
Native/ Bilingual
Portuguese
Full Professional
French
Elementary
Hebrew
Elementary
Timeline
Sr Vice President, PreSales Experts & Field CTO
Fortinet
06.2023 - Current
Various Technical VP, Director, Manager positions
Fortinet
01.2007 - 06.2023
Security Engineer
Check Point Software Technologies Ltd.
03.2001 - 01.2007
Bachelor of Science - Electronics And Communications Engineering
Universidad Autonoma De Nuevo Leon