Stephen B. Austin

Visionary
DISC Type : Ds

Major Account Manager, Enterprise at Fortinet

Cincinnati Metropolitan Area, United States

Overview

Stephen is an enterprise Major Account Manager at Fortinet, specializing in cybersecurity and secure digital transformation. With a background that includes a CCIE Emeritus certification, he has a proven record of managing strategic accounts and securing Fortune 500 customers. People often describe him as highly skilled, dedicated, and having a tireless work ethic.

Outside of his tech career, Stephen is a small business owner, co-running a SPENGA fitness studio franchise with his wife. This passion project for their community focuses on a unique blend of spin, strength, and yoga, where he assists with various business operations.

Unique fact: Stephen holds a prestigious CCIE Emeritus certification, showcasing a deep technical expertise alongside his sales skills.

Personality Overview

Big Vision Person

Direct & Assertive

Goal-Oriented

They might take some time to make their mind up but once they do, they don't change it easily.  They exhibit a rare combination of being result-oriented but patient at the same time. They are very professional in their approach and can weigh multiple perspectives together.

Topics They Care About

Cybersecurity Platforms
His work revolves around Fortinet's integrated cybersecurity platform. He frequently shares content on AI-driven Security Operations (SOC) and Operational Technology (OT) security.
AI Productivity Tools
He shows a personal interest in leveraging new AI tools, highlighted by his recent post about a promotion for Perplexity Pro, a powerful AI model.
Enterprise Sales
His career is focused on complex enterprise sales, having successfully managed strategic accounts and landed new Fortune 500 clients at previous companies like HashiCorp.

Media Appearances

Stephen has no verified media appearances

Work History

6-2025
Major Account Manager, Enterprise at Fortinet
11-2022
Small Business Owner / Franchisee at SPENGA :: WEST CHESTER
1-2025 - 5-2025
Layoff/position eliminated at Nile
7-2023 - 1-2025
Regional Sales Director - OH MI IN KY at Nile
1-2022 - 7-2023
Enterprise Account Manager at HashiCorp

Education

1-1997 - 12-1997
Certification Track for Microsoft Certified Systems Engineer (MCSE+I) from Miami-Jacobs Career College
1995 - 1997
N/A from U.S. Air Force Institute of Technology

More Information

Social Presence :

Prographics :

Exp : 6 Location : Cincinnati Metropolitan Area, United States Job Level : Middle Designation : Major Account Manager, Enterprise at Fortinet
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Insights For Selling To Stephen B.

During A Call Or A Meeting

DO's

  • Focus on the results that your product produces, expect some strategic questions in return
  • Suggest clear next steps with confidence, don't be vague or hesitant
  • Come across as a trustworthy professional and be respectful, they usually know their game

DONT's

  • Don't get into pricing discussions early on, steer conversation towards proven results
  • Don't take their patience for granted, avoid long-winding sermons
  • Don't go over them unless you are left with no other option

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Stephen B. is

  • Strong proof of impact and their conviction will matter the most, but they wouldn't want to act unilaterally either
  • Will you ever get a clear answer from Stephen B.

  • They will say no if they are not convinced but you will have to prompt them.

Insights For Deal Planning

    How fast (or slow) will Stephen B. move?

  • They will want to understand things well but can move fast once they have a clear picture.
  • Can Stephen B. take some risk or not?

  • They have good risk tolerance but are likely to think it through once or twice.

You And Stephen B.

Personality Compatibility


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