Warren Lyne (Line)

Sharpshooter
DISC Type : DC

Cloud Business Development Manager at Fortinet

Greater Vancouver Metropolitan Area, Canada

Overview

Warren is a cloud sales leader with over two decades of experience in business development and technology. He currently manages a high-performance team at Fortinet, focusing on cloud-centric solutions for Fortune 500 customers. He holds a BaSc from Queens University and is often described as driven, customer-focused, and technically knowledgeable.

He developed the top-performing Greenfield team globally during his time as National Sales Director at AWS in 2023.

Personality Overview

Thorough Evaluator

ROI Driven

Precise But Practical

They are less concerned about the product and more about its potential impact.  They respond better to strong and respectful interactions. They like to stay in control of the negotiation or defining of the terms.

Topics They Care About

AI Security
He is actively speaking at industry events, such as with Product Calgary and MB Innovates, about leveraging AI in a secure and protected manner.
Cloud Go-to-Market
His current role involves developing GTM programs and co-sell alignment with major Cloud Service Providers like AWS, Azure, GCP, and Oracle.
Sales Leadership
He focuses on managing and developing top-tier sales teams, having built the top global Greenfield team at AWS in 2023.

Media Appearances

Warren has no verified media appearances

Work History

3-2025
Cloud Business Development Manager at Fortinet
1-2024 - 2-2025
National Sales Director - Large Enterprise at Amazon Web Services (AWS)
1-2023 - 12-2024
National Sales Director- Enterprise & Mid-Market - Greenfield at Amazon Web Services (AWS)
11-2021 - 1-2023
Regional Sales Director- Enterprise & Mid-Market at Amazon Web Services (AWS)
1-2018 - 11-2021
Senior Enterprise Engaged Account Executive at Amazon Web Services (AWS)

Education

1998 - 2002
BaSc from Queen's University
2015 - 2015
Visual Story Persuasive Presentation Design from Duarte

More Information

Social Presence :

Prographics :

Exp : 20 Location : Greater Vancouver Metropolitan Area, Canada Job Level : Middle Designation : Cloud Business Development Manager at Fortinet
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Insights For Selling To Warren

During A Call Or A Meeting

DO's

  • Help them weigh the risks by sharing objective proof points without becoming too analytical
  • Use phrases like ‘it’s your decision’, ‘strategic impact’ etc.
  • Speak about competitive differentiation that your product offers

DONT's

  • Do not back off when challenged, respond with a confident, objective answer instead
  • Don’t be in a rush to invite them for a social meet and greet
  • Do not spend too much time focusing on product tech or features

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Warren is

  • Conviction around the impact matters the most to them, followed by a sense of achievement and ROI.
  • Will you ever get a clear answer from Warren

  • If they decide not to use your product, they will say no clearly.

Insights For Deal Planning

    How fast (or slow) will Warren move?

  • If convinced, they can reach decisions quite fast.
  • Can Warren take some risk or not?

  • They do not shy away from taking risks, but can be quite binary about them.

You And Warren

Personality Compatibility


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