Inside Regional Account Manager - Sydney

Fortinet, Inc.; Sydney; On-site; AUD 90,000 - 120,000; Full time

Job summary

Fortinet, Inc. is seeking an Inside Regional Account Manager in Australia (Sydney) to drive sales through the partner network. You will own the end-to-end sales process for small to mid-range opportunities and collaborate with distributors to grow pipeline and revenue.

You will generate new business through proactive outreach, manage opportunities from qualification to closure, and maintain accurate Salesforce data while delivering exceptional customer service.

Qualifications

• Experience building business with partners and customers from an inside position.
• Excellent written and verbal communication skills.
• Experience with opportunity management using SFDC.

Responsibilities

• Manage end-to-end sales for low to mid-range opportunities via partner network.
• Generate new business through outbound calls, emails and virtual meetings.
• Close deals with channel partners and distributors.
• Maintain Salesforce data and manage renewals.
• Aim to achieve quarterly pipeline, bookings and revenue targets.
• Develop relationships with SMB-focused channel partners in Australia.

Skills

Partner & customer engagement

Communication skills

Presentation skills

Verbal & written communication

Opportunity management (SFDC)

Tools

SFDC (Salesforce)

Job description

Location: Australia (Sydney)

The IRAM will be responsible for facilitating both customer and partner opportunities in our SMB Landscape working alongside Distribution and Channel teams.

You will independently own and manage small deals. This role is designed to assist you in developing the skills required to progress your sales career at Fortinet.

As an Inside Regional Account Manager, you will:

Sales Execution & Pipeline Growth

• Manage end to end sales process for low to mid-range opportunities including net new business and incumbent accounts through the partner network.
• Generate new business opportunities through proactive outbound activity including calls, emails, virtual meetings, and partner engagement programs.
• Manage opportunities from qualification through to closure in collaboration with channel partners and distributors.
• Consistently achieve or exceed assigned pipeline, bookings, and revenue targets.
• SFDC data entry, quotes, pricing analysis, managing renewals, arranging asset lists, liaising with customers and providing exceptional customer service
• Responsible for QoQ revenue growth within SMB customer base

Channel Development & Partner Engagement

• Develop and maintain strong relationships with SMB-focused channel partners, including identifying and qualifying partners.
• Work closely with distributors across Australia to create repeatable and scalable programs, driving new pipeline and closed won business
• Drive partner-led pipeline creation through targeted outreach, joint business planning, and sales engagement activities with selected Programmatic partners
• Enable partners to effectively position and sell Fortinet solutions using available programs, incentives, tools, and resources in conjunction with the Distribution and Channel teams
• Support partner recruitment, activation, and growth initiatives within the SMB segment.
• Work closely with the internal channel team and internal marketing team to drive success marketing initiatives.
• Work with distribution team to minimise the quantity of special pricing requests

Opportunity & Deal Management

• Manage a high volume of opportunities while maintaining strong sales discipline and follow-up.
• Maintain accurate opportunity data within Salesforce.
• Independently manage end to end sales process for opportunities outside of named accounts via partner and distribution channel
• Brand advocacy – go the extra mile to provide outstanding client experience
• Bring creative ideas to the fast growing & evolving business

We Are Looking For:

• Experience building business with partners & customers from an inside position.
• Excellent communications internally, corporation-wide and externally.
• Excellent presentation skills to executives & individual contributors
• Excellent written and verbal communication skills.
• Familiar with Fortinet’s products and services preferred.
• Previous experience with opportunity management using SFDC
• Must have experience in working in a fast pace environment with revenue responsibilities

Why Join Us:

At Fortinet, we embrace diversity and inclusivity. We encourage applications from diverse backgrounds and identities. Explore our welcoming work environment designed for a rewarding career journey with an attractive Total Rewards package to support you with your overall health and financial well-being. Join us in bringing solutions that make a meaningful and lasting impact to our 660,000+ customers around the globe.