Inside Territory Account Manager

Fortinet, Inc.; Atlanta (GA); On-site; USD 70,000 - 110,000; Full time

Job summary

Fortinet, Inc. is seeking an Inside Territory Account Manager to cover a defined SMB territory in the United States. The role focuses on building and maintaining a robust revenue pipeline, delivering presales support, and coordinating with channel partners to drive deals.

This is a dynamic, quota-driven sales position requiring strong relationship-building and a proactive selling approach. The ITAM will execute account plans, perform ongoing pipeline management, and collaborate with Fortinet

Qualifications

• Must have a proven track record of meeting and exceeding sales quotas.
• Ability to manage and forecast quotas and revenue.
• Excellent written and verbal communication and presentations.

Responsibilities

• Meet or exceed assigned quotas and targets.
• Forecast revenue weekly, monthly and quarterly for territory.
• Follow up on inbound and generated opportunities.
• Conduct outbound calls to identify sales opportunities.
• Manage customer presentations and demos via online tools.
• Track opportunities in Salesforce and align with channel and partner teams.
• Act as liaison between partners, customers and Fortinet teams.
• Support growth initiatives and completed projects.

Skills

Sales quotas

Sales cycle

Forecasting

Client relationships

Presentations

CRM software

Tools

Salesforce

Job description

The Inside Territory Account Manager (ITAM) will manage an assigned territory in support of the SMB team. The ideal candidate will have experience in the networking and/or security sectors of technology.The ITAM will create and execute the account plan from prospecting to building and maintaining a constant revenue pipeline. Drive sales cycles to close while establishing relationships and credibility. Provide necessary presales support for prospects/customers. Work closely with Channel Teams and our reseller partner network to drive deals and increase revenue. Fortinet will provide detailed and ongoing training programs. Once completed you will be assigned a territory, quota and given ongoing support to begin your career at Fortinet.

Responsibilities:

• Meet or exceed all assigned quotas and targets
• Forecast weekly, monthly and quarterly revenues for territory
• Follow up on inbound, web and corporate event generated opportunities
• Accept inbound and perform outbound telephone calls to identify sales opportunities.
• Meet and exceed daily call & activity metrics.
• Manage customer presentation and demos via online tools (GO TO MEETING)
• Track sales opportunities (MGOs, deal registration, quotes etc. in Salesforce)
• Align with channel and partner teams to support overall company revenue targets
• Perform ongoing research and report on opportunities that are supported
• Act as a liaison between partner, customers, and appropriate Fortinet team members
• Perform other duties and projects, as assigned to support the growth or our business

Required Qualifications:

• A proven track record of meeting and exceeding sales quotas and targets
• Understanding of the sales cycle in conjunction with business processes internally and externally
• Ability to manager and drive sales cycle from start to finish
• Ability to manage a diverse, high volume workload; self-motivated and adaptable
• Ability to quickly build productive relationships in a fast-paced, high-performance environment
• Must have proficiency with various software applications programs
• Excellent written, verbal and presentation skills
• Experience with managing and forecasting individual quota
• Well organized with effective time and activity management skills
• Ability to apply entrepreneurial strengths in a forward-thinking manner
• Proven work-ethic and time-management skills
• Ability to close business while achieving a high level of customer and partner satisfaction
• Public/private cloud experience is a plus
• Experience with multi-tier distribution a plus.
• The Inside Territory Account Manager is required to customarily and regularly work outside of their office or home office engaged in selling, including travel as needed to make a sale.
• Must be authorized to work in the U.S. without sponsorship