Inside Territory Account Manager

Fortinet, Inc.; Frisco (TX); On-site; USD 80,000 - 120,000; Full time

Job summary

Fortinet is seeking an Inside Territory Account Manager to cover an assigned SMB territory. The role involves building and executing an account plan, driving a revenue pipeline, and providing presales support in the networking/security space.

You will work with channel and reseller partners, manage opportunities in Salesforce, and travel as needed to close deals. Fortinet offers training and ongoing support to help you succeed.

Qualifications

• Proven track record of meeting and exceeding sales quotas.
• Understanding of the sales cycle and business processes.
• Ability to manage and drive the 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.
• Proficiency with various software applications programs.
• Excellent written, verbal and presentation skills.
• Experience with managing and forecasting individual quota.
• Well organized with time and activity 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 is a plus.
• Authorized to work in the U.S. without sponsorship.

Responsibilities

• Meet or exceed all assigned quotas and targets.
• Forecast revenues for territory weekly, monthly and quarterly.
• 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.

Skills

Sales quota achievement

Sales cycle management

Relationship building

Software proficiency

Communication skills

Forecasting

Time management

Entrepreneurial mindset

Work ethic

Closing deals

Tools

Salesforce

GoToMeeting

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