Inside Territory Account Manager

Fortinet, Inc.; Frisco (TX); On-site; USD 100,000 - 130,000; Full time

Job summary

Fortinet, Inc. is seeking an Inside Territory Account Manager to manage a U.S. SMB territory, creating and executing an account plan from prospecting to revenue pipeline.

You will drive sales cycles, provide presales support, and collaborate with channel teams and resellers to close deals and increase revenue. Travel to customer sites as needed is required. The role emphasizes meeting quotas, forecasting revenues, and maintaining a strong customer and partner reputation.

Qualifications

• Proven track record of meeting and exceeding sales quotas and targets.
• Ability to drive sales cycles from start to finish.
• Experience forecasting revenue for a territory.
• Strong communication and presentation skills.

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 calls to identify sales opportunities.
• Meet and exceed daily call and activity metrics.
• Manage customer presentations and demos via online tools (GoToMeeting).
• Track sales opportunities in Salesforce.
• Align with channel and partner teams to support revenue targets.
• Research and report on opportunities that are supported.
• Act as liaison between partner, customers, and Fortinet teams.
• Perform other duties to support growth.

Skills

Sales quotas

Sales cycle management

Relationship building

Prospecting

Forecasting

Pre-sales support

Territory planning

Time management

Customer & partner satisfaction

Public/private cloud experience

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

Fortinet offers employees a variety of benefits, including medical, dental, vision, life and disability insurance, 401(k), 11paid holidays, vacation time, and sick time as well as a comprehensive leave program.

Wage ranges are based on various factors including the labor market, job type, and job level. On target earnings for this position is expected to be $100,000 - $130,000 per year.Exact salary offers will be determined by factors such as the candidate's subject knowledge, skill level, qualifications, experience, and geographic location.

All roles are eligible to participate in the Fortinet equity program, and this position is also eligible for commissions based on the terms of the Sales Compensation Plan