Inside Territory Account Manager

Fortinet, Inc.; Sunnyvale (CA); On-site; USD 125,000 - 145,000; Full time

Benefits offered by this job

Medical insurance

Dental insurance

Vision insurance

Life insurance

Disability insurance

401(k)

Paid holidays

Vacation time

Sick time

Leave program

Job summary

Fortinet, Inc. is seeking an Inside Territory Account Manager to support the SMB team by building and executing territory plans, driving revenue pipelines, and closing deals. You will work with resellers and channel partners, providing presales and demonstrations as needed to advance opportunities.

The role emphasizes quotas, forecast accuracy, and collaboration with channel teams, with Fortinet providing training and ongoing sales support as you establish your territory and achieve targets.

Qualifications

• Experience meeting and exceeding sales quotas.
• Understanding of the sales cycle and internal/external processes.
• Ability to drive sales cycles from start to finish.
• Ability to manage a high-volume workload and be self-motivated.
• Ability to build productive relationships in a fast-paced environment.
• Proficiency with various software applications.

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 presentations and demos via online tools (GO TO MEETING).
• Track sales opportunities in Salesforce (MGOs, deal registration, quotes).
• Align with channel and partner teams to support revenue targets.
• Perform ongoing research and report on opportunities that are supported.
• Act as a liaison between partner, customers, and Fortinet team members.
• Perform other duties to support growth.

Skills

Sales quota attainment

Forecasting

Relationship building

Time management

Presentation skills

Communication skills

Organizational skills

Self-motivated

Closing business

Entrepreneurial mindset

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 $125,000 - $145,000 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