Named Regional Account Manager

Perception Point; Detroit (MI); On-site; USD 90,000 - 150,000; Full time

Job summary

Fortinet is seeking a Named Regional Account Manager to manage Mid-Market accounts in a defined territory. You will build and execute account plans, develop revenue pipelines, and collaborate with channel partners to drive bookings.

The role requires field sales experience in the B2B tech space, a strong ability to forecast, and travel more than 50%. Onboarding is provided, and ongoing enablement supports your journey within Fortinet’s sales organization.

Qualifications

• Bachelor’s degree required.
• 1+ years of field sales experience in the B2B technology space.
• Ability to run productive customer-facing and partner-facing meetings with timely follow up.
• Proven track record of meeting and exceeding sales quotas and targets.
• Willingness to travel >50%.

Responsibilities

• Meet or exceed quotas and forecast revenues weekly, monthly and quarterly.
• Meet or exceed the required number of face-to-face meetings with customers and partners to identify opportunities and grow existing ones.
• Participate in enablement, forecasting, partner updates, and sales efforts.
• Create and track sales opportunities (leads, renewals, deal registrations and quotes in Salesforce.com).
• Address customer satisfaction issues and/or requests promptly.
• Drive sales cycles to close and provide presales support.
• Collaborate with CAM and reseller network to drive deals and enable channel partners’ success.
• Follow up on inbound and outbound leads and meetings.
• Meet and exceed sales activity metrics.
• Lead customer presentations and demos via online tools (Go To Meeting).
• Analyze and report on opportunities that are supported.
• Liaise between partner, customers, and Fortinet team members.
• Perform other duties to support growth or our business.
• Execute the role with professionalism aligning to Fortinet’s values.
• Spending more than 50% of time outside office to sell.

Skills

Field sales experience

B2B technology space

Excellent communication

Forecast revenue

Travel >50%

Ability to build relationships

Education

Bachelor’s degree

Tools

Salesforce.com

GoToMeeting

Job description

The Named Regional Account Manager (RAM) is an exciting new role within the Fortinet sales organization that is focused on an important subset of the Mid-Market segment. The RAM is a field sales position responsible for a specific set of Mid-Market accounts while also having shared responsibility for all Mid-Market business within their territory. The ideal candidate will have previous field sales experience in the B2B technology space. The RAM will create and execute an account plan from prospecting to building and maintaining a constant revenue pipeline. Fortinet will provide initial onboarding education to begin your career. Once completed, you will be assigned an individual territory and quota and given ongoing enablement and coaching to achieve the highest levels of success. Success in the RAM role provides many options in the overall career path at Fortinet.

Responsibilities

• Meet or exceed all assigned quotas and targets while forecasting weekly, monthly and quarterly revenues for the assigned account set and overall territory
• Meet or exceed the required number of face-to-face meetings each month with customers and partners in territory to identify new opportunities and grow existing opportunities.
• Full participation in all team activities for enablement, forecasting, partner updates, partner sales efforts and recognition.
• Create and track sales opportunities (leads, renewals, deal registrations and quotes in Salesforce.com)
• Address any customer satisfaction issues and/or requests in a timely manner
• Drive sales cycles to close while establishing relationships and credibility, and provide necessary presales support for prospects & customers.
• Work closely with your local Channel Account Manager (CAM) and our reseller partner network to drive deals, increase revenue, and enable channel partners’ success in the Mid-Market segment.
• Follow up on inbound, web and corporate event leads
• Accept inbound and perform outbound prospecting activities to identify new sales opportunities.
• Meet and exceed the sales activity metrics designed to make you productive and successful.
• Lead customer presentation and demos via online tools (GO TO MEETING)
• Perform ongoing analysis 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
• Execute the role with the utmost professionalism and in a way that aligns to Fortinet’s core values

Required Qualifications

• Bachelor’s degree
• Coachable and flexible
• 1+ years of field sales experience in the B2B technology space
• Working knowledge of the businesses and partners in the local territory
• Ability to run productive customer-facing and partner-facing meetings while providing timely and relevant written follow up
• 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 manage and drive sales cycles from start to finish, which includes experience with managing and forecasting individual quota
• Self-driven and able to manage a diverse, high volume workload
• Ability to quickly build productive relationships in a fast-paced, high-performance environment
• Be computer savvy
• Excellent written, verbal and presentation skills
• Well organized with effective time and activity management skills
• Ability to apply entrepreneurial strengths in a driven, forward-thinking manner
• Ability to close business while achieving a high level of customer and partner satisfaction
• Execute the role with the utmost professionalism and in a way that aligns to Fortinet’s core values
• The Regional Account Manager is required to spend more than 50% of their time outside of their office or home office engaged in selling, including travel as needed to make a sale.

Preferred Qualifications

• Public/private cloud experience is a plus
• Experience with multi-tier distribution a plus.
• Experience in networking, security and/or public/private cloud a plus

Fortinet makes possible a digital world that we can always trust through its mission to protect people, devices, and data everywhere. This is why the world’s largest enterprises, service providers, and government organizations choose Fortinet to securely accelerate their digital journey. The Fortinet Security Fabric platform delivers broad, integrated, and automated protections across the entire digital attack surface, securing critical devices, data, applications, and connections from the data center to the cloud to the home office. Ranking #1 in the most security appliances shipped worldwide, more than 615,000 customers trust Fortinet to protect their businesses. And the Fortinet NSE Training Institute, an initiative of Fortinet’s Training Advancement Agenda (TAA), provides one of the largest and broadest training programs in the industry to make cyber training and new career opportunities available to everyone.

The Named Regional Account Manager is an exciting new role within the Fortinet sales organization that is focused on an important subset of the Mid-Market segment. The RAM is a field sales position responsible for a specific set of Mid-Market accounts while also having shared responsibility for all Mid-Market business within their territory. The ideal candidate will have previous field sales experience in the B2B technology space. The RAM will create and execute an account plan from prospecting to building and maintaining a constant revenue pipeline. Fortinet will provide initial onboarding education to begin your career. Once completed, you will be assigned an individual territory and quota and given ongoing enablement and coaching to achieve the highest levels of success. Success in the RAM role provides many options in the overall career path at Fortinet.