Named Regional Account Manager

Fortinet, Inc.; Miami (FL); On-site; USD 120,000 - 190,000; Full time

Job summary

Fortinet seeks a Named Regional Account Manager (NRAM) to lead the Silicon Valley Mid-Enterprise territory with a strong customer base and significant growth potential. This is a true field sales role for a strategic seller who can deepen relationships, expand platform adoption, lead complex customer conversations, and drive larger, multi-product opportunities.

The ideal candidate has field sales experience in B2B technology, knows how to command a room, and can run customer engagements from

Qualifications

• 2–3+ years of field sales experience in B2B technology sales.
• Proven track record of meeting or exceeding quota in a field-based sales role.
• Ability to run polished, productive customer meetings and full discovery conversations independently.
• Experience managing opportunities from prospecting through close, including forecasting, deal strategy, and contract negotiation.
• Strong executive presence and the ability to communicate with both technical and business stakeholders.

Responsibilities

• Own, grow, and establish relationships in Mid-Enterprise accounts within the Silicon Valley territory.
• Develop and execute strategic account plans that increase wallet share and multi-product adoption.
• Lead customer engagements from discovery to close, including executive outreach and evaluation strategy.
• Conduct in-person field meetings; most meetings onsite with customers.
• Drive expansion within existing accounts and new logo development across the territory.
• Build relationships across technical teams, IT leadership, security leadership, procurement, and executives.
• Identify and advance complex sales opportunities, including larger platform deals and multi-year agreements.
• Collaborate with SEs, Channel Account Managers, partners, distributors, and leadership to drive account execution.
• Forecast with accuracy and maintain strong pipeline visibility.

Skills

Field sales experience

Quota achievement

Executive presence

Forecasting & pipeline management

Contract negotiation

Account expansion

Cross-functional collaboration

Channel sales experience

Education

Bachelor's degree preferred

Job description

Fortinet is at the center of one of the most important shifts in enterprise technology: the convergence of cybersecurity, networking, cloud, and AI. As organizations race to adopt AI responsibly, they need a partner that can deliver both AI for Securityand Security for AI. Fortinet is uniquely positioned to lead in this moment through our broad platform, deep innovation, and proven customer outcomes.

We are seeking a Named Regional Account Manager (NRAM)to lead the marquee Silicon Valley Mid-Enterprise territory with a strong customer base and significant growth potential. This is a true field sales role for a strategic seller who can deepen relationships, expand platform adoption, lead complex customer conversations, and drive larger, multi-product opportunities.

The ideal candidate has field sales experience in B2B technology, knows how to command a room, and can run customer engagements from first meeting to close. This seller should be equally comfortable prospecting into new accounts/divisions, expanding existing accounts, coordinating internal resources, and managing sophisticated negotiations with senior decision-makers (i.e., VP+ & C suite).

What You’ll Do

• Own, grow, and establish relationships in a set of Mid-Enterprise accounts within the Silicon Valley territory.
• Develop and execute strategic account plans that increase wallet share, multi-product adoption, and long‑term customer value.
• Lead customer engagements from beginning to end, including executive outreach, discovery, solution alignment, evaluation strategy, commercial negotiation, and close.
• Conduct in‑person meetings in the field, with the expectation that most customer meetings occur onsite in customer offices and in the field.
• Drive both expansion within existing accounts and new logo development across the territory.
• Build strong relationships across technical teams, IT leadership, security leadership, procurement, and executive buyers.
• Identify and advance complex sales opportunities, including larger platform deals and multi‑year agreements.
• Collaborate cross‑functionally with SEs, Channel Account Managers, partners, distributors, and leadership to drive coordinated account execution.
• Forecast with accuracy and consistency, maintaining strong pipeline hygiene and clear visibility into deal progression.
• Navigate customer priorities tied to cloud transformation, hybrid work, secure networking, cyber resilience, and AI adoption.
• Generate, manage, and accurately forecast pipeline on a weekly, monthly, and quarterly basis.
• Identify and advance opportunities across Fortinet’s broader platform, including network security, secure networking, cloud, SASE, SecOps, and other strategic initiatives.
• Position Fortinet’s value in business terms, helping customers consolidate vendors, reduce risk, improve operational efficiency, and secure innovation.
• Serve as a trusted advisor to customers while executing with urgency, professionalism, and strong commercial discipline.

What We’re Looking For

• 2–3+ years of field sales experiencein B2B technology sales.
• Proven track record of meeting or exceeding quota in a field-based sales role.
• Ability to run polished, productive customer meetings and full discovery conversations independently.
• Experience managing opportunities from prospecting through close, including forecasting, deal strategy, and contract negotiation.
• Strong executive presence and the ability to communicate with both technical and business stakeholders.
• Experience expanding existing accounts, managing strategic territories, and growing deal size over time.
• Strong organizational skills and ability to manage multiple opportunities and stakeholders simultaneously.
• Familiarity with channel-led sales motions and partner collaboration.
• Bachelor’s degree preferred.
• Experience in cybersecurity, networking, and/or public/private cloud is strongly preferred.