Named, Regional Sales Director TX

Fortinet; Houston (TX); On-site; USD 140,000 - 210,000; Full time

Job summary

Fortinet is seeking a seasoned sales leader in Houston to guide a field-based RAM team within the Mid-Market segment. You will drive strategy, recruit talent, and ensure your team consistently outperforms quotas while expanding Fortinet's footprint in key accounts.

You'll partner with the engineering overlay and channel partners, coach managers, and forecast pipeline weekly. This role requires travel up to 50% as Covid restrictions ease.

Qualifications

• 5+ years technology sales experience.
• Leadership and/or mentoring experience.
• Experience in the network security industry.
• Proven over-quota achievement and career stability.
• Experience selling with channel partners (VAR, SI, MSSP).
• Strong presentation skills to executives & individual contributors.
• Excellent written and verbal communication skills.
• Be computer savvy.

Responsibilities

• Lead, manage and motivate a team of field-based Regional Account Managers (RAM) focused on Mid-Market accounts.
• Ensure that every RAM meets or exceeds their sales targets every quarter.
• Assist in recruitment, hiring and onboarding of RAMs.
• Develop rep-level plans to achieve goals including new customer acquisition and growth.
• Serve as escalation point for customer satisfaction issues.
• Help set quotas for reps and the territory.
• Ensure sales plays and marketing programs are implemented by reps.
• Build relationships with key decision makers, influencers and partners in territory.
• Run weekly 1x1 coaching sessions with each rep.
• Leverage Fortinet's engineering overlay sales team effectively.
• Provide accurate weekly forecasts to upper management.
• Travel up to 50% within territory when allowed.
• Model Mid-Market Leadership & Fortinet values.

Skills

Technology sales

Leadership

Network security

Over-quota achievement

Channel partner sales

Executive communication

Verbal & written communication

General computer literacy

Job description

Objective:

In this role, you will lead and manage a team of field-based sales reps in the fastest growing segment within Fortinet Mid-Market. As the Mid-Market Segment at Fortinet expands, we are looking for a strong leader to help further develop the sales execution strategy, assist with the recruitment & hiring of Mid-Market field sales reps, and ensure that your sales team effectively spreads the Fortinet value proposition across all Mid-Market accounts in your territory, resulting in consistent over-attainment against all sales targets for all sales reps on your team.

Responsibilities:

• Lead, manage and motivate a team of field-based Regional Account Managers (RAM) focused on Mid-Market accounts
• Ensure that every RAM on your team meets or exceeds their sales targets every quarter
• Assist in the recruitment, hiring and onboarding of Regional Account Managers (RAM)
• Develop plans at a rep level to achieve goals and exceed quota responsibility. These plans include new customer acquisition, customer growth, channel engagement, sales rep enablement and sales rep career path.
• Serve as an escalation point of contact in the event of customer satisfaction issues
• Help upper management establish quota for your sales reps and for your territory more broadly
• Ensure all sales plays and other marketing programs are successfully implemented by your sales reps
• Develop relationships with key decision makers, influencers and partners for the most strategic accounts and sales opportunities in your territory
• Run productive weekly 1x1 management and coaching sessions with each sales rep on your team.
• Ensure that Fortinet's technical engineering overlay sales team is properly leveraged by your sales reps
• Accurate weekly forecasting to upper management for all sales results and new sales opportunities
• Significant travel (ie, up to 50%) within assigned territory is required once Covid restrictions are lifted to a sufficient degree
• Be a role model of our Mid-Market Leadership & Success Principles as well as Fortinet's core values

Required Skills:

• 5+ years technology sales experience
• Previous leadership and/or mentoring experience and accomplishments
• Experience in the network security industry
• A proven track record of significant over-quota achievement and demonstrated career stability
• Experience in selling collaboratively with channel partners (VAR, SI, MSSP, etc)
• Strong presentation skills to executive level & individual contributors
• Excellent written and verbal communication skills
• Be computer savvy