Regional Account Manager

Fortinet; Detroit (MI); Remote; USD 90,000 - 140,000; Full time

Job summary

Fortinet seeks a Named Regional Account Manager in Detroit, MI. This field sales role covers a Mid-Market subset with shared responsibility for all Mid-Market business in the territory. The RAM will craft and execute account plans from prospecting to sustaining a revenue pipeline, with onboarding education and ongoing coaching.

The ideal candidate has 1+ year of B2B tech field sales, is coachable, and capable of meeting quotas, forecasting and managing cycles end-to-end. Travel >50% is required.

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.
• Understanding of the sales cycle and forecasting individual quota.

Responsibilities

• Meet or exceed quotas and forecast revenues for the assigned account set and territory.
• Schedule face-to-face meetings each month with customers and partners to identify opportunities.
• Participate in enablement, forecasting, partner updates, and sales efforts.
• Create and track sales opportunities (leads, renewals, quotes in Salesforce.com).
• Address customer satisfaction requests promptly.
• Drive sales cycles to close and provide presales support.
• Collaborate with Channel Account Manager and reseller partners to drive deals.
• Follow up on inbound leads and perform outbound prospecting.
• Meet sales activity metrics and lead customer presentations/demos.
• Liaise between partner, customers, and Fortinet teams; handle other duties as needed.

Skills

Field sales

B2B technology space

Quota forecasting

Customer relationship

Presentation skills

Prospecting

Education

Bachelor’s degree

Job description

Location: Detroit, MI, United States; Remote

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

About Us

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.