Regional Account Manager

Jobtailor

San Diego (CA)

On-site

USD 120,000 - 160,000

Full time

3 days ago

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Job summary

Fortinet is seeking a high-energy Field Account Executive to own, grow, and establish relationships within a Mid-Enterprise set in the Silicon Valley territory. You will develop strategic account plans to increase wallet share and multi-product adoption, while leading customer engagements from discovery through close.

You will conduct in-person meetings, expand within existing accounts, and collaborate with SEs and partners to drive coordinated execution.

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.
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.
Bachelor's degree preferred; cybersecurity, networking, and/or cloud experience is strongly preferred.

Responsibilities

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 most customer meetings onsite in customer offices and in the field.
Drive expansion within existing accounts and new logo development across the territory.
Build 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 with SEs, Channel Account Managers, partners, distributors, and leadership to drive coordinated account execution.
Forecast accurately and consistently, 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.

Skills

Field sales experience

Account management

Forecasting & pipeline management

Cybersecurity knowledge

Negotiation skills

Education

Bachelor's degree

Job description

Responsibilities

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 most customer meetings occurring onsite in customer offices and in the field
Drive expansion within existing accounts and new logo development across the territory
Build 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 with SEs, Channel Account Managers, partners, distributors, and leadership to drive coordinated account execution
Forecast accurately and consistently, 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

Requirements

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
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

Core Competencies

Demonstrates expertise in B2B technology sales with a focus on account management, strategic planning, and customer engagement. Proven ability to drive growth through relationship building, effective negotiation, and understanding of cybersecurity and cloud solutions.

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