Regional Account Manager, SLED

Fortinet, Inc.; Houston (TX); On-site; USD 95,000 - 135,000; Full time

Job summary

Fortinet, Inc. is seeking a Regional Account Manager to drive the SLED portfolio across state agencies and related partners. This field sales role will require heavy travel and strong collaboration with channel partners to build a robust revenue pipeline.

You will manage quotas, forecast revenue, and lead customer engagements, ensuring timely follow-ups and effective presales support to win deals.

Qualifications

• Bachelor’s degree required; B2B software or cybersecurity experience preferred.
• Proven ability to meet/exceed sales quotas in a field role.
• Strong prospecting, opportunity management and closing skills.
• Experience selling to SLED accounts is highly desirable.

Responsibilities

• Meet/exceed quotas and forecast revenue for assigned territory.
• Drive face-to-face meetings with customers and partners to grow opportunities.
• Collaborate with partners, enablement teams, and CAMs to close deals.
• Create and manage opportunities in Salesforce and track pipeline.
• Travel >50% to engage customers and partners in the territory.

Skills

Coachable

Flexible

Field sales

SLED experience

Prospecting

Forecasting

Relationship building

Presentation skills

Time management

Education

Bachelor’s degree

Tools

Salesforce

GoToMeeting

Job description

The Regional Account Manager (RAM) is an exciting role within the Fortinet sales organization that is focused on an important subset of the SLED (State, Local Government and Education) segment. RAM is a field sales position. This role will be responsible for working with CA State Agencies. RAM will execute a Go-To Market Strategy derived from prospecting and collaborating with SLED Focused Partners to build and maintain a constant revenue pipeline. Fortinet will provide initial onboarding education to continue your selling career. 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 field sales career path at Fortinet and State experience would be a plus.

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 the 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 presentations and demos via online tools (GO TO MEETING).
• Perform ongoing analysis and report on opportunities that are supported.
• Act as a liaison between partners, customers, and appropriate Fortinet team members.
• Perform other duties and projects, as assigned to support the growth of 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, with a preference for experience selling to SLED accounts.
• Working knowledge of the businesses, procurement processes, and partners in the local territory, especially within the SLED sector.
• 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:

• Prior experience selling cybersecurity or technology solutions to State, Local Government, and Education (SLED) accounts.
• Familiarity with government procurement processes, cooperative purchasing agreements, and budget cycles in the SLED sector.
• Public/private cloud experience is a plus.
• Experience with multi-tier distribution is a plus.
• Experience in networking, security, and/or public/private cloud is a plus.