Regional Account Manager, SLED

Fortinet; Las Vegas (NV); On-site; USD 130,000 - 160,000; Full time

Job summary

Fortinet is seeking a Regional Account Manager to drive SLED sales in the assigned territory. You will own the revenue pipeline, collaborate with partners, and meet or exceed quotas while traveling as needed.

Role includes ongoing enablement and coaching, with a focus on building relationships and closing opportunities from prospecting to renewal. A bachelor's degree and field-sales experience are required.

Qualifications

• 1+ years of field sales experience in the B2B technology space, with a preference for SLED accounts.
• Coachable and flexible.
• Understanding of the sales cycle and ability to forecast quotas.
• Experience running customer-facing and partner-facing meetings with timely follow-up.

Responsibilities

• Meet or exceed quotas and forecast revenues for the territory.
• Conduct face-to-face meetings with customers and partners to grow opportunities.
• Collaborate with CAMs and reseller partners to drive deals and revenue growth.
• Manage sales cycles from prospecting to close and provide presales support.

Skills

Field sales experience

SLED knowledge

Customer meetings

Forecasting

Sales cycles

Education

Bachelor’s degree

Tools

Salesforce.com

GoToMeeting

Job description

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.

Benefits and Compensation

Fortinet offers employees a variety of benefits, including medical, dental, vision, life and disability insurance, 401(k), 11 paid holidays, vacation time, and sick time as well as a comprehensive leave program. Wage ranges are based on various factors including the labor market, job type, and job level. On target earnings for this position is expected to be $130,000 - $160,000 per year. Exact salary offers will be determined by factors such as the candidate's subject knowledge, skill level, qualifications, experience, and geographic location. All roles are eligible to participate in the Fortinet equity program, and this position is also eligible for commissions based on the terms of the Sales Compensation Plan.

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.