Regional Account Manager, SLED

Fortinet; Los Angeles (CA); On-site; USD 130,000 - 160,000; Full time

Benefits offered by this job

Medical benefits

401(k)

Equity program

Paid holidays

Job summary

Fortinet seeks a Regional Account Manager in the Los Angeles area to meet or exceed revenue quotas across the Mid-Market segment. You will forecast weekly, monthly, and quarterly results, conduct customer and partner meetings, and drive the sales cycle from lead to close.

You will collaborate with the Channel Account Manager, leverage the reseller network, perform Salesforce-based opportunity tracking, address satisfaction issues, and travel as needed to meet Fortinet's core values and business

Qualifications

• 1+ years of field sales experience in the B2B technology space, with a preference for SLED accounts.
• Strong knowledge of local territory businesses, procurement processes, and partners.
• Ability to run productive customer- and partner-facing meetings with timely follow-up.
• Proven track record of meeting and exceeding sales quotas and targets.

Responsibilities

• Meet or exceed assigned quotas and forecast revenues weekly, monthly, and quarterly.
• Meet required face-to-face meetings each month with customers and partners.
• Participate in team enablement, forecasts, partner updates, and sales efforts.
• Create and track sales opportunities in Salesforce.com (leads, renewals, quotes).
• Address customer satisfaction issues and requests promptly.
• Drive sales cycles to close with strong relationships and presales support.

Skills

Sales experience

Communication skills

Relationship building

Time management

Coachable

Education

Bachelor's degree preferred

Tools

Salesforce

GoToMeeting

Job description

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:

• 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.

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