Regional Account Manager, SLED

Fortinet, Inc.; Sunnyvale (CA); On-site; USD 90,000 - 150,000; Full time

Job summary

Fortinet, Inc. is seeking a Regional Account Manager to focus on State, Local Government and Education (SLED) opportunities in California.

This field sales role requires territory ownership, quota attainment, and active collaboration with partners to build a strong revenue pipeline. You will manage opportunities, conduct customer and partner meetings, and drive the sales cycle from prospecting to closure, with substantial travel expectations to support Fortinet’s growth across the

Qualifications

• Bachelor’s degree required.
• 1+ years of field sales experience in the B2B technology space, with a preference for experience selling to SLED accounts.
• 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.
• Excellent written, verbal, and presentation skills.
• 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.

Responsibilities

• Meet or exceed all assigned quotas and targets while forecasting revenue for the assigned territory.
• Meet or exceed the required number of face-to-face meetings monthly with customers and partners.
• Participate in all team activities for enablement, forecasting, partner updates, and sales efforts.
• Create and track sales opportunities (leads, renewals, deal registrations, quotes in Salesforce).
• Address customer satisfaction issues and/or requests promptly.
• Drive sales cycles to close while building relationships and providing presales support.

Skills

Field sales

SLED experience

Relationship building

Forecasting

Presentation skills

Time management

Self-driven

Travel readiness

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.