Regional Sales Director, Named Accounts

Perception Point; Boston (MA); On-site; USD 275,000 - 325,000; Full time

Benefits offered by this job

Medical insurance

Dental insurance

401(k) match

Job summary

Fortinet is seeking a strong leader to manage a field-based RAM team in the Mid-Market segment. You will guide sales execution, recruit RAMs, and spread Fortinet's value across Mid-Market accounts to drive over-attainment of targets.

The role requires proven leadership, a track record of over-quota achievement, and experience in network security. Expect frequent collaboration with channel partners, executive audiences, and a willingness to travel.

Qualifications

• 5+ years technology sales experience.
• Leadership and/or mentoring experience.
• Experience in the network security industry.
• Proven over-quota achievement and career stability.
• Experience selling with channel partners (VAR, SI, MSSP, etc).
• Strong presentation skills to executives and individual contributors.
• Excellent written and verbal communication skills.
• Be computer savvy.
• Experience in quota assignment, pipeline management and forecasting.
• Flexible and execution-minded professional.
• Strong business acumen with leadership abilities and mentoring experience.

Responsibilities

• Lead, manage and motivate a team of field-based RAMs focused on Mid-Market accounts.
• Ensure RAMs meet or exceed sales targets quarterly.
• Assist in recruitment, hiring and onboarding of RAMs.
• Develop rep-level plans to acquire new customers and grow existing ones.
• Escalate customer satisfaction issues as needed.
• Help set quotas for reps and territory.
• Ensure sales plays and marketing programs are executed by reps.
• Build relationships with key decision makers and partners in strategic accounts.
• Run weekly 1x1 coaching sessions with each rep.
• Leverage Fortinet's engineering overlay for the team.
• Provide accurate weekly forecasts to upper management for results and opportunities.
• Significant travel up to 50% in the territory when restrictions permit.
• Model Mid-Market Leadership and Fortinet values.

Skills

Tech sales

Leadership

Network security

Quota attainment

Channel partners

Executive comms

Forecasting

Mentoring

Pipeline management

Strategic planning

Education

Bachelor's degree

MBA preferred

Job description

In this role, you will lead and manage a team of field-based sales reps in the fastest growing segment within Fortinet Mid-Market. As the Mid-Market Segment at Fortinet expands, we are looking for a strong leader to help further develop the sales execution strategy, assist with the recruitment & hiring of Mid-Market field sales reps, and ensure that your sales team effectively spreads the Fortinet value proposition across all Mid-Market accounts in your territory, resulting in consistent over-attainment against all sales targets for all sales reps on your team.

Responsibilities:

• Lead, manage and motivate a team of field-based Regional Account Managers (RAM) focused on Mid-Market accounts
• Ensure that every RAM on your team meets or exceeds their sales targets every quarter
• Assist in the recruitment, hiring and onboarding of Regional Account Managers (RAM)
• Develop plans at a rep level to achieve goals and exceed quota responsibility. These plans include new customer acquisition, customer growth, channel engagement, sales rep enablement and sales rep career path.
• Serve as an escalation point of contact in the event of customer satisfaction issues
• Help upper management establish quota for your sales reps and for your territory more broadly
• Ensure all sales plays and other marketing programs are successfully implemented by your sales reps
• Develop relationships with key decision makers, influencers and partners for the most strategic accounts and sales opportunities in your territory
• Run productive weekly 1x1 management and coaching sessions with each sales rep on your team.
• Ensure that Fortinet’s technical engineering overlay sales team is properly leveraged by your sales reps
• Accurate weekly forecasting to upper management for all sales results and new sales opportunities
• Significant travel (ie, up to 50%) within assigned territory is required once Covid restrictions are lifted to a sufficient degree
• Be a role model of our Mid-Market Leadership & Success Principles as well as Fortinet’s core values

Required Skills:

• 5+ years technology sales experience
• Previous leadership and/or mentoring experience and accomplishments
• Experience in the network security industry
• A proven track record of significant over-quota achievement and demonstrated career stability
• Experience in selling collaboratively with channel partners (VAR, SI, MSSP, etc)
• Strong presentation skills to executive level & individual contributors
• Excellent written and verbal communication skills
• Be computer savvy
• Experience in sales quota assignment, pipeline management and forecasting
• Flexible and execution-minded professional
• Strong business acumen and positive leadership abilities with proven results in mentoring, motivating and developing teams

Education:

• Bachelor's degree or equivalent, MBA preferred.

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 $275,000 - $325,000 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

Fortinet (NASDAQ: FTNT) secures the largest enterprise, service provider, and government organizations around the world. Fortinet empowers its customers with intelligent, seamless protection across the expanding attack surface and the power to take on ever-increasing performance requirements of the borderless network - today and into the future. Only the Fortinet Security Fabric architecture can deliver security without compromise to address the most critical security challenges, whether in networked, application, cloud or mobile environments. Fortinet ranks number one in the most security appliances shipped worldwide and more than 500,000 customers trust Fortinet to protect their businesses.

We are committed to providing reasonable accommodations for all qualified individuals with disabilities. If you require assistance or accommodation due to a disability, please contact us at [e-mail].

Fortinet is an equal opportunity employer. We value diversity in our company, and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, age, military/veteran status or any other applicable legally protected characteristics in the location in which the candidate is applying.

In this role, you will lead and manage a team of field-based sales reps in the fastest growing segment within Fortinet Mid-Market. As the Mid-Market Segment at Fortinet expands, we are looking for a strong leader to help further develop the sales execution strategy, assist with the recruitment & hiring of Mid-Market field sales reps, and ensure that your sales team effectively spreads the Fortinet value proposition across all Mid-Market accounts in your territory, resulting in consistent over-attainment against all sales targets for all sales reps on your team.