Strategic Regional Account Manager – AI & Cybersecurity

Fortinet, Inc.

Seattle (WA)

On-site

USD 200,000 - 220,000

Full time

14 days+

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Benefits offered by this job

Medical, dental, vision insurance

401(k) plan

Paid holidays

Vacation and sick time

Comprehensive leave program

Equity program eligibility

Job summary

Fortinet is seeking a Named Regional Account Manager to lead the Silicon Valley Mid-Enterprise territory, managing a strong customer base and pursuing multi-product opportunities. This is a true field sales role requiring strategic account leadership and executive engagement.

You will own deals from discovery to close, collaborate with SEs and partners, forecast pipelines weekly, and navigate negotiations with VP plus and C-suite stakeholders. Strong track record in B2B tech sales is essential.

Qualifications

2-3+ years of field sales experience in B2B technology sales.
Proven track record of meeting or exceeding quota in a field-based sales role.
Ability to run polished, productive customer meetings and full discovery conversations independently.
Experience managing opportunities from prospecting through close, including forecasting, deal strategy, and contract negotiation.
Strong executive presence and the ability to communicate with both technical and business stakeholders.
Experience expanding existing accounts, managing strategic territories, and growing deal size over time.
Familiarity with channel-led sales motions and partner collaboration.
Bachelor's degree preferred.
Experience in cybersecurity, networking, and/or public/private cloud is strongly preferred.

Responsibilities

Own, grow, and establish relationships in a set of Mid-Enterprise accounts within the Silicon Valley territory.
Develop and execute strategic account plans that increase wallet share, multi-product adoption, and long-term customer value.
Lead customer engagements from beginning to end, including executive outreach, discovery, solution alignment, evaluation strategy, commercial negotiation, and close.
Conduct in-person meetings in the field, with the expectation that most customer meetings occur onsite in customer offices and in the field.
Drive both expansion within existing accounts and new logo development across the territory.
Build strong relationships across technical teams, IT leadership, security leadership, procurement, and executive buyers.
Identify and advance complex sales opportunities, including larger platform deals and multi-year agreements.
Collaborate cross-functionally with SEs, Channel Account Managers, partners, distributors, and leadership to drive coordinated account execution.
Forecast with accuracy and consistency, maintaining strong pipeline hygiene and clear visibility into deal progression.
Navigate customer priorities tied to cloud transformation, hybrid work, secure networking, cyber resilience, and AI adoption.
Generate, manage, and accurately forecast pipeline on a weekly, monthly, and quarterly basis.
Identify and advance opportunities across Fortinet's broader platform, including network security, secure networking, cloud, SASE, SecOps, and other strategic initiatives.
Position Fortinet's value in business terms, helping customers consolidate vendors, reduce risk, improve operational efficiency, and secure innovation.
Serve as a trusted advisor to customers while executing with urgency, professionalism, and strong commercial discipline.