Strategic Regional Account Manager — Silicon Valley

Fortinet, Inc.; San Diego (CA); On-site; USD 190,000 - 230,000; Full time

Benefits offered by this job

Medical, dental, vision

Equity program

Commissions

Job summary

Fortinet, Inc. seeks a Named Regional Account Manager to lead the marquee Silicon Valley Mid-Enterprise territory. This field sales role focuses on deepening relationships, expanding platform adoption, and driving multi-product opportunities with senior customer stakeholders.

The ideal candidate will manage end-to-end engagements from discovery to close, orchestrating executives to win larger deals and multi-year contracts, with most meetings onsite at customer offices or in the field.

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
• Experience managing opportunities from prospecting through close, including forecasting, deal strategy, and contract negotiation
• Strong executive presence and 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.

Skills

Field sales experience

Quota attainment

Executive presence

Forecasting & pipeline management

Account expansion

Contract negotiation

Cross-functional collaboration

Education

Bachelor’s degree preferred

Job description

Fortinet, Inc. seeks a Named Regional Account Manager to lead the marquee Silicon Valley Mid-Enterprise territory. This field sales role focuses on deepening relationships, expanding platform adoption, and driving multi-product opportunities with senior customer stakeholders.

The ideal candidate will manage end-to-end engagements from discovery to close, orchestrating executives to win larger deals and multi-year contracts, with most meetings onsite at customer offices or in the field.