Strategic Regional Account Manager – Silicon Valley (Cybersecurity)

Fortinet; United States; On-site; USD 120,000 - 180,000; Full time

Job summary

Fortinet is seeking a Named Regional Account Manager to lead the Silicon Valley Mid-Enterprise territory, expanding Fortinet’s multi-product platform with strategic customers. This field sales role requires running discovery, executive engagements, and complex negotiations to grow wallet share.

You will meet customers onsite, build long-term plans, and collaborate with SEs, partners, and procurement to close multi-year deals.

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.
• Strong organizational skills and ability to manage multiple opportunities and stakeholders simultaneously.
• 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.
• Forecast with accuracy and consistency, maintaining strong pipeline hygiene and clear visibility into deal progression.

Skills

Field sales experience

Quota attainment

Executive presence

Forecasting

Territory management

Contract negotiation

Multi-stakeholder coordination

Channel experience

Education

Bachelor's degree

Job description

Fortinet is seeking a Named Regional Account Manager to lead the Silicon Valley Mid-Enterprise territory, expanding Fortinet’s multi-product platform with strategic customers. This field sales role requires running discovery, executive engagements, and complex negotiations to grow wallet share.

You will meet customers onsite, build long-term plans, and collaborate with SEs, partners, and procurement to close multi-year deals.