Strategic Regional Account Manager (SV Mid-Enterprise)

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

Benefits offered by this job

Medical insurance

Dental insurance

Vision insurance

Life insurance

Disability insurance

401(k)

11 paid holidays

Job summary

Fortinet, Inc. is seeking a Named Regional Account Manager to lead the Silicon Valley Mid-Enterprise territory with a strong customer base and significant growth potential. This field sales role demands strategic selling across Fortinet’s platform to expand multi-product adoption and close large opportunities.

You’ll own engagements from discovery to close, lead executive conversations, and collaborate with SEs, partners, and procurement to meet quota and drive revenue.

Qualifications

• 2–3+ years of field sales experience in B2B technology sales.
• Proven track record of meeting or exceeding quota in field sales.
• Ability to run polished, productive customer meetings and discovery.
• Experience managing opportunities from prospecting through close, including forecasting and contract negotiation.
• Experience with channel-led sales motions and partner collaboration.

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

Quota achievement

Executive presence

Forecasting

Channel collaboration

Education

Bachelor’s degree preferred

Job description

Fortinet, Inc. is seeking a Named Regional Account Manager to lead the Silicon Valley Mid-Enterprise territory with a strong customer base and significant growth potential. This field sales role demands strategic selling across Fortinet’s platform to expand multi-product adoption and close large opportunities.

You’ll own engagements from discovery to close, lead executive conversations, and collaborate with SEs, partners, and procurement to meet quota and drive revenue.