Federal Account Manager, Civilian Agencies- Health Care

Fortinet Federal • Reston, VA

3d

About The Position

Drive and grow sales of Fortinet Federal’s cybersecurity and networking products and services into large U.S. Federal agencies with enterprise-scale networking and security infrastructure. Potential accounts include the Department of Veterans Affairs, the Department of Health and Human Services, and the Defense Health Agency, as well as assigned Tier 2 accounts.

Create and implement strategic account plans to expand existing business and identify and win new opportunities. Build relationships with agency executives, buyers, channel partners, and influencers, and use those relationships throughout the sales process. Coordinate internal teams to develop and deliver bids, proposals, RFI/RFP responses, and statements of work. Negotiate business terms to establish mutually beneficial outcomes and ongoing client relationships.

The role is teamed with an experienced System Engineer, while requiring the account manager to manage their business independently and meet assigned success metrics.

Requirements

• At least 7 years of outside technology sales experience.
• At least 3 years of experience working with the Department of Veterans Affairs.
• Experience selling into key components of the Department of Health and Human Services.
• Proven ability to sell complex solutions directly to complex Federal agencies.
• Track record of quota achievement and demonstrated career stability.
• Hunter mentality and experience identifying, pursuing, and closing large deals.
• Selling experience with firewalls and cybersecurity products, routers, SD-WAN, remote access, data center solutions, cloud, and security products for AI.
• Excellent written and verbal communication skills.
• Excellent presentation skills for executive and technical audiences.
• Self-motivated, independent professional able to move deals through the selling cycle.
• Four-year college degree and/or equivalent experience.

Nice To Haves

• A track record of success selling to large agencies such as the Department of Veterans Affairs and the Department of Health and Human Services.

Responsibilities

• Exceed annual revenue quota and build a strong pipeline from assigned accounts.
• Maximize Fortinet Federal opportunities, including leveraging existing deployments and providing value-added solutions to customers.
• Develop relationships with channel partners, including telecom providers, system integrators, and value-added resellers, as well as end users.
• Manage effective working relationships with sales engineers, professional services consultants, finance, marketing, and other functional areas.
• Deliver Fortinet Federal reporting and administrative requirements on time and to a high standard, including accurate forecasting.
• Create and implement strategic account plans to expand existing business and win new opportunities.
• Coordinate internal groups to produce bids, proposals, RFI/RFP responses, and statements of work.
• Negotiate business terms with clients to achieve mutually beneficial results.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level