Inside Territory Account Manager, SLED

Fortinet•Frisco, TX

About The Position

The Inside Territory Account Manager (ITAM) manages an assigned territory in support of the SLED team. The role involves creating and executing account plans, prospecting, and building and maintaining a revenue pipeline. The ITAM drives sales cycles to close, establishes customer relationships and credibility, and provides presales support. The role works closely with channel teams and reseller partners to drive deals and increase revenue. Fortinet provides detailed, ongoing training; after training, the employee is assigned a territory and quota with continued support. The position customarily and regularly involves working outside the office or home office to sell, including travel as needed to make a sale.

Requirements

Proven track record of meeting and exceeding sales quotas and targets.
Understanding of the sales cycle and related internal and external business processes.
Ability to manage and drive a sales cycle from start to finish.
Ability to manage a diverse, high-volume workload; self-motivated and adaptable.
Ability to quickly build productive relationships in a fast-paced, high-performance environment.
Proficiency with various software applications.
Excellent written, verbal, and presentation skills.
Experience managing and forecasting an individual quota.
Well organized with effective time and activity management skills.
Ability to apply entrepreneurial strengths in a forward-thinking manner.
Proven work ethic and time-management skills.
Ability to close business while achieving a high level of customer and partner satisfaction.
Must be authorized to work in the U.S. without sponsorship.

Nice To Haves

Experience in the networking and/or security sectors of technology.
Public/private cloud experience.
Experience with multi-tier distribution.

Responsibilities

Meet or exceed assigned quotas and targets.
Forecast weekly, monthly, and quarterly territory revenue.
Follow up on inbound, web-generated, and corporate-event-generated opportunities.
Accept inbound calls and make outbound telephone calls to identify sales opportunities.
Meet and exceed daily call and activity metrics.
Manage customer presentations and demos using online tools such as GoToMeeting.
Track sales opportunities, including MGOs, deal registrations, and quotes, in Salesforce.
Align with channel and partner teams to support company revenue targets.
Research and report on supported opportunities on an ongoing basis.
Act as a liaison among partners, customers, and appropriate Fortinet team members.
Perform other duties and projects as assigned to support business growth.
Travel as needed to make a sale.