Named Regional Account Manager

Fortinet•Denver, CO

18h•Onsite

About The Position

Fortinet is seeking a Named Regional Account Manager to lead the marquee Silicon Valley Mid-Enterprise territory, which has a strong customer base and significant growth potential. This is a field sales role focused on deepening customer relationships, expanding platform adoption, leading complex customer conversations, and driving larger multi-product opportunities. The role involves prospecting into new accounts and divisions, growing existing accounts, coordinating internal resources, and managing sophisticated negotiations with senior decision-makers, including VP-level and C-suite executives. Most customer meetings are expected to take place onsite at customer offices and in the field. The manager owns and grows a set of Mid-Enterprise accounts, develops strategic account plans, and leads customer engagements from executive outreach and discovery through solution alignment, evaluation strategy, negotiation, and close. They drive expansion and new-logo development, identify opportunities across Fortinet’s broader platform, collaborate with sales engineers, channel account managers, partners, distributors, and leadership, and maintain accurate forecasts and pipeline visibility. They help customers address priorities such as cloud transformation, hybrid work, secure networking, cyber resilience, and AI adoption, while positioning Fortinet’s value in business terms. The ideal candidate has field sales experience in B2B technology, a track record of meeting or exceeding quota, strong executive presence, and the ability to independently run customer meetings and manage opportunities through close. Experience in cybersecurity, networking, and/or public or private cloud is strongly preferred.

Requirements

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 independently run polished, productive customer meetings and full discovery conversations.
Experience managing opportunities from prospecting through close, including forecasting, deal strategy, and contract negotiation.
Strong executive presence and ability to communicate with 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.

Nice To Haves

Bachelor’s degree preferred.
Experience in cybersecurity, networking, and/or public or 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 to 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 field meetings, with most customer meetings expected to occur onsite in customer offices and in the field.
Drive expansion within existing accounts and new-logo development across the territory.
Build 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 with sales engineers, Channel Account Managers, partners, distributors, and leadership to coordinate account execution.
Forecast accurately and consistently, maintaining strong pipeline hygiene and clear visibility into deal progression.
Generate, manage, and accurately forecast pipeline on a weekly, monthly, and quarterly basis.
Identify and advance opportunities across Fortinet’s platform, including network security, secure networking, cloud, SASE, SecOps, and other strategic initiatives.
Address customer priorities involving cloud transformation, hybrid work, secure networking, cyber resilience, and AI adoption.
Position Fortinet’s value in business terms, helping customers consolidate vendors, reduce risk, improve operational efficiency, and secure innovation.
Serve as a trusted advisor while executing with urgency, professionalism, and commercial discipline.