Named Regional Account Manager

Fortinet•Detroit, MI

13h

About The Position

The Named Regional Account Manager (RAM) is a field sales role in Fortinet’s sales organization focused on a subset of the Mid-Market segment. The RAM manages a specific set of Mid-Market accounts and shares responsibility for all Mid-Market business in the assigned territory. The role involves creating and executing account plans, prospecting, and building and maintaining a consistent revenue pipeline. Fortinet provides initial onboarding education, followed by assignment of an individual territory and quota, as well as ongoing enablement and coaching. Success in the role can lead to career opportunities within Fortinet.

Requirements

Bachelor’s degree.
At least 1 year of field sales experience in the B2B technology space.
Coachability and flexibility.
Working knowledge of businesses and partners in the local territory.
Ability to lead productive customer-facing and partner-facing meetings and provide timely, relevant written follow-up.
Proven 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 sales cycles from start to finish, including managing and forecasting an individual quota.
Self-motivation and ability to manage a diverse, high-volume workload.
Ability to quickly build productive relationships in a fast-paced, high-performance environment.
Computer proficiency.
Excellent written, verbal, and presentation skills.
Strong organization, time-management, and activity-management skills.
Ability to apply entrepreneurial strengths in a driven, forward-thinking manner.
Ability to close business while maintaining high customer and partner satisfaction.
Professional conduct aligned with Fortinet’s core values.
Willingness to spend more than 50% of working time outside the office or home office on selling activities, including travel as needed.

Nice To Haves

Public or private cloud experience.
Experience with multi-tier distribution.
Experience in networking, security, and/or public or private cloud.

Responsibilities

Meet or exceed assigned quotas and targets, and forecast weekly, monthly, and quarterly revenue for the assigned accounts and territory.
Meet or exceed monthly face-to-face meeting requirements with customers and partners to identify new opportunities and develop existing ones.
Participate in team activities involving enablement, forecasting, partner updates and sales efforts, and recognition.
Create and track sales opportunities, including leads, renewals, deal registrations, and quotes in Salesforce.com.
Address customer satisfaction issues and requests in a timely manner.
Drive sales cycles to close, establish relationships and credibility, and provide necessary presales support to prospects and customers.
Work with the local Channel Account Manager and reseller partners to drive deals, increase revenue, and support partner success in the Mid-Market segment.
Follow up on inbound, web, and corporate-event leads.
Handle inbound leads and conduct outbound prospecting to identify sales opportunities.
Meet and exceed sales activity metrics.
Lead customer presentations and demonstrations using online tools such as GoToMeeting.
Analyze and report on supported opportunities on an ongoing basis.
Serve as a liaison among partners, customers, and appropriate Fortinet team members.
Perform other duties and projects as assigned to support business growth.
Carry out the role professionally and in alignment with Fortinet’s core values.
Spend more than 50% of working time outside the office or home office engaged in selling, including travel as needed to make a sale.