Named Regional Account Manager

Fortinet•Detroit, MI

About The Position

The Named Regional Account Manager (RAM) is a field sales position within 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 their territory. The role involves creating and executing account plans, prospecting, and building and maintaining a revenue pipeline. Fortinet provides initial onboarding education, followed by assignment of an individual territory and quota, with ongoing enablement and coaching. Success in the role can lead to multiple career paths within Fortinet. The RAM must spend more than 50% of their time outside their office or home office engaged in selling, including travel as needed.

Requirements

Bachelor’s degree.
At least 1 year of field sales experience in the B2B technology space.
Coachable and flexible.
Working knowledge of businesses and partners in the local territory.
Ability to run productive customer- and partner-facing meetings and provide timely, relevant written follow-up.
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 sales cycles from start to finish, including managing and forecasting an individual quota.
Self-driven, with the ability to manage a diverse, high-volume workload.
Ability to quickly build productive relationships in a fast-paced, high-performance environment.
Computer savvy.
Excellent written, verbal, and presentation skills.
Well organized, with effective time and activity management skills.
Ability to apply entrepreneurial strengths in a driven, forward-thinking manner.
Ability to close business while maintaining a high level of customer and partner satisfaction.
Professional conduct aligned with Fortinet’s core values.
Spend more than 50% of work time outside the office or home office engaged in selling, 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 revenues for the assigned accounts and overall territory.
Meet the required monthly number of face-to-face meetings with customers and partners to identify new opportunities and grow existing ones.
Participate fully in team activities related to enablement, forecasting, partner updates, partner 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 for prospects and customers.
Work with the local Channel Account Manager and reseller partner network to drive deals, increase revenue, and support channel partner success in the Mid-Market segment.
Follow up on inbound, web, and corporate event leads.
Conduct inbound and outbound prospecting to identify new sales opportunities.
Meet and exceed sales activity metrics.
Lead customer presentations and demonstrations via online tools, including GO TO MEETING.
Analyze and report on supported opportunities on an ongoing basis.
Act as a liaison between partners, customers, and appropriate Fortinet team members.
Perform other duties and projects assigned to support business growth.
Execute the role professionally and in alignment with Fortinet’s core values.