Named Regional Account Manager

Fortinet•Seattle, WA

9d•$200,000 - $220,000•Onsite

About The Position

Fortinet is hiring a Named Regional Account Manager to lead its Silicon Valley Mid-Enterprise territory, which has an established customer base and significant growth potential. This field sales role focuses on deepening customer relationships, expanding platform adoption, leading complex customer engagements, and developing larger multi-product opportunities. The role owns and grows a set of Mid-Enterprise accounts, develops strategic account plans, and leads sales engagements from executive outreach and discovery through solution alignment, evaluation, negotiation, and close. The manager will conduct predominantly onsite customer meetings, develop existing accounts and new logos, and work with technical teams, IT and security leaders, procurement, and executive buyers. The position also involves coordinating with sales engineers, channel account managers, partners, distributors, and leadership; maintaining accurate forecasts and pipeline visibility; and helping customers address cloud transformation, hybrid work, secure networking, cyber resilience, and AI adoption. The role positions Fortinet’s broader platform—including network security, secure networking, cloud, SASE, and SecOps—in business terms to help customers consolidate vendors, reduce risk, improve operational efficiency, and secure innovation. On-target earnings are expected to be $200,000–$220,000 per year. The role is eligible for Fortinet’s equity program and commissions under the Sales Compensation Plan.

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 conduct 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 Mid-Enterprise accounts in 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 executive outreach and discovery through 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 develop new logos 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, maintain pipeline hygiene, and provide clear visibility into deal progression.
Address customer priorities related to cloud transformation, hybrid work, secure networking, cyber resilience, and AI adoption.
Generate, manage, and accurately forecast pipeline weekly, monthly, and quarterly.
Identify and advance opportunities across Fortinet’s platform, including network security, secure networking, cloud, SASE, SecOps, and other strategic initiatives.
Position Fortinet’s value in business terms to help customers consolidate vendors, reduce risk, improve operational efficiency, and secure innovation.
Serve as a trusted customer advisor while executing with urgency, professionalism, and commercial discipline.