Named Regional Account Manager

Fortinet•Seattle, WA

1d•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 managing strategic accounts and developing new business, coordinating internal and external resources, and negotiating with senior decision-makers, including VP-level and C-suite stakeholders. Most customer meetings are expected to take place onsite at customer offices or in the field. The account manager will develop and execute strategic account plans, lead customer engagements from initial outreach through close, and identify opportunities across Fortinet’s platform, including network security, secure networking, cloud, SASE, and SecOps. The role also requires accurate pipeline management and forecasting, collaboration with sales engineers, channel account managers, partners, distributors, and leadership, and positioning Fortinet’s value in business terms.

Requirements

At least 2 years of field sales experience in B2B technology sales; 2–3+ years is requested.
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.
Bachelor’s degree preferred.
Experience in cybersecurity, networking, and/or public or private cloud is strongly preferred.

Nice To Haves

Familiarity with channel-led sales motions and partner collaboration.
Bachelor’s degree.
Experience in cybersecurity, networking, and/or public or private cloud.

Responsibilities

Own, grow, and establish relationships with 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 customer meetings, primarily onsite at customer offices and in the field.
Drive account expansion and new-logo development across the territory.
Build relationships with technical teams, IT and 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 on coordinated account execution.
Forecast consistently and accurately while maintaining pipeline hygiene and visibility into deal progression.
Address customer priorities involving cloud transformation, hybrid work, secure networking, cyber resilience, and AI adoption.
Generate, manage, and accurately forecast pipeline on a weekly, monthly, and quarterly basis.
Identify and advance opportunities across Fortinet’s broader platform, including network security, secure networking, cloud, SASE, SecOps, and other strategic initiatives.
Position Fortinet’s value in business terms, helping customers consolidate vendors, reduce risk, improve operational efficiency, and secure innovation.
Serve as a trusted customer advisor while acting with urgency, professionalism, and commercial discipline.