Regional Account Manager, SLED

Fortinet•Nashville, TN

About The Position

The Regional Account Manager (RAM) is a field sales role within Fortinet’s sales organization focused on the SLED (State, Local Government and Education) segment. The position is responsible for working with California state agencies and executing a go-to-market strategy through prospecting and collaboration with SLED-focused partners to build and maintain a revenue pipeline. Fortinet provides initial onboarding education, ongoing enablement, and coaching. The role has an individual territory and quota, and success can lead to other opportunities in Fortinet’s field sales career path. The RAM is expected to spend more than 50% of their time outside the office or home office engaged in selling, including travel as needed. The role works closely with customers, partners, the local Channel Account Manager, resellers, and Fortinet teams to develop opportunities, support sales cycles, and achieve revenue targets.

Requirements

Bachelor’s degree.
At least 1 year of field sales experience in the B2B technology space.
Working knowledge of businesses, procurement processes, and partners in the local territory, especially in the SLED sector.
Ability to run productive customer-facing 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 build productive relationships quickly in a fast-paced, high-performance environment.
Computer savvy.
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 a high level of customer and partner satisfaction.
Coachable and flexible.
Spend more than 50% of time outside the office or home office engaged in selling, including travel as needed.
Perform the role professionally and in alignment with Fortinet’s core values.

Nice To Haves

Experience selling to SLED accounts.
Prior experience selling cybersecurity or technology solutions to State, Local Government, and Education accounts.
Familiarity with government procurement processes, cooperative purchasing agreements, and SLED budget cycles.
Public or private cloud experience.
Experience with multi-tier distribution.
Experience in networking, security, or public/private cloud.
State experience.

Responsibilities

Meet or exceed assigned quotas and targets, and forecast weekly, monthly, and quarterly revenue for assigned accounts and the overall territory.
Meet or exceed monthly requirements for face-to-face meetings with customers and partners to identify new opportunities and grow existing ones.
Participate fully in team activities, including enablement, forecasting, partner updates, partner sales efforts, and recognition.
Create and track leads, renewals, deal registrations, and quotes in Salesforce.com.
Address customer satisfaction issues and requests in a timely manner.
Drive sales cycles to close by establishing relationships and credibility and providing necessary presales support to 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 using online tools such as GoToMeeting.
Analyze and report on supported opportunities on an ongoing basis.
Act as a liaison among partners, customers, and appropriate Fortinet team members.
Perform other duties and projects as assigned to support business growth.
Perform the role professionally and in alignment with Fortinet’s core values.