Regional Account Manager, SLED

Fortinet•Chicago, IL

About The Position

The Regional Account Manager (RAM) is a field sales role in Fortinet’s sales organization, focused on the SLED (State, Local Government and Education) segment and responsible for working with California state agencies. The role executes a go-to-market strategy through prospecting and collaboration with SLED-focused partners to build and maintain a consistent revenue pipeline. Fortinet provides initial onboarding education, ongoing enablement, and coaching. The RAM is assigned an individual territory and quota, and success in the position can lead to opportunities across Fortinet’s field sales career path.

Requirements

Bachelor’s degree.
Coachable and flexible.
At least 1 year of field sales experience in the B2B technology sector.
Working knowledge of businesses, procurement processes, and partners in the local territory, particularly in the SLED sector.
Ability to lead productive customer- 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-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.
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 to make a sale.

Nice To Haves

Experience selling cybersecurity or technology solutions to SLED 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, and/or public or private cloud.
Experience selling to SLED accounts is preferred.

Responsibilities

Meet or exceed assigned quotas and targets, and forecast weekly, monthly, and quarterly revenue for the assigned accounts and territory.
Meet the required monthly number of face-to-face meetings with customers and partners to identify new opportunities and grow existing ones.
Participate in team enablement, forecasting, partner updates, partner sales efforts, and recognition activities.
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, build 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 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.
Liaise between partners, customers, and appropriate Fortinet team members.
Perform other duties and projects assigned to support business growth.
Perform the role professionally and in alignment with Fortinet’s core values.