Regional Account Manager

Fortinet•Bakersfield, CA

13d

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 and responsible for working with California state agencies. The RAM executes 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 position has an individual territory and quota, and successful performance can lead to options within Fortinet’s field sales career path. State experience is a plus. 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’s on-target earnings are expected to be $130,000–$160,000 per year. Exact salary offers depend on factors including subject knowledge, skill level, qualifications, experience, and geographic location. The position is eligible for commissions under the Sales Compensation Plan, and all roles may participate in Fortinet’s equity program.

Requirements

Bachelor’s degree.
At least 1 year of field sales experience in the B2B technology space; experience selling to SLED accounts is preferred.
Working knowledge of local-territory businesses, procurement processes, and partners, especially in the SLED sector.
Ability to run productive customer-facing 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 proficiency.
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 high 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, with travel as needed to make a sale.

Nice To Haves

Prior 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, or public/private cloud.
State experience.

Responsibilities

Meet or exceed assigned quotas and targets, and forecast weekly, monthly, and quarterly revenues for assigned accounts and the territory.
Meet or exceed monthly face-to-face meeting requirements 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, establish relationships and credibility, and provide presales support to prospects and customers.
Work with the local Channel Account Manager and reseller partner network to drive deals, increase revenue, and enable channel-partner success in the Mid-Market segment.
Follow up on inbound, web, and corporate event leads; conduct inbound and outbound prospecting to identify 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.
Act as a liaison among 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.