Regional Account Manager, SLED

Fortinet•Pittsburgh, PA

About The Position

The Regional Account Manager (RAM) is a field sales role in Fortinet’s sales organization focused on State, Local Government, and Education (SLED) accounts. The role 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 consistent revenue pipeline. The manager is assigned an individual territory and quota and receives onboarding, ongoing enablement, and coaching. State-sector experience is a plus, and success in this role can lead to opportunities in Fortinet’s broader field sales career path. The role requires spending more than 50% of work time outside the office or home office on selling activities, including travel as needed to make a sale.

Requirements

Bachelor’s degree.
At least 1 year of field sales experience in the B2B technology space; SLED account sales experience is preferred.
Working knowledge of local-territory businesses, procurement processes, and partners, especially in the SLED sector.
Ability to run productive customer- and partner-facing meetings and provide timely, relevant written follow-up.
A 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 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 and 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.

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, and/or public or private cloud.
State-sector 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 the required number of monthly 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 by establishing 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.
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.