Regional Account Manager

Fortinet•Bakersfield, CA

8d•$130,000 - $160,000

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 by prospecting and collaborating with SLED-focused partners to build and maintain a revenue pipeline. The role includes an individual territory and quota, initial onboarding education, and ongoing enablement and coaching. State-sector experience is a plus, and success in the role can lead to opportunities along Fortinet’s field sales career path. The position requires spending more than 50% of time outside the office or home office engaged in selling, including travel as needed. The Regional Account Manager works with customers, partners, and Fortinet colleagues to develop opportunities, manage sales cycles, support customer satisfaction, and grow revenue. Fortinet offers medical, dental, vision, life and disability insurance, a 401(k), 11 paid holidays, vacation and sick time, and a comprehensive leave program. The expected on-target earnings range is $130,000–$160,000 per year. The position is eligible for participation in Fortinet’s equity program and for commissions under the Sales Compensation Plan.

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 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, flexible, coachable, and able to manage a diverse, high-volume workload.
Ability to quickly build productive relationships 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 high customer and partner satisfaction.
Professional conduct aligned with Fortinet’s core values.
Willingness to spend more than 50% of working 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 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, 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 the assigned accounts and 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 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 GoTo Meeting.
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.
Execute the role professionally and in alignment with Fortinet’s core values.
Spend more than 50% of working time outside the office or home office engaged in selling, including travel as needed.