Regional Account Manager Mid-Market

Fortinet

About The Position

Fortinet is seeking a Regional Account Manager for Mid-Market Sales to support the growth of its cybersecurity business. The role is responsible for achieving sales targets across an assigned account set and territory, developing opportunities with customers and channel partners, and managing sales cycles through close. The manager works with local Channel Account Managers and reseller partners to grow revenue and support partner success in the SMB segment. The position also involves customer and partner meetings, presentations and demos, prospecting, opportunity reporting, and addressing customer satisfaction issues. Travel between client locations during work hours is required, and a personal vehicle is required.

Requirements

3 to 5 years of field sales experience in the B2B technology space.
Working knowledge of businesses and partners in the local territory.
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.
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 achieving a high level of customer and partner satisfaction.
Bilingual in French and English.
Must be able to travel between client locations during work hours.
A personal vehicle is required.
Bachelor’s degree or equivalent.

Nice To Haves

MBA preferred.

Responsibilities

Meet or exceed assigned quotas and targets, and forecast weekly, monthly, and quarterly revenue for the assigned accounts and territory.
Conduct the required number of face-to-face customer and partner meetings each month to identify new opportunities and grow existing ones.
Participate in team activities, including enablement, forecasting, partner updates, partner sales efforts, and recognition.
Create and track leads, renewals, deal registrations, quotes, and other sales opportunities 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 network to drive deals, increase revenue, and enable channel partners in the SMB segment.
Follow up on inbound, web, and corporate event leads, and conduct outbound prospecting to identify new sales opportunities.
Meet and exceed sales activity metrics.
Lead customer presentations and demos using online tools such as GoToMeeting.
Analyze and report on supported opportunities on an ongoing basis.
Act as a liaison among partners, customers, and relevant 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.
Travel between client locations during work hours.