Regional Account Manager, SLED

Fortinet•Pittsburgh, PA

About The Position

The Regional Account Manager (RAM) is a field sales position within Fortinet’s sales organization focused on the SLED (State, Local Government and Education) segment. 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 revenue pipeline. The RAM is assigned an individual territory and quota and receives initial onboarding, ongoing enablement, and coaching. State-sector experience is a plus, and success in the role can lead to other opportunities in Fortinet’s field sales career path. The role requires spending more than 50% of working time outside the office or home office engaged in selling, including travel as needed. The RAM works with customers, partners, the local Channel Account Manager, resellers, and Fortinet team members to develop opportunities, close sales, and support customer and partner satisfaction.

Requirements

Bachelor’s degree.
At least 1 year of field sales experience in the B2B technology space; SLED sales experience is preferred.
Working knowledge of local-territory businesses, procurement processes, and partners, particularly 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 management and forecasting of 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.
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 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 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 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 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.