Regional Account Manager

This is a fully remote position, open to applicants in California.

📋 Description

• Take ownership of, cultivate, and develop relationships within a designated set of Mid-Enterprise accounts in the Silicon Valley region.

• Create and implement strategic account plans aimed at increasing wallet share, encouraging multi-product adoption, and enhancing long-term customer value.

• Lead customer interactions from start to finish, encompassing executive outreach, discovery sessions, solution alignment, evaluation strategies, commercial negotiations, and closing deals.

• Conduct face-to-face meetings in the field, with the expectation that the majority of customer interactions take place onsite at their offices and within the territory.

• Drive expansion within current accounts and pursue new logo development throughout the territory.

• Foster strong relationships among technical teams, IT leadership, security leaders, procurement, and executive stakeholders.

• Identify and promote complex sales opportunities, including larger platform agreements and multi-year contracts.

• Work collaboratively across functions with SEs, Channel Account Managers, partners, distributors, and leadership to ensure coordinated account execution.

• Accurately forecast and maintain strong pipeline hygiene, ensuring clear visibility into deal progression.

• Navigate customer priorities related to cloud transformation, hybrid work, secure networking, cyber resilience, and AI adoption.

• Generate, oversee, and accurately forecast pipeline weekly, monthly, and quarterly.

• Identify and advance opportunities across Fortinet’s wider portfolio, including network security, secure networking, cloud, SASE, SecOps, and other strategic initiatives.

• Articulate Fortinet’s value proposition in business terms, assisting customers in consolidating vendors, mitigating risk, enhancing operational efficiency, and securing innovation.

• Act as a trusted advisor to customers, executing with urgency, professionalism, and a strong sense of commercial discipline.

⛳️ Requirements

• 2–3+ years of experience in field sales within B2B technology.

• Demonstrated success in meeting or surpassing quotas in a field-based sales role.

• Capability to conduct polished, productive customer meetings and comprehensive discovery discussions independently.

• Experience managing opportunities from prospecting through to closing, including forecasting, deal strategy, and contract negotiations.

• Strong executive presence with the ability to communicate effectively with both technical and business stakeholders.

• Proven experience in expanding existing accounts, managing strategic territories, and increasing deal sizes over time.

• Excellent organizational skills with the ability to juggle multiple opportunities and stakeholders concurrently.

• Familiarity with channel-led sales strategies and partner collaboration.

• Bachelor's degree is preferred.

• Background in cybersecurity, networking, and/or public/private cloud is highly preferred.

🏝️ Benefits

• Medical insurance

• Dental insurance

• Vision insurance

• Life insurance

• Disability insurance

• 401(k)

• 11 paid holidays

• Vacation time

• Sick time

• Comprehensive leave program