Regional Account Manager

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

📋 Description

• Act as a Regional Account Manager in the field sales sector, concentrating on the SLED segment.

• Collaborate with California State Agencies.

• Implement a go-to-market strategy through prospecting and working alongside SLED-focused partners.

• Establish and uphold a consistent revenue pipeline.

• Manage a designated individual territory and quota.

• Achieve or surpass assigned quotas and targets.

• Project weekly, monthly, and quarterly revenue forecasts.

• Conduct in-person meetings with customers and partners to discover and expand opportunities.

• Engage in enablement, forecasting, partner updates, partner sales initiatives, and recognition activities.

• Generate and monitor leads, renewals, deal registrations, and quotes using Salesforce.com.

• Resolve customer satisfaction concerns and inquiries.

• Propel sales cycles to closure and offer presales assistance.

• Collaborate with the Channel Account Manager and the reseller partner network to drive deals and enhance revenue.

• Follow up on leads from inbound, web, and corporate events.

• Conduct both inbound and outbound prospecting activities.

• Lead customer presentations and demonstrations via GoToMeeting.

• Analyze and report on supported opportunities.

• Serve as a liaison among partners, customers, and Fortinet teams.

• Undertake additional duties and projects that support business growth.

• Carry out responsibilities in alignment with Fortinet’s core values.

⛳️ Requirements

• Bachelor’s degree.

• Minimum of 1 year of field sales experience in the B2B technology sector.

• Preferred experience selling to SLED accounts.

• Familiarity with local business operations, procurement processes, and partners, particularly in the SLED area.

• Ability to conduct productive meetings with customers and partners, providing timely and relevant written follow-ups.

• Proven history of achieving and exceeding sales quotas and targets.

• Knowledge of the sales cycle and internal and external business processes.

• Experience in managing and forecasting individual quotas.

• Self-motivated with the capability to manage a diverse, high-volume workload.

• Skill in quickly building effective relationships in a dynamic, high-performance environment.

• Proficient in technology.

• Excellent communication skills, both written and verbal, alongside strong presentation abilities.

• Effective time management and organizational skills.

• Ability to apply entrepreneurial strengths in a proactive, forward-thinking manner.

• Competence in closing business deals while ensuring high customer and partner satisfaction.

• Required to spend over 50% of time outside the office or home office engaged in sales activities, including necessary travel.

• Preferred: experience in selling cybersecurity or technology solutions to SLED accounts.

• Preferred: knowledge of government procurement processes, cooperative purchasing agreements, and SLED budget cycles.

• Experience with public/private cloud is a plus.

• Multi-tier distribution experience is advantageous.

• Background in networking, security, and/or public/private cloud is a plus.

🏝️ Benefits

• Medical insurance.

• Dental insurance.

• Vision insurance.

• Life insurance.

• Disability insurance.

• 401(k) plan.

• 11 paid holidays.

• Vacation time.

• Sick leave.

• Comprehensive leave program.

• Fortinet equity program.

• Commissions based on the Sales Compensation Plan.

• Initial onboarding education.

• Ongoing enablement and coaching.