Regional Account Manager

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

📋 Description

• Take ownership of, nurture, and cultivate relationships with a designated group of Mid-Enterprise clients within the Silicon Valley region.

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

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

• Conduct face-to-face meetings in the field, with the expectation that the majority of customer interactions will take place onsite at customer locations.

• Propel both growth within existing accounts and the development of new logos throughout the territory.

• Foster strong connections across technical teams, IT leadership, security leadership, procurement, and executive stakeholders.

• Identify and progress complex sales opportunities, including larger platform deals and multi-year contracts.

• Collaborate across departments with SEs, Channel Account Managers, partners, distributors, and leadership to ensure coordinated account execution.

• Accurately forecast and maintain strong pipeline hygiene, providing clear visibility into the progression of deals.

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

• Generate, oversee, and accurately forecast the pipeline on a weekly, monthly, and quarterly basis.

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

• Communicate 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 clients while executing tasks with urgency, professionalism, and strong commercial discipline.

⛳️ Requirements

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

• Demonstrated history of meeting or surpassing quotas in a field-based sales position.

• Capability to conduct polished, productive customer meetings and full discovery conversations independently.

• Experience managing the sales process from prospecting to closure, including forecasting, deal strategy, and contract negotiations.

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

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

• Excellent organizational skills and the ability to handle multiple opportunities and stakeholders simultaneously.

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

• Bachelor’s degree is preferred.

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

🏝️ Benefits

• Medical, dental, vision, life, and disability insurance

• 401(k)

• 11 paid holidays

• Vacation time

• Sick time

• Comprehensive leave program