Regional Account Manager, SLED

This is a fully remote position, open to applicants in California, +1 more state.

📋 Description

• Implement a go-to-market strategy for the SLED segment.

• Collaborate with California state agencies.

• Identify and work with SLED-focused partners to develop and sustain a revenue pipeline.

• Oversee a designated territory and meet assigned quotas.

• Achieve or surpass quotas and targets while providing weekly, monthly, and quarterly revenue forecasts.

• Conduct face-to-face meetings with clients and partners to uncover and expand opportunities.

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

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

• Address customer satisfaction concerns and requests.

• Drive sales processes to closure and offer presales support.

• Collaborate with Channel Account Managers and reseller partners to facilitate deals and boost revenue.

• Follow up on inbound inquiries, web leads, corporate-event leads, and outbound prospecting efforts.

• Meet sales activity benchmarks.

• Lead customer presentations and demonstrations via GoToMeeting.

• Analyze and report on supported opportunities.

• Act as a liaison between partners, customers, and Fortinet team members.

• Carry out assigned duties and projects that promote business growth.

• Perform the role in alignment with Fortinet’s core values.

⛳️ Requirements

• Bachelor’s degree.

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

• Preference for experience selling to SLED accounts.

• Familiarity with local-territory businesses, procurement processes, and partners, particularly within SLED.

• Capability to conduct effective customer-facing and partner-facing meetings and provide prompt written follow-up.

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

• Understanding of sales cycles and both internal and external business processes.

• Experience in managing and forecasting an individual sales quota.

• Self-motivated with the ability to handle a diverse, high-volume workload.

• Proficient in building productive relationships in a fast-paced, high-performance environment.

• Computer proficiency.

• Exceptional written, verbal, and presentation skills.

• Strong organizational, time, and activity management abilities.

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

• Ability to close business while ensuring high levels of customer and partner satisfaction.

• More than 50% of the time spent outside of the office or home office engaged in sales activities, including necessary travel.

• Preferred: experience in cybersecurity or technology solutions sales to State, Local Government, and Education accounts.

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

• Preferred: experience with public/private cloud solutions.

• Preferred: experience in multi-tier distribution.

• Preferred: familiarity with networking, security, and/or public/private cloud technologies.

🏝️ Benefits

• Initial onboarding education.

• Ongoing enablement and coaching.

• Career advancement opportunities within Fortinet sales.

• Reasonable accommodations for qualified individuals with disabilities.

• Equal opportunity employment.