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 by engaging in prospecting and partnering with SLED-focused collaborators.

• Establish and sustain a reliable revenue pipeline for California State Agencies.

• Achieve or surpass designated quotas and targets.

• Anticipate weekly, monthly, and quarterly revenues for the given account set and territory.

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

• Engage in enablement, forecasting, partner briefings, partner sales initiatives, and recognition efforts.

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

• Promptly resolve customer satisfaction concerns and requests.

• Guide sales cycles to closure and offer presales support.

• Collaborate with the local Channel Account Manager and reseller partners to facilitate deals and boost revenue.

• Follow up on inbound inquiries, web leads, and corporate event leads.

• Perform both inbound and outbound prospecting activities.

• Achieve sales activity metrics consistently.

• Lead customer presentations and product demonstrations using GoToMeeting.

• Analyze and report on supported opportunities effectively.

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

• Undertake additional duties and projects that contribute to business growth.

⛳️ Requirements

• Bachelor's degree.

• A minimum of 1 year of field sales experience within the B2B technology sector.

• Preference for candidates with experience selling to SLED accounts.

• Familiarity with local-territory businesses, procurement processes, and partners, particularly in the SLED sector.

• Capability to conduct effective customer-facing and partner-facing meetings with timely, relevant follow-up documentation.

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

• Understanding of sales cycles along with internal and external business processes.

• Experience in managing and forecasting individual quotas.

• Self-motivated and capable of handling a varied, high-volume workload.

• Ability to cultivate productive relationships in a dynamic, high-performance environment.

• Proficiency with computers.

• Exceptional written, verbal, and presentation communication skills.

• Strong organizational, time, and activity management abilities.

• Capacity to leverage entrepreneurial strengths in a proactive, forward-thinking approach.

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

• Professional behavior that aligns with Fortinet’s core values.

• Must allocate over 50% of work time outside the office or home office engaged in sales activities, including travel as required.

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

• Familiarity with government procurement processes, cooperative purchasing agreements, and SLED budget cycles is preferred.

• Experience with public/private cloud environments is advantageous.

• Background in multi-tier distribution is also a plus.

• Knowledge in networking, security, and/or public/private cloud sectors is beneficial.

🏝️ Benefits

• Comprehensive onboarding education.

• Continuous enablement and coaching support.

• Individual territory and quota allocation.

• Opportunities for career advancement within Fortinet’s field sales organization.