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 prospecting and working collaboratively with SLED-focused partners.

• Establish and sustain a continuous revenue pipeline.

• Oversee a designated territory and meet assigned quotas.

• Achieve or surpass established quotas and targets.

• Provide forecasts for weekly, monthly, and quarterly revenues.

• Hold face-to-face meetings with customers and partners to discover and develop opportunities.

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

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

• Address issues related to customer satisfaction and handle requests.

• Propel sales cycles to closure while offering presales assistance.

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

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

• Conduct both inbound and outbound prospecting efforts.

• Lead customer presentations and demonstrations using GoToMeeting.

• Analyze and report on supported opportunities.

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

• Undertake additional duties and projects that support business growth.

⛳️ Requirements

• Bachelor’s degree.

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

• Experience selling to SLED accounts is preferred.

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

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

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

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

• Experience in managing and forecasting individual quotas.

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

• Ability to cultivate productive relationships in a fast-paced, high-performance setting.

• Proficient with computers.

• Strong written, verbal, and presentation skills.

• Effective organizational, time management, and activity management skills.

• Ability to leverage entrepreneurial strengths in a progressive manner.

• Capacity to close business while ensuring customer and partner satisfaction.

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

• 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 bonus.

• Multi-tier distribution experience is an advantage.

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

🏝️ Benefits

• Initial onboarding education.

• Continuous enablement and coaching.

• Career advancement opportunities within field sales.