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 collaborating with partners focused on SLED.

• Develop and sustain a continuous revenue pipeline for California State Agencies.

• Achieve or surpass designated quotas and targets.

• Project weekly, monthly, and quarterly revenues for the assigned accounts and territory.

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

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

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

• Address customer satisfaction inquiries and requests.

• Propel sales cycles to closure and provide presales assistance.

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

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

• Conduct both inbound and outbound prospecting activities.

• Achieve sales activity metrics.

• Lead customer presentations and demonstrations via GoToMeeting.

• Analyze and report on supported opportunities.

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

• Perform additional duties and projects that support business growth.

⛳️ Requirements

• Bachelor’s degree.

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

• Preference for experience in selling to SLED accounts.

• Working knowledge of local businesses, procurement processes, and partners, particularly in the SLED sector.

• Capability to conduct effective customer and partner meetings with timely and relevant written follow-ups.

• Demonstrated success in 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 and capable of managing a diverse, high-volume workload.

• Ability to quickly establish productive relationships in a dynamic, high-performance setting.

• Proficient with computer technology.

• Exceptional written, verbal, and presentation skills.

• Well-organized with strong time and activity management abilities.

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

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

• Must dedicate more than 50% of time outside the office or home office engaged in selling, including necessary travel.

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

• Preferred: familiarity with government procurement processes, cooperative purchasing agreements, and SLED budget cycles.

• Experience with public/private cloud is an advantage.

• Multi-tier distribution experience is a plus.

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

🏝️ Benefits

• Fortinet will offer initial onboarding education.

• Continuous enablement and coaching will be provided.

• Reasonable accommodations will be made for all qualified individuals with disabilities.

• Commitment to equal opportunity employment and diversity.