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 through prospecting and teamwork with SLED-focused partners.

• Establish and uphold a consistent revenue pipeline.

• Oversee a designated territory and sales quota.

• Project weekly, monthly, and quarterly revenue forecasts.

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

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

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

• Address customer satisfaction concerns and requests.

• Propel sales cycles to completion while providing presales support.

• Collaborate with the Channel Account Manager and reseller partner network to drive deals and promote partner success.

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

• Perform inbound and outbound prospecting.

• Achieve sales activity metrics.

• Lead customer presentations and demonstrations using GoToMeeting.

• Analyze and report on supported opportunities.

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

• Execute additional duties and projects that support business growth.

⛳️ Requirements

• Bachelor's degree.

• 1+ years of field sales experience in the B2B technology sector.

• Preference for experience selling to SLED accounts.

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

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

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

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

• Experience in managing and forecasting individual quotas.

• Self-motivated and able to handle a diverse, high-volume workload.

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

• Proficient with computer technology.

• Exceptional written, verbal, and presentation skills.

• Highly organized with effective time and activity management abilities.

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

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

• Must dedicate over 50% of time outside the office or home office engaged in sales activities, including necessary travel.

• Previous experience in cybersecurity or technology solution sales to SLED accounts is preferred.

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

• Experience with public/private cloud is a plus.

• Multi-tier distribution experience is a plus.

• Familiarity with networking, security, and/or public/private cloud is a plus.

🏝️ Benefits

• Fortinet will provide initial onboarding education.

• Continuous enablement and coaching.

• Opportunities for advancement in the overall field sales career path at Fortinet.