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 proactive prospecting and collaboration with SLED-focused partners.

• Establish and sustain a consistent revenue pipeline.

• Oversee an assigned territory and meet quota requirements.

• Project weekly, monthly, and quarterly revenue forecasts.

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

• Engage in team training, forecasting, partner updates, sales initiatives, and recognition events.

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

• Address customer satisfaction challenges and inquiries.

• Propel sales cycles to closure while building customer relationships and credibility.

• Offer presales support for prospects and clients.

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

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

• Engage in both inbound and outbound prospecting activities.

• Lead customer presentations and demonstrations via GoToMeeting.

• Analyze and report on identified opportunities.

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

• Perform additional tasks and projects that support business growth.

• Execute responsibilities in alignment with Fortinet’s core values.

⛳️ Requirements

• Bachelor’s degree required.

• Minimum of 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 the SLED sector.

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

• Demonstrated 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.

• Ability to handle a diverse and high-volume workload.

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

• Proficient in computer usage.

• Exceptional written, verbal, and presentation skills.

• Strong time and activity management capabilities.

• Ability to leverage entrepreneurial strengths in a proactive, forward-thinking manner.

• Proven ability to close business while maintaining high levels of customer and partner satisfaction.

• Willingness to spend over 50% of time outside the office or home office engaged in selling, including necessary travel.

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

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

• Experience in public/private cloud environments is advantageous.

• Multi-tier distribution experience is a plus.

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

🏝️ Benefits

• Comprehensive onboarding education.

• Continuous enablement and coaching opportunities.

• Individual territory and quota assignments.

• Opportunities for career advancement within sales.