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 collaborating with partners focused on SLED.

• Develop and sustain a continuous revenue pipeline.

• Oversee a designated territory and meet quota targets.

• Predict revenues on a weekly, monthly, and quarterly basis.

• Conduct in-person meetings with clients and partners to discover and expand opportunities.

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

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

• Address customer satisfaction concerns and inquiries.

• Propel sales cycles to completion and offer presales assistance.

• Collaborate with the Channel Account Manager and reseller partners to drive sales and revenue growth.

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

• Conduct both inbound and outbound prospecting efforts.

• Lead customer presentations and online demonstrations via GoToMeeting.

• Analyze and report on the opportunities being supported.

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

• Execute other responsibilities and projects that promote business expansion.

⛳️ Requirements

• Bachelor’s degree.

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

• Preference for candidates with experience in selling to SLED accounts.

• Familiarity with local businesses, procurement processes, and partners in the SLED domain.

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

• Demonstrated success in meeting and surpassing sales quotas and objectives.

• Comprehension of sales cycles and both internal and external business procedures.

• Experience in managing and forecasting individual quotas.

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

• Skill in cultivating productive relationships in a dynamic, high-performance setting.

• Proficient in computer usage.

• Excellent written, verbal, and presentation abilities.

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

• Capacity to apply entrepreneurial strengths in a motivated and forward-thinking approach.

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

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

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

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

• Preferred: experience with public/private cloud technologies.

• Preferred: experience with multi-tier distribution.

• Preferred: expertise in networking, security, and/or public/private cloud environments.

🏝️ Benefits

• Comprehensive initial onboarding education.

• Continuous enablement and coaching opportunities.

• Career advancement pathways within field sales.