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.

• Establish and maintain a consistent revenue pipeline.

• Oversee a designated individual territory and quota.

• Achieve or surpass assigned quotas and targets.

• Provide weekly, monthly, and quarterly revenue forecasts.

• 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 through Salesforce.com.

• Address customer satisfaction concerns and requests.

• Facilitate sales cycles to closure and deliver presales support.

• Work collaboratively with the Channel Account Manager and reseller partner network to drive deals and enhance revenue.

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

• Conduct both inbound and outbound prospecting activities.

• Lead customer presentations and demonstrations using GoToMeeting.

• Analyze and report on supported opportunities.

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

• Undertake additional duties and projects that support business growth.

⛳️ Requirements

• Bachelor’s degree.

• Over 1 year of field sales experience in the B2B technology sector, ideally with experience selling to SLED accounts.

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

• Capability to conduct effective customer-facing and partner-facing meetings while providing timely and relevant written follow-up.

• Demonstrated success in meeting and exceeding sales quotas and targets.

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

• Ability to manage and drive sales cycles from initiation to completion, including managing and forecasting individual quotas.

• Self-motivated and capable of handling a diverse, high-volume workload.

• Ability to quickly foster productive relationships in a dynamic, high-performance environment.

• Proficient in computer skills.

• Exceptional written, verbal, and presentation abilities.

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

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

• Capability to close business while maintaining a high level of customer and partner satisfaction.

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

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

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

• Experience with public/private cloud is an advantage.

• Experience in multi-tier distribution is beneficial.

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

🏝️ Benefits

• Fortinet will provide initial onboarding education.

• Continuous enablement and coaching.

• Reasonable accommodations for qualified individuals with disabilities.

• Equal opportunity employment.