Regional Account Manager, SLED

This is a fully remote position, open to applicants in California.

📋 Description

• Serve as a Regional Account Manager in the field sales team within Fortinet’s SLED division.

• Collaborate with state agencies in California.

• Implement a go-to-market strategy through prospecting and working alongside SLED-centered partners.

• Develop and sustain a continuous revenue pipeline.

• Oversee an individual territory and sales quota.

• Provide forecasts for weekly, monthly, and quarterly revenues.

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

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

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

• Address customer satisfaction concerns and requests.

• Drive sales cycles to completion and offer presales assistance.

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

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

• Conduct both inbound and outbound prospecting.

• Achieve sales activity targets.

• Lead customer and partner presentations and demonstrations via GoToMeeting.

• Analyze and report on supported opportunities.

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

• Perform additional duties and projects to support business growth.

⛳️ Requirements

• Bachelor's degree required.

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

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

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

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

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

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

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

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

• Proficiency in quickly establishing productive relationships in a fast-paced, high-performance environment.

• Computer literate.

• Excellent 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 finalize business deals while maintaining high levels of customer and partner satisfaction.

• Competence to perform the role professionally while aligning with Fortinet's core values.

• Expected to spend over 50% of work time outside the office or home office engaged in sales activities, including travel as required.

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

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

• Experience in public/private cloud environments is advantageous.

• Background in multi-tier distribution is a bonus.

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

🏝️ Benefits

• Medical insurance.

• Dental insurance.

• Vision insurance.

• Life insurance.

• Disability insurance.

• 401(k) retirement plan.

• 11 paid holidays.

• Paid vacation time.

• Paid sick leave.

• Comprehensive leave program.

• Participation in the Fortinet equity program.

• Commissions based on the Sales Compensation Plan.

• Initial onboarding training.

• Ongoing enablement and coaching.