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 activities and collaborating with partners focused on SLED.

• Establish and sustain a continuous revenue pipeline.

• Partner with state agencies in California.

• Achieve or surpass assigned quotas and targets.

• Project weekly, monthly, and quarterly revenues for the designated account set and territory.

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

• Take part in enablement sessions, forecasting, partner updates, sales efforts, and recognition initiatives.

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

• Address issues and requests related to customer satisfaction.

• Facilitate sales cycles to closure and provide presales assistance.

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

• Follow up on inbound leads, web inquiries, and corporate event contacts.

• Conduct both inbound and outbound prospecting activities.

• Lead customer presentations and demonstrations via GoToMeeting.

• Analyze and report on supported opportunities.

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

• Undertake additional duties and projects that support business growth.

⛳️ Requirements

• Bachelor’s degree required.

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

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

• Capability to conduct effective customer-facing and partner-facing meetings with timely, relevant follow-up in writing.

• Demonstrated history of meeting and exceeding sales quotas and targets.

• Understanding of sales cycles as well as internal and external business processes.

• Ability to manage and navigate sales cycles from inception to completion, including individual quota management and forecasting.

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

• Skill in building productive relationships within a fast-paced, high-performance environment.

• Proficient with computer systems.

• Strong written, verbal, and presentation capabilities.

• Highly organized with effective time and activity management skills.

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

• Capacity to close business while ensuring high levels of customer and partner satisfaction.

• Professionalism that aligns with Fortinet’s core values.

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

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

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

• Experience with public/private cloud is advantageous.

• Multi-tier distribution experience is beneficial.

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

🏝️ Benefits

• Fortinet will offer initial onboarding education.

• Continuous enablement and coaching will be provided.

• Individual territory and quota will be assigned.

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