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 sustain a continuous revenue pipeline.

• Oversee a designated territory and meet assigned quotas.

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

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

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

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

• Resolve customer satisfaction issues and inquiries.

• Propel sales cycles to closure and provide presales assistance.

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

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

• Conduct both inbound and outbound prospecting activities.

• Achieve sales activity metrics.

• Lead customer presentations and demonstrations via GoToMeeting.

• Analyze and report on supported opportunities.

• Act as a liaison between 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.

• Preference for candidates with experience 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 written follow-ups.

• Proven history of meeting and surpassing sales quotas and objectives.

• Understanding of sales cycles and both internal and external business processes.

• Experience in managing and forecasting individual quotas.

• Ability to handle a diverse, high-volume workload effectively.

• Skills in building productive relationships within a dynamic, high-performance environment.

• Proficient in computer use.

• Strong written, verbal, and presentation abilities.

• Effective time management and activity management skills.

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

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

• Willingness to spend over 50% of the time outside the office or home office engaging in sales activities, 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 solutions.

• Preferred: experience in multi-tier distribution.

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

🏝️ Benefits

• Comprehensive onboarding education.

• Continuous enablement and coaching.

• Opportunities for career advancement within the overall field sales career trajectory.

• Reasonable accommodations provided for qualified individuals with disabilities.

• Commitment to equal opportunity employment.