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 SLED-focused partners.

• Establish and sustain a continuous revenue pipeline.

• Oversee a designated territory and meet assigned quotas.

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

• Conduct in-person meetings with clients and partners to identify and cultivate opportunities.

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

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

• Address inquiries and issues related to customer satisfaction.

• Navigate sales cycles to closure and offer presales assistance.

• Collaborate with the local Channel Account Manager and the network of reseller partners.

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

• Conduct both inbound and outbound prospecting efforts.

• Lead customer presentations and demonstrations via GoToMeeting.

• Analyze and report on the opportunities being supported.

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

• Undertake additional duties and projects that support business growth.

• Perform the role in accordance with Fortinet’s core values.

⛳️ Requirements

• Bachelor’s degree.

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

• Experience selling to SLED accounts is preferred.

• Familiarity with local-territory businesses, procurement procedures, and partners, particularly within the SLED sector.

• Ability to conduct effective customer-facing and partner-facing meetings, with prompt and pertinent written follow-up.

• Documented history of achieving and surpassing sales quotas and targets.

• Knowledge of the sales cycle as well as internal and external business processes.

• Experience in managing and forecasting individual quotas.

• Capability to oversee and drive sales cycles from inception to completion.

• Self-motivated and able to handle a diverse, high-volume workload.

• Capacity to quickly establish productive relationships in a dynamic, high-performance environment.

• Proficient with computers.

• Exceptional written, verbal, and presentation skills.

• Strong time and activity management capabilities.

• Ability to leverage entrepreneurial strengths in a proactive and innovative manner.

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

• Must spend over 50% of work time outside of the office or home office focused on sales activities, including travel as necessary.

• Previous experience in selling cybersecurity or technology solutions to SLED accounts is desirable.

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

• Experience with public/private cloud environments is an advantage.

• Background in multi-tier distribution is beneficial.

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

🏝️ Benefits

• Medical insurance.

• Dental insurance.

• Vision insurance.

• Life insurance.

• Disability insurance.

• 401(k) plan.

• 11 paid holidays.

• Vacation time.

• Sick leave.

• Comprehensive leave program.

• Initial onboarding training.

• Continuous enablement and coaching.

• Equity program.

• Commissions based on the Sales Compensation Plan.