Regional Account Manager, SLED

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

📋 Description

• Collaborate with California State Agencies within the SLED segment.

• Implement a go-to-market strategy through prospecting and working with SLED-focused partners.

• Establish and sustain a continuous revenue pipeline.

• Achieve or surpass designated quotas and targets.

• Forecast weekly, monthly, and quarterly revenues for the assigned accounts and territory.

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

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

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

• Address customer satisfaction inquiries and requests.

• Accelerate sales cycles to closure and provide presales assistance.

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

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

• Conduct both inbound and outbound prospecting.

• Lead customer presentations and demonstrations using GoToMeeting.

• Analyze and report on supported opportunities.

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

• Carry out additional duties and projects that support business growth.

⛳️ Requirements

• Bachelor’s degree.

• Over 1 year of field sales experience in the B2B technology sector, preferably with a focus on SLED accounts.

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

• Competence in leading productive meetings with customers and partners, along with timely and relevant written follow-ups.

• Proven history of 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 oversight and forecasting of individual quotas.

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

• Skilled at rapidly building productive relationships in a fast-paced, high-performance environment.

• Proficient with computer applications.

• Exceptional written, verbal, and presentation skills.

• Well-organized with effective time and activity management capabilities.

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

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

• Required to spend over 50% of the time outside the office or home office engaged in sales activities, including necessary travel.

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

• Knowledge of government procurement processes, cooperative purchasing agreements, and budget cycles in the SLED sector is preferred.

• Experience in public/private cloud environments is advantageous.

• Experience with multi-tier distribution is beneficial.

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

🏝️ Benefits

• Initial onboarding education.

• Ongoing enablement and coaching.

• Opportunities for sales career advancement within Fortinet.

• Reasonable accommodations for qualified individuals with disabilities.