Regional Account Manager, SLED

This is a fully remote position, open to applicants in California, +1 more state.

📋 Description

• Implement the go-to-market strategy by prospecting and collaborating with partners focused on SLED.

• Develop and sustain a continuous revenue pipeline for California State Agencies.

• Achieve or surpass assigned quotas and targets.

• Forecast weekly, monthly, and quarterly revenues for designated accounts and territories.

• Engage in face-to-face meetings with customers and partners to identify and expand on opportunities.

• Participate in enablement sessions, forecasting, partner updates, sales efforts, and recognition activities.

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

• Address issues and requests related to customer satisfaction.

• Drive sales cycles to closure and offer presales support.

• Work alongside Channel Account Managers and reseller partners to close deals, boost revenue, and ensure partner success.

• Follow up on inbound leads from the web and corporate events.

• Conduct both inbound and outbound prospecting activities.

• Meet established sales activity metrics.

• Lead customer presentations and online demonstrations using GoToMeeting.

• Analyze and report on supported opportunities.

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

• Perform various duties and projects that support business growth.

⛳️ Requirements

• Bachelor's degree.

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

• Preference given to those with experience selling to SLED accounts.

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

• Capability to conduct productive meetings with customers and partners and provide timely, relevant written follow-up.

• Proven success in meeting and exceeding sales quotas and targets.

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

• Experience in managing and forecasting individual quotas.

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

• Ability to cultivate productive relationships in a dynamic, high-performance environment.

• Proficient in computer usage.

• Exceptional written, verbal, and presentation skills.

• Strong organizational, time, and activity management skills.

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

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

• Must dedicate more than 50% of time outside the office or home office engaged in sales activities, including necessary travel.

• Prior experience in cybersecurity or technology solution sales to SLED accounts is preferred.

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

• Experience with public/private cloud is advantageous.

• Multi-tier distribution experience is a plus.

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

🏝️ Benefits

• Comprehensive onboarding education.

• Continuous enablement and coaching.

• Individual territory and quota.

• Opportunities for career advancement within Fortinet’s field sales organization.