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 through prospecting and collaboration with partners focused on SLED.

• Develop and sustain a steady revenue pipeline for accounts associated with CA State Agency.

• Achieve or surpass designated quotas and targets.

• Predict weekly, monthly, and quarterly revenues for the assigned account set and territory.

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

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

• Generate and manage leads, renewals, deal registrations, and quotes within Salesforce.com.

• Address customer satisfaction concerns and requests.

• Propel sales cycles to closure and provide presales assistance.

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

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

• Conduct both inbound and outbound prospecting.

• Meet sales activity benchmarks.

• Lead customer presentations and demonstrations using GoToMeeting.

• Analyze and report on supported opportunities.

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

• Undertake other tasks and projects that support business growth.

• Execute responsibilities in accordance with Fortinet’s core values.

⛳️ Requirements

• Bachelor’s degree.

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

• Preference for experience selling to SLED accounts.

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

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

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

• Understanding of the sales cycle along with internal and external business processes.

• Experience in managing and forecasting individual quotas.

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

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

• Proficient in computer applications.

• Excellent written, verbal, and presentation communication skills.

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

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

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

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

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

• Preferred: familiarity with government procurement processes, cooperative purchasing agreements, and SLED budget cycles.

• Public/private cloud experience is advantageous.

• Multi-tier distribution experience is beneficial.

• Networking, security, and/or public/private cloud experience is a plus.

🏝️ Benefits

• Medical insurance.

• Dental insurance.

• Vision insurance.

• Life insurance.

• Disability insurance.

• 401(k).

• 11 paid holidays.

• Vacation time.

• Sick time.

• Comprehensive leave program.

• Fortinet equity program.

• Commissions based on the Sales Compensation Plan.

• Initial onboarding education.

• Ongoing enablement and coaching.