Regional Account Manager, SLED

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

📋 Description

• Implement a 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 designated quotas and targets while providing forecasts for weekly, monthly, and quarterly revenues.

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

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

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

• Address issues and requests related to customer satisfaction.

• Manage sales cycles to close and deliver presales support.

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

• Follow up on inbound inquiries, web leads, and corporate event leads while also conducting outbound prospecting.

• Meet established sales activity metrics.

• Lead customer presentations and demonstrations using GoToMeeting.

• Analyze and report on supported opportunities.

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

• Undertake additional duties and projects that support business growth.

⛳️ Requirements

• Bachelor’s degree.

• More than 1 year of field sales experience in the B2B technology sector, preferably with SLED accounts.

• Familiarity with businesses, procurement processes, and partners in the local area, particularly in the SLED sector.

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

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

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

• Experience in managing and forecasting individual quotas.

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

• Ability to quickly establish productive relationships in a fast-paced, high-performance setting.

• Proficient with technology.

• Outstanding written, verbal, and presentation skills.

• Well-organized with strong time and activity management skills.

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

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

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

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

• Preferred: knowledge of government procurement processes, cooperative purchasing agreements, and budget cycles in the SLED sector.

• Experience with public/private cloud is advantageous.

• Familiarity with multi-tier distribution is a plus.

• Experience in networking, security, and/or public/private cloud is an asset.

🏝️ Benefits

• Comprehensive onboarding education.

• Continuous enablement and coaching.

• Individual territory and quota assignments.

• Opportunities for career advancement within Fortinet field sales.