Regional Account Manager, SLED

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

📋 Description

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

• Establish and uphold a steady revenue pipeline for Washington State Agencies.

• Achieve or surpass designated quotas and objectives.

• Project weekly, monthly, and quarterly revenues for the assigned account group and territory.

• Conduct necessary face-to-face meetings with customers and partners.

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

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

• Address customer satisfaction concerns and requests promptly.

• Navigate sales cycles to closure and provide presales assistance.

• Collaborate with the local Channel Account Manager and reseller partner network to facilitate deals and boost revenue.

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

• Conduct both inbound and outbound prospecting activities.

• Meet established sales activity benchmarks.

• Lead customer presentations and demonstrations via GoToMeeting.

• Analyze and report on the opportunities being supported.

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

• Undertake additional duties and projects that foster business growth.

⛳️ Requirements

• Bachelor’s degree.

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

• Preference for experience in sales to SLED accounts.

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

• Capability to conduct effective customer-facing and partner-facing meetings with timely and relevant follow-ups in writing.

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

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

• Ability to manage and drive sales cycles from initiation to completion, including managing and forecasting personal quotas.

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

• Skillful in quickly establishing productive relationships in a dynamic, high-performance environment.

• Proficient with computer systems.

• Strong written, verbal, and presentation abilities.

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

• Capacity to apply entrepreneurial strengths in a driven and forward-thinking manner.

• Proficient in closing business deals while ensuring high levels of customer and partner satisfaction.

• Professionalism that aligns with Fortinet’s core values.

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

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

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

• Experience in public/private cloud environments is a plus.

• Multi-tier distribution experience is also a plus.

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

🏝️ Benefits

• Medical insurance.

• Dental insurance.

• Vision insurance.

• Life insurance.

• Disability insurance.

• 401(k) plan.

• 11 paid holidays.

• Vacation time.

• Sick time.

• Comprehensive leave program.

• Fortinet equity program.

• Commissions based on the Sales Compensation Plan's terms.

• Initial onboarding education.

• Ongoing enablement and coaching.