Regional Account Manager, SLED

About the Role

The Regional Account Manager (RAM) is a key field sales role within Fortinet focused on a subset of the SLED segment. The RAM is responsible for a specific set of SLED accounts while sharing responsibility for all SLED business within their territory. The ideal candidate will have prior field sales experience in the B2B technology space. The RAM will create and execute an account plan from prospecting to building and maintaining a robust revenue pipeline. Fortinet provides initial onboarding education to start your career. After completion, you will be assigned an individual territory and quota with ongoing enablement and coaching to achieve success. The RAM role offers several options within Fortinet’s career path.

Responsibilities

• Meet or exceed all quotas and targets while forecasting weekly, monthly, and quarterly revenues for the assigned account set and territory.
• Meet or exceed the required number of face-to-face meetings with customers and partners to identify new opportunities and grow existing ones.
• Participate fully in enablement, forecasting, partner updates, partner sales efforts, and recognition activities.
• Create and track sales opportunities (leads, renewals, deal registrations, and quotes in Salesforce.com).
• Address customer satisfaction issues and requests in a timely manner.
• Drive sales cycles to close, establish relationships and credibility, and provide presales support for prospects and customers.
• Collaborate with the local Channel Account Manager (CAM) and reseller network to drive deals, increase revenue, and enable channel partners’ success in the SLED segment.
• Follow up on inbound, web, and corporate event leads.
• Engage in outbound prospecting to identify new sales opportunities.
• Meet and exceed sales activity metrics to stay productive and successful.
• Lead customer presentations and demos via online tools (e.g., GoToMeeting).
• Analyze and report on opportunities with ongoing support.
• Act as a liaison between partners, customers, and Fortinet teams.
• Perform other duties and projects to support business growth.
• Execute the role with professionalism and in alignment with Fortinet’s core values.
• The RAM is required to spend more than 50% of time outside the office, including travel as needed to make a sale.

Required Qualifications

• Bachelor’s degree.
• Coachable and flexible mindset.
• 1+ years of field sales experience in the B2B technology space.
• Working knowledge of the businesses and partners in the local territory.
• Ability to run productive customer- and partner-facing meetings with timely, relevant follow-up in writing.
• A proven track record of meeting and exceeding sales quotas and targets.
• Understanding of the sales cycle and internal/external business processes.
• Ability to manage and drive sales cycles from start to finish, including experience with managing and forecasting an individual quota.
• Self-driven with the ability to manage a diverse, high-volume workload.
• Ability to quickly build productive relationships in a fast-paced, high-performance environment.
• Computer savviness.
• Excellent written, verbal, and presentation skills.
• Well-organized with effective time and activity management.
• Entrepreneurial mindset with a forward-thinking approach.
• Ability to close business while maintaining high customer and partner satisfaction.
• Commitment to professionalism and alignment with Fortinet’s core values.

Preferred Qualifications

• Public/private cloud experience is a plus.
• Experience with multi-tier distribution is a plus.
• Experience in networking, security, and/or public/private cloud is a plus.

Compensation & Benefits

Fortinet offers a comprehensive benefits package including medical, dental, vision, life and disability insurance, 401(k), 11 paid holidays, vacation time, sick time, and a comprehensive leave program. On-target earnings for this position are expected to be $130,000–$160,000 per year. Salary offers are determined by factors such as knowledge, skill, qualifications, experience, and geographic location. All roles are eligible to participate in the Fortinet equity program, and this position is eligible for commissions under the Sales Compensation Plan.

About Fortinet

Fortinet (NASDAQ: FTNT) secures the largest enterprise, service provider, and government organizations worldwide. Fortinet enables customers with intelligent, seamless protection across the expanding attack surface and the performance needed for borderless networks—today and in the future. The Fortinet Security Fabric architecture delivers security without compromise across network, application, cloud, and mobile environments. Fortinet ranks number one in security appliances shipped worldwide, with more than 500,000 customers.

Fortinet is committed to providing reasonable accommodations for qualified individuals with disabilities. If you require assistance or accommodation, please contact accommodations@fortinet.com.

Fortinet is an equal opportunity employer. We value diversity and ensure all qualified applicants receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, age, military/veteran status, or any other legally protected characteristics in the location where the candidate is applying.