Regional Account Manager, SLED
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Job Description
Regional Account Manager selling Fortinet cybersecurity solutions to California state agencies. Building SLED partner pipelines, managing quotas, and driving field sales cycles.
Responsibilities:
- Execute a Go-To Market Strategy through prospecting and collaboration with SLED-focused partners
- Build and maintain a constant revenue pipeline
- Work with California state agencies
- Meet or exceed assigned quotas and targets
- Forecast weekly, monthly, and quarterly revenues for the assigned account set and territory
- Conduct face-to-face meetings with customers and partners to identify and grow opportunities
- Participate in enablement, forecasting, partner updates, partner sales efforts, and recognition activities
- Create and track leads, renewals, deal registrations, and quotes in Salesforce.com
- Address customer satisfaction issues and requests
- Drive sales cycles to close and provide presales support
- Collaborate with the local Channel Account Manager and reseller partners to drive deals and increase revenue
- Follow up on inbound, web, and corporate event leads
- Perform inbound and outbound prospecting
- Lead customer presentations and demos using GoToMeeting
- Analyze and report on supported opportunities
- Liaise between partners, customers, and Fortinet teams
- Perform other duties and projects supporting business growth
Requirements:
- Bachelor’s degree
- 1+ years of field sales experience in the B2B technology space, preferably selling to SLED accounts
- Working knowledge of local-territory businesses, procurement processes, and partners, especially within the SLED sector
- Ability to run productive customer-facing and partner-facing meetings with timely, relevant written follow-up
- Proven track record of meeting and exceeding sales quotas and targets
- Understanding of sales cycles and internal and external business processes
- Ability to manage and drive sales cycles from start to finish, including managing and forecasting individual quota
- Self-driven and able to manage a diverse, high-volume workload
- Ability to build productive relationships in a fast-paced, high-performance environment
- Computer savvy
- Excellent written, verbal, and presentation skills
- Well organized with effective time and activity management skills
- Ability to apply entrepreneurial strengths in a driven, forward-thinking manner
- Ability to close business while achieving high customer and partner satisfaction
- Professionalism aligned with Fortinet’s core values
- Required to spend more than 50% of time outside the office or home office engaged in selling, including travel as needed
- Preferred: experience 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 a plus
- Multi-tier distribution experience is a plus
- Networking, security, and/or public/private cloud experience is a plus
Benefits:
- Fortinet will provide initial onboarding education
- Ongoing enablement and coaching
- Individual territory and quota
- Opportunities in the overall field sales career path at Fortinet
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