[Remote] Regional Account Manager, SLED

Note: The job is a remote job and is open to candidates in USA. Fortinet is a cybersecurity company that secures enterprise, service provider, and government organizations. The Regional Account Manager will manage sales activities for California State Agencies within the SLED segment, build revenue pipelines with partners, and drive opportunities from prospecting through close. The role includes quota ownership, customer and partner engagement, forecasting, presentations, and ongoing sales reporting.

Responsibilities

• Meet or exceed all assigned quotas and targets while forecasting weekly, monthly, and quarterly revenues for the assigned account set and overall territory
• Meet or exceed the required number of face-to-face meetings each month with customers and partners in the territory to identify new opportunities and grow existing opportunities
• Full participation in all team activities for enablement, forecasting, partner updates, partner sales efforts, and recognition
• Create and track sales opportunities (leads, renewals, deal registrations, and quotes in Salesforce.com)
• Address any customer satisfaction issues and/or requests in a timely manner
• Drive sales cycles to close while establishing relationships and credibility, and provide necessary presales support for prospects & customers
• Work closely with your local Channel Account Manager (CAM) and our reseller partner network to drive deals, increase revenue, and enable channel partners’ success in the Mid-Market segment
• Follow up on inbound, web, and corporate event leads
• Accept inbound and perform outbound prospecting activities to identify new sales opportunities
• Meet and exceed the sales activity metrics designed to make you productive and successful
• Lead customer presentations and demos via online tools (GO TO MEETING)
• Perform ongoing analysis and report on opportunities that are supported
• Act as a liaison between partners, customers, and appropriate Fortinet team members
• Perform other duties and projects, as assigned to support the growth of our business
• Execute the role with the utmost professionalism and in a way that aligns to Fortinet’s core values

Skills

• Bachelor's degree
• Coachable and flexible
• 1+ years of field sales experience in the B2B technology space
• Working knowledge of the businesses, procurement processes, and partners in the local territory, especially within the SLED sector
• Ability to run productive customer-facing and partner-facing meetings while providing timely and relevant written follow-up
• A proven track record of meeting and exceeding sales quotas and targets
• Understanding of the sales cycle in conjunction with business processes internally and externally
• Ability to manage and drive sales cycles from start to finish, which includes experience with managing and forecasting individual quota
• Self-driven and able to manage a diverse, high-volume workload
• Ability to quickly build productive relationships in a fast-paced, high-performance environment
• Be 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 a high level of customer and partner satisfaction
• Execute the role with the utmost professionalism and in a way that aligns to Fortinet's core values
• Experience selling to SLED accounts
• Prior experience selling cybersecurity or technology solutions to State, Local Government, and Education (SLED) accounts
• Familiarity with government procurement processes, cooperative purchasing agreements, and budget cycles in the SLED sector
• Public/private cloud experience
• Experience with multi-tier distribution
• Experience in networking, security, and/or public/private cloud

Benefits

• Remote workplace arrangement
• Initial onboarding education
• Ongoing enablement and coaching
• Career path opportunities in field sales at Fortinet

Company Overview

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