Regional Account Manager, SLED
Fortinet, Sacramento, CA, United States
Job Description
The Regional Account Manager (RAM) is a field sales position focused on California State agencies within the SLED (State, Local Government, and Education) segment. The role involves executing a go‑to‑market strategy through prospecting and partner collaboration to build a consistent revenue pipeline. Candidates will be assigned individual territories and quotas, and receive onboarding, ongoing enablement, and coaching to achieve success. This position offers a clear career path within Fortinet’s field sales organization.
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 to identify new opportunities and grow existing ones.
Fully participate in 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 and customers.
Work closely with the local Channel Account Manager and 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 supported opportunities.
Act as a liaison between partners, customers, and appropriate Fortinet team members.
Perform other duties and projects as assigned to support business growth.
Execute the role with utmost professionalism and in alignment with Fortinet’s core values.
Required Qualifications
Bachelor’s degree.
Coachable and flexible.
1+ years of field sales experience in the B2B technology space, preferably selling to SLED accounts.
Knowledge of local territory procurement processes and partner ecosystems, especially within SLED.
Ability to run productive customer‑facing and partner‑facing meetings with timely written follow‑up.
Proven track record of meeting and exceeding sales quotas and targets.
Understanding of the sales cycle and related business processes.
Experience managing and forecasting individual quotas from start to finish.
Self‑driven with ability to manage a diverse, high‑volume workload.
Strong relationship‑building skills in a fast‑paced environment.
Computer savvy.
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 ensuring high customer and partner satisfaction.
Commitment to professionalism and Fortinet’s core values.
Required to spend more than 50% of time outside the office, including travel as needed.
Preferred Qualifications
Experience selling cybersecurity or technology solutions to 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.
Background in networking, security, and/or public/private cloud.
Compensation & Benefits Wage ranges are based on multiple factors. On‑target earnings are expected to be $185,000 – $300,000 per year, depending on knowledge, skills, experience, and geography. The role also includes commissions per the Sales Compensation Plan, participation in the equity program, and benefits such as medical, dental, vision, life and disability insurance, 401(k), 11 paid holidays, vacation, sick time, and a comprehensive leave program.
About Us Fortinet (NASDAQ: FTNT) secures the largest enterprise, service provider, and government organizations worldwide. Fortinet empowers customers with intelligent, seamless protection across an expanding attack surface, leveraging the Fortinet Security Fabric architecture to deliver uncompromised security for networked, application, cloud, and mobile environments. Over 500,000 customers trust Fortinet to protect their businesses.
Equal Opportunity & Accommodation Fortinet is an equal opportunity employer. All qualified applicants will 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 characteristic. We are committed to providing reasonable accommodations for qualified individuals with disabilities. For assistance or accommodations, please contact accommodations@fortinet.com.
#J-18808-Ljbffr
The Regional Account Manager (RAM) is a field sales position focused on California State agencies within the SLED (State, Local Government, and Education) segment. The role involves executing a go‑to‑market strategy through prospecting and partner collaboration to build a consistent revenue pipeline. Candidates will be assigned individual territories and quotas, and receive onboarding, ongoing enablement, and coaching to achieve success. This position offers a clear career path within Fortinet’s field sales organization.
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 to identify new opportunities and grow existing ones.
Fully participate in 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 and customers.
Work closely with the local Channel Account Manager and 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 supported opportunities.
Act as a liaison between partners, customers, and appropriate Fortinet team members.
Perform other duties and projects as assigned to support business growth.
Execute the role with utmost professionalism and in alignment with Fortinet’s core values.
Required Qualifications
Bachelor’s degree.
Coachable and flexible.
1+ years of field sales experience in the B2B technology space, preferably selling to SLED accounts.
Knowledge of local territory procurement processes and partner ecosystems, especially within SLED.
Ability to run productive customer‑facing and partner‑facing meetings with timely written follow‑up.
Proven track record of meeting and exceeding sales quotas and targets.
Understanding of the sales cycle and related business processes.
Experience managing and forecasting individual quotas from start to finish.
Self‑driven with ability to manage a diverse, high‑volume workload.
Strong relationship‑building skills in a fast‑paced environment.
Computer savvy.
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 ensuring high customer and partner satisfaction.
Commitment to professionalism and Fortinet’s core values.
Required to spend more than 50% of time outside the office, including travel as needed.
Preferred Qualifications
Experience selling cybersecurity or technology solutions to 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.
Background in networking, security, and/or public/private cloud.
Compensation & Benefits Wage ranges are based on multiple factors. On‑target earnings are expected to be $185,000 – $300,000 per year, depending on knowledge, skills, experience, and geography. The role also includes commissions per the Sales Compensation Plan, participation in the equity program, and benefits such as medical, dental, vision, life and disability insurance, 401(k), 11 paid holidays, vacation, sick time, and a comprehensive leave program.
About Us Fortinet (NASDAQ: FTNT) secures the largest enterprise, service provider, and government organizations worldwide. Fortinet empowers customers with intelligent, seamless protection across an expanding attack surface, leveraging the Fortinet Security Fabric architecture to deliver uncompromised security for networked, application, cloud, and mobile environments. Over 500,000 customers trust Fortinet to protect their businesses.
Equal Opportunity & Accommodation Fortinet is an equal opportunity employer. All qualified applicants will 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 characteristic. We are committed to providing reasonable accommodations for qualified individuals with disabilities. For assistance or accommodations, please contact accommodations@fortinet.com.
#J-18808-Ljbffr