Inside Regional Account Manager - Team Lead jobs at Fortinet in Italy, Milan

Role Overview:

You will act as the key Account Manager for enterprise clients across Northern Italy, with a focus on strategic growth, customer success, and long-term partnerships.

As a Named Account Manager, you will:

• Drive new business pitches, onboard new clients effectively, and grow existing customer relationships
• Build and execute strategic account and business plans for current clients and new business opportunities
• Serve as the primary interface between customers and internal divisions across Fortinet
• Develop strong relationships with customer contacts up to Executive C-level to understand business imperatives and IT drivers
• Articulate Fortinet’s value proposition through a consultative selling approach
• Strategically orchestrate internal resources to maximize sales volume
• Conduct quarterly business reviews with clients to ensure ROI from Fortinet solutions
• Maintain up-to-date knowledge of Fortinet's product roadmap to help customers plan and reduce risk

An insightful and influential collaborator to join our team. We encourage you to apply for this position if you have the following qualities:

• At least 3 years of sales experience with a proven track record in enterprise selling
• Experience managing full sales cycles including prospecting, presenting, negotiating, and closing
• Background in cybersecurity or a closely related technology space (Network, Cloud, SaaS)
• Demonstrated industry knowledge or a point of view on cybersecurity
• A proactive, goal-driven mindset with resilience and independence
• Skilled in strategic thinking, cross-selling, upselling, and maintaining long-term client relationships
• Based in Milan or Northern Italy, with flexibility to travel across the region as needed

Milan, Italy

Key Responsibilities:

• Lead and develop a team of Inside Regional Account Managers to drive revenue and achieve company objectives.
• Plan, set, and execute sales strategies to maximize pipeline and revenue growth.
• Identify and address knowledge gaps within the team, implementing training and development plans.
• Ensure quota attainment by conducting daily check-ins with the sales team to set objectives and monitor progress.
• Manage key sales processes, including weekly, monthly, and quarter-end close cycles.
• Create and execute a strategic sales plan to expand Fortinet’s customer base and extend our market reach.
• Develop and maintain strong relationships with key buyers, influencers, and partners.
• Analyze sales performance data and provide accurate forecasts to senior management.
• Collaborate closely with Account Managers to align sales and marketing efforts for optimal success.

Qualifications & Experience:

• 3+ years of experience in an Inside Sales or Hybrid role, with a proven track record of target achievement.
• Leadership experience in managing or mentoring sales teams is highly desirable.
• Strong understanding of networking and security technologies and industry trends.
• Proficiency in Salesforce (SFDC) or other CRM tools is advantageous.
• Highly motivated self-starter with strong organizational and prioritization skills.
• Excellent communication and leadership skills, with the ability to inspire and drive a high-performance sales team.
• Ability to thrive in a fast-paced environment and adapt to evolving business needs.

What You Can Expect From Us:

• Comprehensive training and development programs to support your leadership growth.
• An open and collaborative work environment that values transparency and teamwork.
• The opportunity to be part of a high-performing and innovative team within a leading global cybersecurity company.
• Competitive salary package with stock awards and an opportunity to overachieve.

Territory: Milan / Northern Italy

Fortinet is looking for a motivatedwith experience in thesectors to drive growth in the strategically important
Northern Italyregion.

This role is ideal for someone who understands the local market, how to work with public and private entities, and wants to contribute to securing the country’s critical infrastructure.

You will work with customers involved in energy production and distribution, gas networks, water companies, waste management, and local public transport. Your goal will be to develop new opportunities, strengthen existing relationships, and support clients in integrating IT and OT security while complying with Italian and EU regulations.

Key Responsibilities

• Develop and implement a strategic sales plan for your assigned territory and verticals.
• Manage relationships with key decision-makers in multi-utilities, municipal companies, and infrastructure operators across Northern Italy.
• Build and maintain a strong and growing pipeline, consistently achieving sales targets.
• Work closely with internal teams (technical, marketing, channel) and partners to deliver end-to-end solutions.
• Lead responses to public tenders, RFPs/RFIs, bids, and complex commercial proposals.
• Promote a cybersecurity culture aligned with the sector’s operational and regulatory needs.
• Stay informed on regulatory developments (NIS2, AgID, ANSFISA, etc.) and help clients remain compliant.
• Participate in industry events and represent Fortinet in engagements with public institutions and trade associations.

Ideal Profile

• Sales experience in the Energy, Utilities, or Transportation sectors, with strong knowledge of the Italian market—especially in the North.
• Familiarity with the dynamics of selling to public entities, municipal companies, or complex organizations.
• Basic or advanced understanding of IT and OT integration and related cybersecurity challenges.
• Experience in selling complex solutions, preferably in cybersecurity or networking.
• Excellent relationship-building, communication, and negotiation skills.
• Able to work independently and as part of a team, with a goal-oriented mindset.
• Fluent in Italian and proficient in English (for working with colleagues and international materials).
• Willing to travel within the assigned territory.

Milan, Italy

Key Responsibilities:

• Lead and develop a team of Inside Regional Account Managers to drive revenue and achieve company objectives.
• Plan, set, and execute sales strategies to maximize pipeline and revenue growth.
• Identify and address knowledge gaps within the team, implementing training and development plans.
• Ensure quota attainment by conducting daily check-ins with the sales team to set objectives and monitor progress.
• Manage key sales processes, including weekly, monthly, and quarter-end close cycles.
• Create and execute a strategic sales plan to expand Fortinet’s customer base and extend our market reach.
• Develop and maintain strong relationships with key buyers, influencers, and partners.
• Analyze sales performance data and provide accurate forecasts to senior management.
• Collaborate closely with Account Managers to align sales and marketing efforts for optimal success.

Qualifications & Experience:

• 3+ years of experience in an Inside Sales or Hybrid role, with a proven track record of target achievement.
• Leadership experience in managing or mentoring sales teams is highly desirable.
• Strong understanding of networking and security technologies and industry trends.
• Proficiency in Salesforce (SFDC) or other CRM tools is advantageous.
• Highly motivated self-starter with strong organizational and prioritization skills.
• Excellent communication and leadership skills, with the ability to inspire and drive a high-performance sales team.
• Ability to thrive in a fast-paced environment and adapt to evolving business needs.

What You Can Expect From Us:

• Comprehensive training and development programs to support your leadership growth.
• An open and collaborative work environment that values transparency and teamwork.
• The opportunity to be part of a high-performing and innovative team within a leading global cybersecurity company.
• Competitive salary package with stock awards and an opportunity to overachieve.

This role requires you to be a key contributor to the revenue growth of the region and manage to the company growth targets.

You will motivate, educate and train the partner in the Company’s products and technologies and expand sales with by building business plans including MDF strategy, account penetration strategy and profitability targets.
Responsibilities

• Provide geographic channel coverage for the region.
• Drives sales of new technology adoption in assigned territory.
• Provide ongoing sales and technical trainings to these partners.
  • Build marketing plans to drive incremental sales pipeline and revenues with development funds.
  • Establish productive, professional relationships with key personnel in assigned partner.
  • Manages potential channel conflict by fostering excellent communication internally and externally and through strict adherence to Fortinet’s channel program guidelines.
  • Carry quarterly and annual revenue targets.

Expérience Required :

• 5+ years channel sales and territory management in networking or security sectors.
• Experience building business and marketing plans with partners.
  • Must have experience in delivering sales trainings, and experience in working in a fast paced environment with revenue responsibilities.
• Experience with the Distribution channel model.
• Experience in sales forecasting, opportunity identification and drive to close
• Excellent written and verbal communication skills and able to speak English fluently.
• Excellent presentation skills to executives & individual contributors.
• Candidate must thrive in a fast-paced, ever-changing environment.
• Competitive, self-starter, team player
  

Channel Account Manager - Enterprise

This role requires you to be a key contributor to the revenue growth of the region and manage to the company growth targets.

You will motivate, educate and train the partner in the Company’s products and technologies and expand sales with by building business plans including MDF strategy, account penetration strategy and profitability targets.
Responsibilities:

• Provide geographic channel coverage for the region.
• Drives sales of new technology adoption in assigned territory.
• Provide ongoing sales and technical trainings to these partners.
  • Build marketing plans to drive incremental sales pipeline and revenues with development funds.
  • Establish productive, professional relationships with key personnel in assigned partner.
  • Manages potential channel conflict by fostering excellent communication internally and externally and through strict adherence to Fortinet’s channel program guidelines.
  • Carry quarterly and annual revenue targets.

Expérience Required :

• 5+ years channel sales and territory management in networking or security sectors.
• Experience building business and marketing plans with partners.
  • Must have experience in delivering sales trainings, and experience in working in a fast paced environment with revenue responsibilities.
• Experience with the Distribution channel model.
• Experience in sales forecasting, opportunity identification and drive to close
• Excellent written and verbal communication skills and able to speak English fluently.
• Excellent presentation skills to executives & individual contributors.
• Candidate must thrive in a fast-paced, ever-changing environment.
• Competitive, self-starter, team player

Fortinet