דרושים Regional Account Manager ב-Fortinet ב-United States, Atlanta

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 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 presentation and demos via online tools (GO TO MEETING)
• Perform ongoing analysis and report on opportunities that are supported
• Act as a liaison between partner, customers, and appropriate Fortinet team members
• Perform other duties and projects, as assigned to support the growth or our business
• Execute the role with the utmost professionalism and in a way that aligns to Fortinet’s core values

Required Qualifications:

• Bachelor’s degree
• Coachable and flexible
• 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-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
• The Regional Account Manager is required to spend more than 50% of their time outside of their office or home office engaged in selling, including travel as needed to make a sale.

Preferred Qualifications

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

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 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 presentation and demos via online tools (GO TO MEETING)
• Perform ongoing analysis and report on opportunities that are supported
• Act as a liaison between partner, customers, and appropriate Fortinet team members
• Perform other duties and projects, as assigned to support the growth or our business
• Execute the role with the utmost professionalism and in a way that aligns to Fortinet’s core values

Required Qualifications:

• Bachelor’s degree
• Coachable and flexible
• 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-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
• The Regional Account Manager is required to spend more than 50% of their time outside of their office or home office engaged in selling, including travel as needed to make a sale.

Preferred Qualifications

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

Position Overview Job Duties

• Creates and executes project work plans and revises as appropriate to meet changing needs and requirements. Develops statements of work, WBS, and overall project
  schedule.
• Identifies resources needed and assigns individual responsibilities, by managing and monitoring team’s availability.
• Manages day-to-day operational aspects of projects, including scope, schedule, budget and quality
• Effectively applies Fortinet’s methodology and enforces project standards.
• Minimizes Fortinet’s exposure and risk on projects.
• Ensures project documents are complete, current, and stored appropriately from beginning to end.
• Works closely with all customer-facing Fortinet functions, including sales, operations, order management, support and others to coordinate activities.
• Determines appropriate revenue recognition, ensures timely and accurate invoicing, and monitors receivables for project.
• Accurately forecasts revenue, profitability, margins, bill rates and utilization
• Assures project legal documents are completed and signed
• Facilitates PS, Presales & SE team and client meetings effectively.
• Effectively communicates relevant project information to executive management.
• Resolves and/or escalates issues in a timely fashion.
• Understands how to communicate difficult/sensitive information tactfully
• Highlight areas of improvement and recommend changes in methods, processes and tools.
• Monitor and manage operational and customer satisfaction metrics to meet organizational goals.
• Handle project escalations and follow up on customer satisfaction surveys.
• Build and maintain strong relationships with the sales teams.
• Recruit, hire and retain engineers for professional services, so the implementation processes can continue.
• Maintain a great working atmosphere that allows personal and professional development to each one of the team members.
• Define, document, enforce and enhance processes that speed up time for PS engagement request from Pre-sales team.
• Collaboratively work with peers within region, in order to work on initiatives which can help to give better service to our customers, partners and the security community in general.
• Manage relationships with customers, partners and corporate organizations to enhance technical support processes and drive PS projects’ satisfaction.
• Establish, document and enforce processes that allow higher efficiency and productivity.
• Align strategies to proactively avoid potential issues in any of the pre-sales processes established.
• Constant follow up to processes making sure they are maintained properly.

Job Experience / Abilities Required

• Outstanding oral communication and presentation skills
• Strong familiarity with project management software, such as Microsoft Project.
• Experience as a Program Manager is a plus.
• Experience at working both independently and in a team-oriented, collaborative environment
• Can conform to shifting priorities, demands and timelines through analytical and problem-solving capabilities
• React to project adjustments and alterations promptly and efficiently
• Flexible during times of change
• Excellent conflict resolution skills
• Ability to think creatively to develop new solutions to problems.
• Ability to create a vision, establish a plan, and ensure plan execution through success.
• Ability to coach others.
• Experience in a Professional Services role in a networking/security company or equivalent education.
• Demonstrated leadership skills.
• Full knowledge of all relevant business policies and practices.
• Strong ability to energize and lead others.
• Previous experience leading teams is a must.
• Multilingual skills are a plus: oral and/or written, Spanish and/or Portuguese.
• Good technical knowledge on computer networks and Internet security.
• Excellent organizational skills.
• Adaptable and flexible, operating in a fast-paced, dynamic environment.
• Ability to work and take quick decisions under pressure.
• Willing to travel around 20% of the time.

Key Responsibilities

1. Serve as the primary point of contact for assigned client accounts, ensuring their needs are met promptly and effectively .
2. Collaborate with clients to understand their networking challenges and recommend tailored solutions that align with their business goals.
3. Provide expert guidance on networking technologies, including firewalls, VPNs, endpoint security tools , and authentication protocols (e.g., LDAP, SAML, RADIUS ).
4. Act as a advisor, offering insights into advanced network security solutions such as SASE, ZTNA , and CASB .
5. Work closely with internal teams to ensure the seamless delivery of solutions and services.
6. Monitor and track account performance and identify areas for improvement.
7. Prepare and deliver detailed reports on project progress, and opportunities for further engagement or improvement.

Customer-Facing Skills

1. Articulate Communication & Attention to Detail: Clearly convey complex concepts to technical and non-technical audiences with precision.
2. Organization & Time Management: Effectively prioritize tasks, stay organized, and ensure timely follow-through on customer commitments.
3. Problem-Solving & Critical Thinking: Analyze challenges, develop creative solutions, and deliver results in customer-focused scenarios.

Required Technical Skills & Qualifications:

1. Strong foundation in networking concepts: OSI model, network protocols, and topologies.
2. Experience with Implementing firewalls, VPNs, endpoint security tools, and authentication protocols (e.g., LDAP, SAML,RADIUS).
3. Familiarity with advanced network security technologies (CASB, SIEM, ZTNA, SASE).
4. Knowledge of cybersecurity frameworks like MITRE ATT&CK and experience mitigating cyber threats.
5. Proficiency in Linux/Windows command-line environments for software deployment and debugging.

Bonus Skills:

• Certifications: CISSP, Fortinet FCP or CCNA, AWS/Azure/GCP Cloud Security
• Previous enterprise or endpoint security experience
• Any Programing and Scripting Skills such Bash, PowerShell, Python
• Languages : Spanish

In this key role, you will manage and drive direct sales engagements into a set of Fortune 1000 major accounts and strategic Partners. Your focus will be to create and implement strategic account plans focused on attaining enterprise-wide deployments of Fortinet products and services. Develop executive relationships with key buyers and influencers and leverage these during the sales process. Coordinate with appropriate internal groups to generate and deliver winning Contract Bids, Proposals, RFI/RFP Responses, and Statements of Work. Negotiate terms of business with clients to achieve win/win results that provide the basis for strong ongoing relationships.

Responsibilities

• Generating enterprise business opportunities and managing the sales process through to closure of the sale.
• Achievement of agreed quarterly sales goals.
• Generate a sales pipeline, qualifying opportunities, and accurately forecast pipeline.

Required Skills

• Minimum 5-8 years sales experience selling to Fortune 1000 Major Accounts.
• Minimum 3 years selling enterprise network security products and services.
• Proven ability to sell solutions to Fortune 1000 Accounts.
• A proven track record of quota achievement and demonstrated career stability
• Experience in closing large deals.
• Excellent presentation skills to executives & individual contributors
• Excellent written and verbal communication skills
• A self-motivated, independent thinker that can move deals through the selling cycle
• Candidate must thrive in a fast-paced, ever-changing environment.
• Competitive, Self-starter, Hunter-type mentality.
• The Major Account Manager, Enterprise is required to spend more than 50% of their time outside of their office or home office engaged in selling, including travel as needed to make a sale.

Education

• BS or equivalent experience, graduate degree preferred

Responsibilities:

• Manage a defined list of Fortinet partners in the region
• Build revenue and non revenue business plans with these partners
• Provide ongoing sales and technical trainings to these partners
• Must understand the partner's business and help the partner align mutual goals and KPIs to manage their business.
• Build marketing plans to drive incremental sales pipeline and revenues with development funds
• Act as key channel strategist to regional sales managers within region
• Partner with Fortinet marketing and engineering teams to drive revenue growth within region
• Provide geographic channel coverage for the region
• Carry quarterly and annual revenue targets

Required Skills

• 8+ years channel sales and territory management in networking or security sectors
• Experience building and executing on business and marketing plans with partners
• Must have experience in delivering sales trainings and experience in working in a fast pace environment with revenue responsibilities
• Excellent presentation skills to executives & individual contributors
• Excellent communication skills: communication is clear, concise, and convincing, whether verbal or written.
• Must be able to read people and connect meaningfully with various personalities. Has the ability to "read the room" and adjust accordingly.
• Candidate must be able to lead a team and direct change when necessary. The CAM can respectfully challenge the status quo and provide data when required.
• Competitive, self-starter, must be proactive and have a no excuse mindset and work in a fast-paced environment
• College or University degree preferred

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.

Required Qualifications:

• Bachelor’s degree.
• Coachable and flexible.
• 1+ years of field sales experience in the B2B technology space, with a preference for experience selling to SLED accounts.
• 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.
• The Regional Account Manager is required to spend more than 50% of their time outside of their office or home office engaged in selling, including travel as needed to make a sale.

Preferred Qualifications:

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