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.
Wage ranges are based on various factors including the labor market, job type, and job level. On target earnings for this position is expected to be $154,100 - $168,200 per year. Exact salary offers will be determined by factors such as the candidate's subject knowledge, skill level, qualifications, experience, and geographic location.