Named Regional Account Manager

Responsibilities

The Regional Account Manager is responsible for managing a specific set of Mid-Market accounts and driving revenue growth within their assigned territory. This includes prospecting, executing account plans, forecasting sales, and collaborating with channel partners to close deals.

Requirements

Candidates must have a bachelor's degree and at least one year of field sales experience in the B2B technology sector. Strong communication, organizational, and relationship-building skills are required to manage high-volume workloads and meet sales quotas.

Skills

• Field sales
• B2B technology sales
• Account planning
• Revenue forecasting
• Prospecting
• Salesforce.com
• Channel partner management
• Customer relationship management
• Presentation skills
• Negotiation
• Time management
• Strategic planning
• Networking
• Security solutions
• Cloud computing

About this role

The Named Regional Account Manager (RAM) is an exciting new role within the
Fortinet sales organization that is focused on an important subset of the
Mid-Market segment.  The RAM is a field sales position responsible for a
specific set of Mid-Market accounts while also having shared responsibility for
all Mid-Market business within their territory.  The ideal candidate will have
previous field sales experience in the B2B technology space. The RAM will create
and execute an account plan from prospecting to building and maintaining a
constant revenue pipeline.  Fortinet will provide initial onboarding education
to begin your career. Once completed, you will be assigned an individual
territory and quota and given ongoing enablement and coaching to achieve the
highest levels of success.  Success in the RAM role provides many options in the
overall career path at Fortinet.  

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

Fortinet makes possible a digital world that we can always trust through its
mission to protect people, devices, and data everywhere. This is why the world’s
largest enterprises, service providers, and government organizations choose
Fortinet to securely accelerate their digital journey. The Fortinet Security
Fabric platform delivers broad, integrated, and automated protections across the
entire digital attack surface, securing critical devices, data, applications,
and connections from the data center to the cloud to the home office. Ranking #1
in the most security appliances shipped worldwide, more than 615,000 customers
trust Fortinet to protect their businesses. And the Fortinet NSE Training
Institute, an initiative of Fortinet’s Training Advancement Agenda (TAA),
provides one of the largest and broadest training programs in the industry to
make cyber training and new career opportunities available to everyone.

About Fortinet

Computer and Network Security · 10,001+ employees · headquartered in Sunnyvale, CA