Regional Account Manager, SLED

• The Regional Account Manager (RAM) is an exciting role within the Fortinet sales
• organization that is focused on an important subset of the SLED (State, Local
• Government and Education) segment. RAM is a field sales position. This role will
• be responsible for working with CA State Agencies. RAM will execute a Go-To
• Market Strategy derived from prospecting and collaborating with SLED Focused
• Partners to build and maintain a constant revenue pipeline. Fortinet will
• provide initial onboarding education to continue your selling career. 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 field sales career path at Fortinet and
• State experience would be 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 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.

• 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.