Regional Account Manager

About the role

The Regional Account Manager (RAM) is a field sales position responsible for a specific set of business within their territory. You will create and execute an account plan from prospecting to building and maintaining a constant revenue pipeline. Fortinet provides initial onboarding education, followed by assignment of an individual territory and quota, with ongoing enablement and coaching to achieve success. Success in this role offers multiple career path options 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.
• Conduct the required number of face-to-face meetings each month with customers and partners in territory to identify new opportunities and grow existing ones.
• Fully participate 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 customer satisfaction issues and requests in a timely manner.
• Drive sales cycles to close while establishing relationships and credibility, and provide presales support for prospects and customers.
• Work closely with your local Channel Account Manager (CAM) and 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, and perform outbound prospecting to identify new sales opportunities.
• Meet and exceed sales activity metrics designed to ensure productivity and success.
• Lead customer presentations and demos via online tools (e.g., GoToMeeting).
• Perform ongoing analysis and reporting on supported opportunities.
• Act as a liaison between partners, customers, and appropriate Fortinet team members.
• Perform other duties and projects as assigned to support business growth.
• Execute the role with professionalism, aligning with Fortinet’s core values.
• Spend more than 50% of your time outside the office or home office engaged in selling, including travel as needed.

Requirements

• Bachelor’s degree.
• Coachable and flexible with 1+ years of field sales experience in the B2B technology space.
• Working knowledge of businesses and partners in the local territory.
• Ability to run productive customer-facing and partner-facing meetings with timely and relevant written follow-up.
• Proven track record of meeting and exceeding sales quotas and targets.
• Understanding of the sales cycle and related internal and external business processes.
• Experience managing and driving sales cycles from start to finish, including forecasting individual quota.
• Self-driven with the ability to manage a diverse, high-volume workload.
• Ability to quickly build productive relationships in a fast-paced, high-performance environment.
• Computer-savvy with 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 professionalism, aligning with Fortinet’s core values.

Preferred Qualifications

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