Regional Account Manager

4 weeks ago

Edmonton, Alberta, Canada Fortinet Full time

The Regional Account Manager at Fortinet is a field sales position responsible for a specific set of Mid-Market accounts. This role requires a strong understanding of the B2B technology space and the ability to create and execute an account plan from prospecting to building and maintaining a constant revenue pipeline.

Key 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.
  • 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 SMB 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 (Zoom, Teams, Gong).
  • 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.

Required Qualifications

  • Bachelor's degree.
  • Coachable and flexible.
  • Excellent written, verbal and presentation skills.
  • 3+ 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.
  • 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.

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.

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