Regional Sales Manager

1 month ago

Calgary, Alberta, Canada Fortinet Full time
Regional Account Manager - Mid-Market

The Regional Account Manager is a key role within the Fortinet sales organization, focused on the Mid-Market segment. This field sales position is responsible for a specific set of Mid-Market accounts, while also sharing responsibility for all Mid-Market business within the territory.

Key Responsibilities:
  • Meet or exceed 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 ones.
  • Participate fully in team activities for enablement, forecasting, partner updates, partner sales efforts, and recognition.
  • Address customer satisfaction issues and requests in a timely manner.
  • Drive sales cycles to close while establishing relationships and credibility and providing necessary presales support for prospects and customers.
  • Work closely with the local Channel Account Manager and 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 sales activity metrics designed to make you productive and successful.
  • Lead customer presentations and demos via online tools (Zoom, Teams, Gong).
  • Perform ongoing analysis and report on opportunities that are supported.
  • Act as a liaison between partners, customers, and Fortinet team members.
  • Perform other duties and projects assigned to support business growth.
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 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, including 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.
  • 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 is a plus.
  • Experience in networking, security, and/or public/private cloud is a plus.

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