Regional Account Manager
Location
Washington
Posted
9 days ago
Salary
$200K - $220K / year
Seniority
Mid Level
Job Description
Regional Account Manager
Fortinet
• Own, grow, and establish relationships in a set of Mid-Enterprise accounts within the Silicon Valley territory. • Develop and execute strategic account plans that increase wallet share, multi-product adoption, and long-term customer value. • Lead customer engagements from beginning to end, including executive outreach, discovery, solution alignment, evaluation strategy, commercial negotiation, and close. • Conduct in-person meetings in the field, with the expectation that most customer meetings occur onsite in customer offices and in the field. • Drive both expansion within existing accounts and new logo development across the territory. • Build strong relationships across technical teams, IT leadership, security leadership, procurement, and executive buyers. • Identify and advance complex sales opportunities, including larger platform deals and multi-year agreements. • Collaborate cross-functionally with SEs, Channel Account Managers, partners, distributors, and leadership to drive coordinated account execution. • Forecast with accuracy and consistency, maintaining strong pipeline hygiene and clear visibility into deal progression. • Navigate customer priorities tied to cloud transformation, hybrid work, secure networking, cyber resilience, and AI adoption. • Generate, manage, and accurately forecast pipeline on a weekly, monthly, and quarterly basis. • Identify and advance opportunities across Fortinet’s broader platform, including network security, secure networking, cloud, SASE, SecOps, and other strategic initiatives. • Position Fortinet’s value in business terms, helping customers consolidate vendors, reduce risk, improve operational efficiency, and secure innovation. • Serve as a trusted advisor to customers while executing with urgency, professionalism, and strong commercial discipline.
Job Requirements
- 2–3+ years of field sales experience in B2B technology sales.
- Proven track record of meeting or exceeding quota in a field-based sales role.
- Ability to run polished, productive customer meetings and full discovery conversations independently.
- Experience managing opportunities from prospecting through close, including forecasting, deal strategy, and contract negotiation.
- Strong executive presence and the ability to communicate with both technical and business stakeholders.
- Experience expanding existing accounts, managing strategic territories, and growing deal size over time.
- Strong organizational skills and ability to manage multiple opportunities and stakeholders simultaneously.
- Familiarity with channel-led sales motions and partner collaboration.
- Bachelor’s degree preferred.
- Experience in cybersecurity, networking, and/or public/private cloud is strongly preferred.
Benefits
- medical, dental, vision, life and disability insurance
- 401(k)
- 11 paid holidays
- vacation time
- sick time
- comprehensive leave program
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