Regional Account Manager
Location
California
Posted
23 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
Related Guides
Related Job Pages
More Account Manager Jobs
Territory Manager – Acute Care, CAUTI Prevention
BDBD is a global medical technology company that is advancing the world of health. www.bd.com
• Drive adoption and implementation of PureWick™, Bactiguard coated Foley catheters, and BD Foley Trays across Acute Care environments • Build trusted relationships with nurses, clinicians, procurement teams, and hospital departments • Manage the full sales and implementation cycle, including opportunity identification, pilots, rollout, follow-up activities, and long-term adoption • Lead structured implementation programmes aligned with local clinical protocols and hospital workflows • Deliver hands-on product training and establish train-the-trainer programmes to support sustainable adoption • Communicate health economic value propositions, including reduction of CAUTIs, nursing time savings, reduced catheter days, and cost-of-care improvements • Identify and develop new business opportunities across priority regions and departments in Sweden and Denmark • Coordinate clinical and commercial resources to support successful implementation and territory growth
Inside Territory Manager
SonicWallDelivering real-time breach detection and prevention solutions backed by SonicWall Capture Threat Network.
• Driving revenue growth – end user focus to drive net new business • Grow deeper into our existing SMB accounts within selected regional channel partners and distribution • Engage and support our channel partners in activities to assist in pipeline growth and revenue • Enhances and further builds relationships with Channel Partners based upon knowledge of SonicWall’s technology, products, and services • Promote and drive marketing campaigns within the channel community • Maintain relationship with channel partners including understanding their business model, structure and processing annual business plans • Drive Channel Partner revenue and manage pipeline • Outbound phone and email communications to both existing and new Channel Partners • Liaises between Customers, Partners and the SonicWall sales organization
• Gain distribution and utilization of the Impella 5.5 (left sided treatment) • Gain distribution and utilization of the Impella RP (right sided treatment) • Manage EXCEL sites and clinicals on new Surgery, Heart Failure, ECMO technologies • Work collaboratively within the area to achieve quarter over quarter growth • Drive excitement and vision of heart recovery solutions with existing devices and future technologies • Call point(s): Cardiac Surgeons, Heart Failure Cardiologists, “Heart Team” (to include Interventional Cardiologists, Intensivists, & Perfusionists) • Staff major conferences: HFSA, AHA, STS, AATS, and ISHLT • Staff local heart failure symposiums • Build surgical vertical in established Impella programs – Full product portfolio
• Support day-to-day management of the Sephora business across US, CA, and UK, with increasing ownership of retailer communication and follow-ups. • Own weekly and monthly sales reporting, tracking key KPIs including same-store sales, MoM/YoY performance, and SKU productivity. • Analyze sell-through trends and translate insights into clear, actionable recommendations to drive growth and close sales gaps. • Track and manage retailer exposure opportunities (FOS, endcaps, animations), maintaining visibility trackers and supporting merchant pitches. • Support end-to-end execution of product launches and key retail moments across dotcom and in-store, ensuring alignment across marketing, operations, and planning. • Monitor in-stock levels and flag risks, partnering closely with planning and operations to support replenishment and PO tracking. • Support development and execution of retail marketing campaigns, sampling programs, and in-store activations. • Partner cross-functionally with marketing, creative, planning, and operations to ensure seamless execution across all retail touchpoints. • Conduct competitive analysis and bring forward ideas to improve assortment, positioning, and in-store presence. • Maintain strong internal alignment by proactively communicating updates, risks, and opportunities across teams.
