• Drive direct sales engagements into SLED accounts within your assigned territory. • Create and implement territory plans to achieve deployments of Fortinet solutions to a set of assigned, existing accounts and new logo prospects, within your assigned territory. • Develop executive relationships with key buyers and influencers and leverage these relationships to achieve quarterly sales goals. • Coordinate with internal teams to deliver winning contract bids, proposals, RFI/RFP responses, and Statements of Work. • Negotiate terms of business with clients to achieve mutually beneficial results and long-term partnerships. • Build and promote the Company’s position as the worldwide leader in Unified Threat Management

• 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. • Create and track sales opportunities (leads, renewals, deal registrations and quotes in Salesforce.com) • 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 Mid-Market 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 (GO TO MEETING) • 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 • Execute the role with the utmost professionalism and in a way that aligns to Fortinet’s core values

• Manage and drive direct sales engagements into Named Accounts within assigned territory. • Create and implement territory plans focused on attaining deployments of Fortinet products and services. • Develop executive relationships with key buyers and influencers to achieve sales goals. • Generate a sales pipeline, qualify opportunities, and accurately forecast pipeline. • Negotiate terms of business with clients to achieve win/win results.

Role Description The Senior Account Manager owns the strategic relationship with an assigned enterprise client (or clients) and is accountable for client retention, satisfaction, and year-over-year growth of IES's contingent workforce. This role combines hands-on program stewardship with executive-level relationship management, business reviews, and identification of new business opportunities. Essential Job Functions - Client Relationship and Strategic Partnership: - Serve as the client's primary point of contact and strategic partner across program sponsors, hiring leaders, procurement, HR, and executive stakeholders. - Build and maintain a stakeholder map for the account; establish trusted relationships at the executive, manager, and employee levels. - Own the relationship with internal technology and client technology systems to create and enhance client deliverables. - Develop and maintain an annual account plan covering relationship strategy, service priorities, growth targets, risks, and renewal path. - Learn the client's business and translate that context into program adjustments and proactive recommendations. - Establish strong, collaborative cross-functional relationships internally to effectively serve client and worker needs. - Monthly Business Reviews: - Prepare and lead monthly business reviews with client program owners and executive sponsors. - Report on account activity and program health: requisition volume, time-to-fill, cycle time, SLA and KPI performance, supplier performance, and spend. - Surface problem areas, identify root causes, and present corrective actions with owners and due dates. - Identify opportunity areas including process improvements, spend optimization, and new use cases for IES services. - Keep the client current on IES service delivery, open items, prior commitments, and any changes in the IES team or operating approach. - Quarterly Business Reviews: - Plan, build, and deliver quarterly business reviews at the executive and program-sponsor levels. - Quantify, propose, and present value delivery objectives and opportunities over the quarter. - Brief the client on relevant regulatory and labor-market changes and pair each update with IES responses and recommended client actions. - Set and confirm quarter-ahead goals, action owners, and success measures. - Account Growth and New Business Development: - Own revenue retention and year-over-year growth targets for the assigned account; maintain and report on the account plan, pipeline, forecast, and targets. - Expand current product and service lines by identifying use cases, adoption gaps, new locations, and new business units. - Partner with Sales to drive renewals and net-new service line introductions. - Position and communicate the value of IES solutions with credibility; build business cases and document requirements. - Service Delivery and Program Oversight: - Own the end-to-end quality of the IES program for the client and hold internal teams accountable to SLAs, KPIs, contract terms, and committed deliverables. - Serve as subject matter expert on the needs of the client and how to leverage IES systems and products. - Act as an escalation point for resolution of non-routine issues; drive root-cause analysis and close the loop with the client in writing. - Partner with internal operations, payroll, technology, compliance, and finance to keep the program running cleanly. - Lead or influence VMS, CRM, and related technology configuration for the client. - Contribute to audits and ensure program compliance with client policies, IES policies, and applicable regulations. - Internal Leadership and Reporting: - Provide the VP, Client Delivery with a current view of account health, risks, revenue actuals versus forecast, and growth pipeline. - Communicate the value of additional solutions to client stakeholders; build consensus and document requirements. - Lead internal preparation ahead of MBRs and QBRs for a coordinated client experience. - Partner with internal departments and technology teams to create efficiencies between multiple systems. - Support special projects, new product rollouts, and technology enhancements that impact the assigned account. Qualifications - Bachelor's degree or equivalent combination of education and experience. - Demonstrated ability to successfully manage a portfolio of accounts and/or enterprise accounts and deliver client impact. - Extensive industry and MSP experience, Vendor Management Systems (VMS), and CRM platforms. - Extensive experience and knowledge of MSP operations, and other internal tools to enhance program performance, analytics, and reporting. - Proficient in Microsoft Office and Google Workspace; comfortable working in a remote-first environment. Requirements - IES complies with federal, state, and local rules and ordinances regarding equal opportunity, background checks, privacy, and other employment rules. - Applicants must complete and pass a background check after a conditional offer of employment. - IES adheres to federal, state, and local laws, including California's Fair Chance Reporting Act.