• 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 the 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 presentations and demos via online tools (GO TO MEETING). • Perform ongoing analysis and report on opportunities that are supported. • Act as a liaison between partners, customers, and appropriate Fortinet team members. • Perform other duties and projects, as assigned to support the growth of our business. • Execute the role with the utmost professionalism and in a way that aligns to Fortinet’s core values.

• Meet or exceed all assigned quotas and targets while forecasting weekly, monthly and quarterly revenues • Meet or exceed the required number of face-to-face meetings each month with customers and partners • Create and track sales opportunities in Salesforce.com • Address any customer satisfaction issues in a timely manner • Drive sales cycles to close while establishing relationships and credibility • Work closely with Channel Account Manager and reseller partners • Follow up on inbound and perform outbound prospecting activities • Meet and exceed the sales activity metrics • Lead customer presentation and demos via online tools • Perform ongoing analysis and report on supported opportunities • Act as a liaison between partner, customers, and Fortinet team members

• Prospecting New Business (There is a lot of B2B Door-to-Door Cold Calling Involved) • Develop Lead Generation and Utilize CRM to Track Activity • Selling and Setting Up New Accounts • Managing Accounts You Sell

• Own a defined sales territory and deliver revenue, volume, and margin objectives through effective opportunity management. • Maintain and grow existing customer relationships while identifying and developing new business opportunities. • Develop and execute strategic account plans for key customers, aligning internal and external stakeholders around growth initiatives. • Create, solicit, and present customer price quotations and proposals. • Qualify opportunities, prepare customer agreements, and negotiate commercial terms that support profitable growth. • Execute re-pricing actions for underperforming accounts when necessary to improve account profitability. • Forecast monthly and quarterly sales results with a high degree of accuracy. • Monitor product mix, customer demand, and capacity considerations to proactively manage business performance. • Coordinate customer visits, plant tours, product trials, and technical consultations to support business development efforts. • Collaborate with Inside Sales, Customer Service, Supply Chain, Operations, and Marketing teams to ensure excellent customer service and execution. • Utilize CRM systems to manage sales pipelines, monitor opportunities, assess risks, and maintain accurate customer data. • Address customer service, quality, or delivery concerns and coordinate corrective actions with appropriate cross-functional teams. • Build relationships across customer organizations, including purchasing, operations, engineering, and leadership teams. • Support and promote safety, compliance, and ethical business practices in all customer and internal interactions.