Regional Account Manager

Fortinet

. Own, grow, and establish relationships in Mid-Enterprise accounts within the Silicon Valley territory .

Posted 9/24/2026full-timeUnited StatesJuniorMid-LevelWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in B2B technology sales with a focus on account management, strategic planning, and customer engagement. Proven ability to drive growth in Mid-Enterprise accounts through effective relationship building and negotiation skills.

Highest-signal resume keywords

B2B Technology Sales ExperienceAccount ManagementForecasting and Pipeline ManagementNegotiation SkillsCybersecurity and Networking Knowledge

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Sales Strategy DevelopmentQuota AchievementOpportunity ManagementContract NegotiationCustomer Engagement

Soft Skills

Strong Executive PresenceOrganizational SkillsCommunication Skills

Tools & Technologies

Cloud SolutionsSecure NetworkingSASESecOps

Industry Keywords

Mid-Enterprise AccountsChannel-Led SalesCyber ResilienceHybrid WorkAI Adoption

Tech Stack

Tools & technologies

CloudCyber Security

About the role

Key responsibilities & impact

Own, grow, and establish relationships in Mid-Enterprise accounts within the Silicon Valley territory
Develop and execute strategic account plans to increase wallet share, multi-product adoption, and long-term customer value
Lead customer engagements from executive outreach and discovery through solution alignment, evaluation strategy, negotiation, and close
Conduct in-person meetings, with most customer meetings expected onsite in customer offices and in the field
Drive expansion within existing accounts and new-logo development
Build relationships across technical teams, IT leadership, security leadership, procurement, and executive buyers
Identify and advance complex sales opportunities, including platform deals and multi-year agreements
Collaborate with SEs, Channel Account Managers, partners, distributors, and leadership
Forecast accurately and maintain pipeline hygiene and deal visibility
Navigate customer priorities involving cloud transformation, hybrid work, secure networking, cyber resilience, and AI adoption
Generate, manage, and forecast pipeline weekly, monthly, and quarterly
Position Fortinet's broader platform—including network security, secure networking, cloud, SASE, and SecOps—in business terms
Serve as a trusted advisor while executing with urgency, professionalism, and commercial discipline

Requirements

What you’ll need

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 ability to communicate with 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
Experience in cybersecurity, networking, and/or public/private cloud strongly preferred
Bachelor's degree preferred