Regional Account Manager

Fortinet

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

Posted 10/16/2026full-timeUnited StatesJuniorMid-Level💰 $200,000 - $220,000 per yearWebsite

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, commercial negotiation, and close
Conduct in-person meetings in the field, with most customer meetings occurring 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 larger platform deals and multi-year agreements
Collaborate with SEs, Channel Account Managers, partners, distributors, and leadership on coordinated account execution
Forecast accurately and consistently while maintaining 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
Identify opportunities across network security, secure networking, cloud, SASE, SecOps, and other strategic initiatives
Position Fortinet’s value in business terms to help customers consolidate vendors, reduce risk, improve operational efficiency, and secure innovation
Serve as a trusted advisor while executing with urgency, professionalism, and commercial discipline
Lead the Silicon Valley Mid-Enterprise territory for Fortinet, a cybersecurity and secure networking company

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

Benefits

Comp & perks

Medical insurance
Dental insurance
Vision insurance
Life insurance
Disability insurance
401(k)
11 paid holidays
Vacation time
Sick time
Comprehensive leave program
Fortinet equity program
Commissions based on the terms of the Sales Compensation Plan