Regional Account Manager, SLED

Fortinet

. Execute a go-to-market strategy for the SLED segment .

Posted 10/5/2026full-timeRemote • United StatesJuniorWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in executing go-to-market strategies for the SLED segment, managing sales cycles, and building productive relationships with customers and partners. Proficient in utilizing Salesforce.com for lead tracking and forecasting while maintaining high customer satisfaction.

Highest-signal resume keywords

B2B Technology Sales ExperienceSLED Account SalesSales Quota ManagementSalesforce.com ProficiencyCustomer Relationship Management

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Sales Cycle UnderstandingForecasting SkillsLead GenerationDeal RegistrationCustomer PresentationsSales Activity MetricsWritten Follow-UpTime ManagementOrganizational SkillsEntrepreneurial Strengths

Soft Skills

Effective CommunicationRelationship BuildingSelf-DrivenHigh-Performance Environment AdaptabilityCustomer Satisfaction Focus

Tools & Technologies

Salesforce.comGoToMeeting

Certifications & Qualifications

Bachelor’s Degree

Industry Keywords

SLED SegmentGovernment Procurement ProcessesCooperative Purchasing AgreementsCybersecurity SalesPublic/Private Cloud ExperienceMulti-Tier DistributionNetworkingSecurity

Tech Stack

Tools & technologies

CloudCyber SecuritySFDC

About the role

Key responsibilities & impact

Execute a go-to-market strategy for the SLED segment
Work with California state agencies
Prospect and collaborate with SLED-focused partners to build and maintain a revenue pipeline
Manage an assigned territory and quota
Meet or exceed quotas and targets while forecasting weekly, monthly, and quarterly revenue
Conduct face-to-face meetings with customers and partners to identify and grow opportunities
Participate in team enablement, forecasting, partner updates, sales efforts, and recognition activities
Create and track leads, renewals, deal registrations, and quotes in Salesforce.com
Address customer satisfaction issues and requests
Drive sales cycles to close and provide presales support
Collaborate with Channel Account Managers and reseller partners to drive deals and increase revenue
Follow up on inbound, web, corporate-event, and outbound prospecting leads
Meet sales activity metrics
Lead customer presentations and demos using GoToMeeting
Analyze and report on supported opportunities
Liaise among partners, customers, and Fortinet team members
Perform assigned duties and projects supporting business growth
Execute the role in alignment with Fortinet’s core values

Requirements

What you’ll need

Bachelor’s degree
1+ years of field sales experience in the B2B technology space
Preference for experience selling to SLED accounts
Working knowledge of local-territory businesses, procurement processes, and partners, especially within SLED
Ability to run productive customer-facing and partner-facing meetings and provide timely written follow-up
Proven track record of meeting and exceeding sales quotas and targets
Understanding of sales cycles and internal and external business processes
Experience managing and forecasting an individual quota
Self-driven and able to manage a diverse, high-volume workload
Ability to build productive relationships in a fast-paced, high-performance environment
Computer proficiency
Excellent written, verbal, and presentation skills
Effective organization, time, and activity management skills
Ability to apply entrepreneurial strengths in a driven, forward-thinking manner
Ability to close business while maintaining high customer and partner satisfaction
More than 50% of time spent outside the office or home office engaged in selling, including travel as needed
Preferred: cybersecurity or technology solutions sales to State, Local Government, and Education accounts
Preferred: familiarity with government procurement processes, cooperative purchasing agreements, and SLED budget cycles
Preferred: public/private cloud experience
Preferred: multi-tier distribution experience
Preferred: networking, security, and/or public/private cloud experience

Benefits

Comp & perks

Initial onboarding education
Ongoing enablement and coaching
Career path opportunities within Fortinet sales
Reasonable accommodations for qualified individuals with disabilities
Equal opportunity employment