Regional Account Manager – SLED

Fortinet

. Execute a Go-To-Market strategy through prospecting and collaboration with SLED-focused partners .

Posted 10/8/2026full-timeRemote • United StatesJuniorWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in executing Go-To-Market strategies and managing sales cycles, with a strong focus on building relationships and driving revenue growth in the SLED sector. Proficient in utilizing Salesforce.com for lead tracking and forecasting while maintaining high customer satisfaction.

Highest-signal resume keywords

Field Sales ExperienceSalesforce.com ProficiencySLED Account SalesQuota ManagementCustomer Relationship Management

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Sales ForecastingLead GenerationSales Cycle ManagementCustomer PresentationsDeal RegistrationRevenue Pipeline ManagementSales Quota AchievementCybersecurity Solutions SalesNetworking ExperiencePublic/Private Cloud Knowledge

Soft Skills

Effective CommunicationTime ManagementRelationship BuildingSelf-DrivenOrganizational Skills

Tools & Technologies

Salesforce.comGoToMeeting

Certifications & Qualifications

Bachelor’s Degree

Industry Keywords

SLED SectorGovernment Procurement ProcessesCooperative Purchasing AgreementsSales Activity MetricsMulti-Tier Distribution

Tech Stack

Tools & technologies

CloudCyber SecuritySFDCGo

About the role

Key responsibilities & impact

Execute a Go-To-Market strategy through prospecting and collaboration with SLED-focused partners
Build and maintain a constant revenue pipeline for CA State Agencies
Meet or exceed assigned quotas and targets
Forecast weekly, monthly, and quarterly revenues for the assigned account set and territory
Conduct face-to-face customer and partner meetings to identify and grow opportunities
Participate in team enablement, forecasting, partner updates, partner 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
Work with the local Channel Account Manager and reseller partners to drive deals and revenue
Follow up on inbound, web, and corporate event leads
Conduct inbound and outbound prospecting
Meet sales activity metrics
Lead customer presentations and demos using GoToMeeting
Analyze and report on supported opportunities
Liaise between partners, customers, and Fortinet teams
Perform other duties and projects supporting business growth

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 the SLED sector
Ability to run productive customer-facing and partner-facing meetings with timely, relevant 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 quickly build productive relationships in a fast-paced, high-performance environment
Computer savvy
Excellent written, verbal, and presentation skills
Well organized with effective time and activity management skills
Ability to apply entrepreneurial strengths in a driven, forward-thinking manner
Ability to close business while achieving high customer and partner satisfaction
Must spend more than 50% of time outside the office or home office engaged in selling, including travel as needed
Preferred: experience selling cybersecurity or technology solutions to SLED accounts
Preferred: familiarity with government procurement processes, cooperative purchasing agreements, and SLED budget cycles
Public/private cloud experience is a plus
Multi-tier distribution experience is a plus
Experience in networking, security, and/or public/private cloud is a plus

Benefits

Comp & perks

Fortinet will provide initial onboarding education
Ongoing enablement and coaching
Reasonable accommodations for all qualified individuals with disabilities
Equal opportunity employer and diversity commitment