Regional Account Manager, SLED

Fortinet

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

Posted 11/2/2026full-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 exceeding sales quotas in the B2B technology 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 Building

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Sales Cycle ManagementRevenue ForecastingLead GenerationDeal RegistrationCustomer PresentationsSales Quota AchievementCybersecurity Sales ExperienceGovernment Procurement KnowledgePublic/Private Cloud ExperienceNetworking and Security Knowledge

Soft Skills

Effective CommunicationOrganizational SkillsTime ManagementSelf-DrivenRelationship Building

Tools & Technologies

Salesforce.comGoToMeeting

Industry Keywords

B2B TechnologySLED SectorCooperative Purchasing AgreementsMulti-Tier DistributionHigh-Performance Environment

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 consistent 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 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 promptly
Drive sales cycles to closure and provide presales support
Collaborate with the local Channel Account Manager and reseller partners to drive deals and increase 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 among partners, customers, and Fortinet team members
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 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
Professional conduct aligned with Fortinet’s core values
Must spend more than 50% of time outside the office or home office engaged in selling, including travel as needed
Prior cybersecurity or technology solutions sales experience to SLED accounts preferred
Familiarity with government procurement processes, cooperative purchasing agreements, and SLED budget cycles preferred
Public/private cloud experience is a plus
Multi-tier distribution experience is a plus
Networking, security, and/or public/private cloud experience is a plus

Benefits

Comp & perks

Initial onboarding education
Ongoing enablement and coaching
Individual territory and quota assignment
Career path opportunities within Fortinet’s field sales organization