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

B2B Technology Sales ExperienceSalesforce.com ProficiencySLED Account Sales ExperienceQuota Management and ForecastingCustomer Relationship Management

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Sales Cycle ManagementLead GenerationRevenue ForecastingCustomer PresentationsDeal RegistrationSales Quota AchievementProspectingWritten CommunicationTime ManagementOrganizational Skills

Soft Skills

Relationship BuildingSelf-DrivenEffective CommunicationProblem SolvingAdaptability

Tools & Technologies

Salesforce.comGoToMeeting

Certifications & Qualifications

Bachelor’s Degree

Industry Keywords

SLED SectorCybersecurity SalesGovernment Procurement ProcessesCooperative Purchasing AgreementsPublic/Private Cloud ExperienceMulti-Tier DistributionNetworkingSecurity

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
Manage an assigned territory and quota
Forecast weekly, monthly, and quarterly revenues
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
Drive sales cycles to closure and provide presales support
Collaborate 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
Lead customer presentations and online demos using GoToMeeting
Analyze and report on supported opportunities
Liaise between partners, customers, and Fortinet teams
Perform additional 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 savvy
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 experience with SLED 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
Individual territory and quota with field sales career path opportunities
Reasonable accommodations for qualified individuals with disabilities