Regional Account Manager, SLED

Fortinet

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

Posted 9/22/2026full-timeRemote • Pennsylvania • United StatesJuniorWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in executing Go-To Market Strategies and managing sales cycles, particularly within the SLED sector. Proven ability to build relationships, meet sales quotas, and provide exceptional customer and partner satisfaction.

Highest-signal resume keywords

Field Sales ExperienceSales Quota ManagementSLED Sector KnowledgeSalesforce.com ProficiencyCustomer Relationship Management

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Sales Cycle UnderstandingRevenue ForecastingLead GenerationDeal RegistrationCustomer PresentationsSales Activity MetricsPresales SupportNetworking SolutionsCybersecurity SolutionsPublic/Private Cloud Experience

Soft Skills

Effective CommunicationTime ManagementRelationship BuildingSelf-DrivenOrganizational Skills

Tools & Technologies

Salesforce.comGoToMeeting

Certifications & Qualifications

Bachelor’s Degree

Industry Keywords

B2B TechnologySLED AccountsGovernment Procurement ProcessesCooperative Purchasing AgreementsMulti-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 while forecasting weekly, monthly, and quarterly revenues.
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 the local Channel Account Manager and reseller partner network to drive deals and enable partner success.
Follow up on inbound, web, and corporate event leads and conduct 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, with a preference for experience selling to SLED accounts.
Working knowledge of the businesses, procurement processes, and partners in the local territory, especially within the SLED sector.
Ability to run productive customer-facing and partner-facing meetings while providing timely and relevant written follow-up.
Proven track record of meeting and exceeding sales quotas and targets.
Understanding of the sales cycle in conjunction with business processes internally and externally.
Experience managing and forecasting 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 a high level of customer and partner satisfaction.
Required to spend more than 50% of time outside the office or home office engaged in selling, including travel as needed.
Preferred: prior experience selling cybersecurity or technology solutions to SLED accounts.
Preferred: familiarity with government procurement processes, cooperative purchasing agreements, and budget cycles in the SLED sector.
Public/private cloud experience is a plus.
Experience with multi-tier distribution is a plus.
Experience in networking, security, and/or public/private cloud is a plus.

Benefits

Comp & perks

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