Regional Account Manager – SLED

Fortinet

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

Posted 10/27/2026full-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 within the SLED sector, with a strong focus on building customer relationships and achieving sales quotas. Proficient in utilizing Salesforce.com for lead tracking and forecasting revenue.

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 ForecastingLead GenerationSales Cycle ManagementCustomer PresentationsDeal RegistrationRevenue Pipeline ManagementCybersecurity Solutions SalesGovernment Procurement KnowledgeNetworking ExperiencePublic/Private Cloud Experience

Soft Skills

Effective CommunicationTime ManagementRelationship BuildingEntrepreneurial MindsetCustomer Satisfaction Focus

Tools & Technologies

Salesforce.comGoToMeeting

Certifications & Qualifications

Bachelor’s Degree

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 constant revenue pipeline
Manage an assigned territory and quota
Forecast 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 establish customer relationships and credibility
Provide presales support for prospects and customers
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
Lead customer presentations and demos via GoToMeeting
Analyze and report on supported opportunities
Liaise between partners, customers, and Fortinet teams
Perform other 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 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 individual quota
Ability 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 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
Ability 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 SLED budget cycles
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
Sales career path opportunities