Regional Account Manager, SLED

Fortinet

. Execute a go-to-market strategy through prospecting and collaboration with SLED-focused partners .

Posted 11/12/2026full-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 relationships and exceeding sales quotas. Proficient in utilizing Salesforce.com for lead tracking and revenue forecasting while maintaining high customer satisfaction.

Highest-signal resume keywords

Field Sales ExperienceSalesforce.com ProficiencySLED Sector KnowledgeQuota ManagementCustomer Relationship Building

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Sales Cycle UnderstandingRevenue ForecastingLead GenerationDeal RegistrationPresales SupportCustomer PresentationsSales Quota AchievementCybersecurity Solutions SalesGovernment Procurement ProcessesNetworking and Security Knowledge

Soft Skills

Effective CommunicationOrganizational SkillsTime ManagementSelf-DrivenRelationship Building

Tools & Technologies

Salesforce.comGoToMeeting

Industry Keywords

B2B Technology SalesSLED AccountsPublic/Private CloudMulti-Tier DistributionCooperative Purchasing Agreements

Tech Stack

Tools & technologies

CloudCyber SecuritySFDC

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 an assigned territory
Meet or exceed assigned quotas and targets
Forecast weekly, monthly, and quarterly revenues
Conduct face-to-face meetings with customers and partners 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 close and provide presales support
Collaborate with the 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 demos using GoToMeeting
Analyze and report on supported opportunities
Liaise among partners, customers, and Fortinet team members
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, preferably 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
Self-driven; 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 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
Networking, security, and/or public/private cloud experience is a plus

Benefits

Comp & perks

Initial onboarding education
Ongoing enablement and coaching
Opportunities in the overall field sales career path at Fortinet