Regional Account Manager – SLED

Fortinet

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

Posted 10/6/2026full-timeRemote • United StatesJunior💰 $130,000 - $160,000 per yearWebsite

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 SLED sector. 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 Account SalesQuota ManagementCustomer 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 SupportTime ManagementEntrepreneurial StrengthsB2B Technology Sales

Soft Skills

Excellent Communication SkillsRelationship BuildingSelf-DrivenOrganizational SkillsTeam Collaboration

Tools & Technologies

Salesforce.comGoToMeeting

Certifications & Qualifications

Bachelor’s Degree

Industry Keywords

SLED SectorGovernment Procurement ProcessesCooperative Purchasing AgreementsCybersecurity SolutionsPublic/Private Cloud ExperienceMulti-Tier DistributionNetworkingSecurity

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 CA State Agency accounts
Meet or exceed assigned quotas and targets
Forecast weekly, monthly, and quarterly revenues for the assigned account set and territory
Conduct face-to-face meetings with customers and partners to identify and grow opportunities
Participate in team 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 local Channel Account Manager and reseller partners to drive deals and increase revenue
Follow up on inbound, web, and corporate event leads
Perform inbound and 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 team members
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 and relevant written follow-up
Proven track record of meeting and exceeding sales quotas and targets
Understanding of the sales cycle and internal and external business processes
Experience managing and forecasting 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
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 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

Medical insurance
Dental insurance
Vision insurance
Life insurance
Disability insurance
401(k)
11 paid holidays
Vacation time
Sick time
Comprehensive leave program
Fortinet equity program
Commissions based on the Sales Compensation Plan
Initial onboarding education
Ongoing enablement and coaching