Regional Account Manager

Fortinet

Named Regional Account Manager leading Silicon Valley Mid-Enterprise IT accounts with a strong customer base and growth potential. Deepening relationships, expanding platform adoption, and driving complex customer conversations.

Posted 5/22/2026full-timeRemote • California • 🇺🇸 United StatesJuniorMid-Level💰 $200,000 - $220,000 per yearWebsite

Tech Stack

Tools & technologies

CloudCyber Security

About the role

Key responsibilities & impact

Own, grow, and establish relationships in a set of Mid-Enterprise accounts within the Silicon Valley territory.
Develop and execute strategic account plans that increase wallet share, multi-product adoption, and long-term customer value.
Lead customer engagements from beginning to end, including executive outreach, discovery, solution alignment, evaluation strategy, commercial negotiation, and close.
Conduct in-person meetings in the field, with the expectation that most customer meetings occur onsite in customer offices and in the field.
Drive both expansion within existing accounts and new logo development across the territory.
Build strong relationships across technical teams, IT leadership, security leadership, procurement, and executive buyers.
Identify and advance complex sales opportunities, including larger platform deals and multi-year agreements.
Collaborate cross-functionally with SEs, Channel Account Managers, partners, distributors, and leadership to drive coordinated account execution.
Forecast with accuracy and consistency, maintaining strong pipeline hygiene and clear visibility into deal progression.
Navigate customer priorities tied to cloud transformation, hybrid work, secure networking, cyber resilience, and AI adoption.
Generate, manage, and accurately forecast pipeline on a weekly, monthly, and quarterly basis.
Identify and advance opportunities across Fortinet’s broader platform, including network security, secure networking, cloud, SASE, SecOps, and other strategic initiatives.
Position Fortinet’s value in business terms, helping customers consolidate vendors, reduce risk, improve operational efficiency, and secure innovation.
Serve as a trusted advisor to customers while executing with urgency, professionalism, and strong commercial discipline.

Requirements

What you’ll need

2–3+ years of field sales experience in B2B technology sales
Proven track record of meeting or exceeding quota in a field-based sales role
Ability to run polished, productive customer meetings and full discovery conversations independently
Experience managing opportunities from prospecting through close, including forecasting, deal strategy, and contract negotiation
Strong executive presence and the ability to communicate with both technical and business stakeholders
Experience expanding existing accounts, managing strategic territories, and growing deal size over time
Strong organizational skills and ability to manage multiple opportunities and stakeholders simultaneously
Familiarity with channel-led sales motions and partner collaboration
Bachelor’s degree preferred
Experience in cybersecurity, networking, and/or public/private cloud is strongly preferred.

Benefits

Comp & perks

medical, dental, vision, life and disability insurance
401(k)
11 paid holidays
vacation time
sick time
comprehensive leave program

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills & Tools

B2B technology salesforecastingdeal strategycontract negotiationaccount managementpipeline managementcustomer engagementmulti-product adoptionsales opportunity identificationcommercial negotiation

Soft Skills

executive presencecommunicationorganizational skillsrelationship buildingcollaborationindependenceprofessionalismurgencystrategic thinkingcustomer advisory

Certifications

Bachelor's degree