Regional Account Manager, SLED

Fortinet

Regional Account Manager selling Fortinet cybersecurity solutions to California state agencies. Building SLED partner pipelines, managing territories, and closing field sales opportunities.

Posted 9/3/2026full-timeRemote • California • 🇺🇸 United StatesJunior💰 $130,000 - $160,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in field sales within the B2B technology sector, particularly in managing sales cycles, forecasting revenues, and building relationships with SLED accounts. Proficient in utilizing Salesforce.com for lead tracking and sales management while ensuring high customer satisfaction.

Highest-signal resume keywords

Field Sales ExperienceSalesforce.com ProficiencySLED Account ManagementQuota ManagementCustomer Relationship Building

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Sales Cycle ManagementRevenue ForecastingLead GenerationSales Quota AchievementCustomer Satisfaction Management

Soft Skills

Effective CommunicationTime ManagementOrganizational SkillsSelf-DrivenRelationship Building

Tools & Technologies

Salesforce.comGoToMeeting

Certifications & Qualifications

Bachelor’s Degree

Industry Keywords

B2B TechnologySLED SectorGovernment Procurement ProcessesCybersecurity SalesPublic/Private Cloud

Tech Stack

Tools & technologies

CloudCyber SecuritySFDC

About the role

Key responsibilities & impact

Work as a field sales Regional Account Manager within Fortinet’s SLED organization
Work with California state agencies
Execute a go-to-market strategy through prospecting and collaboration with SLED-focused partners
Build and maintain a constant revenue pipeline
Manage an individual 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 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 partner network to drive deals, revenue, and partner success
Follow up on inbound, web, and corporate event leads
Conduct inbound and outbound prospecting
Meet sales activity metrics
Lead customer and partner 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

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 the sales cycle and internal and external business processes
Ability to manage and drive sales cycles from start to finish, including 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 high customer and partner satisfaction
Ability to execute the role professionally and align with Fortinet’s core values
Required to spend more than 50% of time outside the office or home office engaged in selling, including travel as needed
Prior cybersecurity or technology solutions sales experience to SLED accounts preferred
Familiarity with government procurement processes, cooperative purchasing agreements, and SLED budget cycles preferred
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

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 terms of the Sales Compensation Plan
Initial onboarding education
Ongoing enablement and coaching