Regional Account Manager

Responsibilities 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 most customer meetings occurring onsite in customer offices and in the field Drive expansion within existing accounts and new logo development across the territory Build 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 with SEs, Channel Account Managers, partners, distributors, and leadership to drive coordinated account execution Forecast accurately and consistently, 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 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 Core Competencies Demonstrates expertise in B2B technology sales with a focus on account management, strategic planning, and customer engagement. Proven ability to drive growth through relationship building, effective negotiation, and understanding of cybersecurity and cloud solutions. Highest-signal resume keywords Field Sales Experience Account Management Forecasting and Pipeline Management Cybersecurity Knowledge Negotiation Skills Hard Skills B2B Sales Account Planning Deal Strategy Contract Negotiation Pipeline Forecasting Multi-Product Adoption Customer Engagement Sales Quota Achievement Opportunity Management Technical Solution Alignment Soft Skills Strong Executive Presence Organizational Skills Communication Skills Relationship Building Professionalism Certifications & Qualifications Bachelor's Degree Industry Keywords Cybersecurity Networking Cloud Solutions Hybrid Work Secure Networking AI Adoption Channel-Led Sales Strategic Territory Management Customer Value Vendor Consolidation #J-18808-Ljbffr Jobtailor