Regional Account Manager

• Own, grow, and establish relationships in Mid-Enterprise accounts within the Silicon Valley territory
• Develop and execute strategic account plans to increase wallet share, multi-product adoption, and long-term customer value
• Lead customer engagements from executive outreach and discovery through 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 on coordinated account execution
• Forecast accurately and consistently, maintaining pipeline hygiene and 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 weekly, monthly, and quarterly
• Advance opportunities across network security, secure networking, cloud, SASE, Sec Ops, and other strategic initiatives
• Position Fortinet’s value in business terms to help customers consolidate vendors, reduce risk, improve operational efficiency, and secure innovation
• Serve as a trusted advisor while executing with urgency, professionalism, and commercial discipline

• 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 ability to communicate with 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 strongly preferred

Demonstrates expertise in B2B technology sales with a focus on account management, strategic planning, and customer engagement. Proven ability to drive growth in Mid-Enterprise accounts through effective relationship building and negotiation skills.

• Field Sales Experience
• Account Management
• Forecasting and Pipeline Management
• Cybersecurity Knowledge
• Negotiation Skills

• B2B Technology Sales
• Account Planning
• Deal Strategy
• Contract Negotiation
• Opportunity Management
• Sales Forecasting
• Multi-Product Adoption
• Customer Engagement
• Complex Sales Opportunities
• Pipeline Hygiene

• Strong Executive Presence
• Organizational Skills
• Communication Skills
• Relationship Building
• Professionalism

• Bachelor’s Degree

• Cybersecurity
• Networking
• Public Cloud
• Private Cloud
• Cloud Transformation
• Hybrid Work
• Secure Networking
• SASE
• Sec Ops
• Commercial Discipline