Named Regional Account Manager

Fortinet is at the center of one of the most important shifts in enterprise technology: the convergence of cybersecurity networking cloud and AI. As organizations race to adopt AI responsibly they need a partner that can deliver both AI for Securityand Security for AI. Fortinet is uniquely positioned to lead in this moment through our broad platform deep innovation and proven customer outcomes.

We are seeking a Named Regional Account Manager (NRAM)to lead the marquee Silicon Valley Mid-Enterprise territory with a strong customer base and significant growth potential. This is a true field sales role for a strategic seller who can deepen relationships expand platform adoption lead complex customer conversations and drive larger multi-product opportunities.

The ideal candidate has field sales experience in B2B technology knows how to command a room and can run customer engagements from first meeting to close. This seller should be equally comfortable prospecting into new accounts/divisions expanding existing accounts coordinating internal resources and managing sophisticated negotiations with senior decision-makers (i.e. VP & C suite).

What Youll Do

• 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 Fortinets broader platform including network security secure networking cloud SASE SecOps and other strategic initiatives.
• Position Fortinets 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.

What Were Looking For

• 23 years of field sales experiencein 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.
• Bachelors degree preferred.
• Experience in cybersecurity networking and/or public/private cloud is strongly preferred.

Fortinet offers employees a variety of benefits including medical dental vision life and disability insurance 401(k) 11paid holidays vacation time and sick time as well as a comprehensive leave program.

Wage ranges are based on various factors including the labor market job type and job level. On target earnings for this position is expected to be $200000 - $220000 per salary offers will be determined by factors such as the candidates subject knowledge skill level qualifications experience and geographic location.

All roles are eligible to participate in the Fortinet equity program and this position is also eligible for commissions based on the terms of the Sales Compensation Plan