Named Regional Account Manager at Fortinet

United States

$200k - $220k

<p class="x_MsoNormal" style="-webkit-text-stroke-width: 0px; background-color: rgb(255, 255, 255); color: rgb(36, 36, 36); font-family: Aptos, sans-serif; font-size: 12pt; font-style: normal; font-variant-caps: normal; font-variant-ligatures: normal; font-weight: 400; letter-spacing: normal; margin: 0in; orphans: 2; text-align: start; text-decoration-color: initial; text-decoration-style: initial; text-decoration-thickness: initial; text-indent: 0px; text-transform: none; white-space: normal; widows: 2; word-spacing: 0px;">&nbsp;</p><p><span style="font-family: Calibri, sans-serif;"><span style="font-size: 10pt; line-height: 115%;">&nbsp;</span></span></p><p><span style="font-family: Calibri, sans-serif;"><span style="font-size: 10pt; line-height: 115%;">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 <strong>AI for Security</strong>&nbsp;and <strong>Security for AI</strong>. Fortinet is uniquely positioned to lead in this moment through our broad platform, deep innovation, and proven customer outcomes.</span></span></p><p><span style="font-family: Calibri, sans-serif;"><span style="font-size: 10pt; line-height: 115%;">We are seeking a <strong>Named Regional Account Manager (NRAM)</strong>&nbsp;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.</span></span></p><p><span style="font-family: Calibri, sans-serif;"><span style="font-size: 10pt; line-height: 115%;">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+ &amp; C suite).</span></span></p><p><span style="font-family: Calibri, sans-serif;"><span style="font-size: 10pt; line-height: 115%;"><strong>What You’ll Do</strong></span></span></p><ul style="list-style-type: disc;"><li><span style="font-family: Calibri, sans-serif;"><span style="font-size: 10pt; line-height: 115%;">Own, grow, and establish relationships in a set of Mid-Enterprise accounts within the Silicon Valley territory.</span></span></li><li><span style="font-family: Calibri, sans-serif;"><span style="font-size: 10pt; line-height: 115%;">Develop and execute strategic account plans that increase wallet share, multi-product adoption, and long-term customer value.</span></span></li><li><span style="font-family: Calibri, sans-serif;"><span style="font-size: 10pt; line-height: 115%;">Lead customer engagements from beginning to end, including executive outreach, discovery, solution alignment, evaluation strategy, commercial negotiation, and close.</span></span></li><li><span style="font-family: Calibri, sans-serif;"><span style="font-size: 10pt; line-height: 115%;">Conduct in-person meetings in the field, with the expectation that most customer meetings occur onsite in customer offices and in the field.</span></span></li><li><span style="font-family: Calibri, sans-serif;"><span style="font-size: 10pt; line-height: 115%;">Drive both expansion within existing accounts and new logo development across the territory.</span></span></li><li><span style="font-family: Calibri, sans-serif;"><span style="font-size: 10pt; line-height: 115%;">Build strong relationships across technical teams, IT leadership, security leadership, procurement, and executive buyers.</span></span></li><li><span style="font-family: Calibri, sans-serif;"><span style="font-size: 10pt; line-height: 115%;">Identify and advance complex sales opportunities, including larger platform deals and multi-year agreements.</span></span></li><li><span style="font-family: Calibri, sans-serif;"><span style="font-size: 10pt; line-height: 115%;">Collaborate cross-functionally with SEs, Channel Account Managers, partners, distributors, and leadership to drive coordinated account execution.</span></span></li><li><span style="font-family: Calibri, sans-serif;"><span style="font-size: 10pt; line-height: 115%;">Forecast with accuracy and consistency, maintaining strong pipeline hygiene and clear visibility into deal progression.</span></span></li><li><span style="font-family: Calibri, sans-serif;"><span style="font-size: 10pt; line-height: 115%;">Navigate customer priorities tied to cloud transformation, hybrid work, secure networking, cyber resilience, and AI adoption.</span></span></li><li><span style="font-family: Calibri, sans-serif;"><span style="font-size: 10pt; line-height: 115%;">Generate, manage, and accurately forecast pipeline on a weekly, monthly, and quarterly basis.</span></span></li><li><span style="font-family: Calibri, sans-serif;"><span style="font-size: 10pt; line-height: 115%;">Identify and advance opportunities across Fortinet’s broader platform, including network security, secure networking, cloud, SASE, SecOps, and other strategic initiatives.</span></span></li><li><span style="font-family: Calibri, sans-serif;"><span style="font-size: 10pt; line-height: 115%;">Position Fortinet’s value in business terms, helping customers consolidate vendors, reduce risk, improve operational efficiency, and secure innovation.</span></span></li><li><span style="font-family: Calibri, sans-serif;"><span style="font-size: 10pt; line-height: 115%;">Serve as a trusted advisor to customers while executing with urgency, professionalism, and strong commercial discipline.</span></span></li></ul><p><span style="font-family: Calibri, sans-serif;"><span style="font-size: 10pt; line-height: 115%;"><strong>What We’re Looking For</strong></span></span></p><ul style="list-style-type: disc;"><li><span style="font-family: Calibri, sans-serif;"><span style="font-size: 10pt; line-height: 115%;"><strong>2–3+ years of field sales experience</strong>&nbsp;in B2B technology sales.</span></span></li><li><span style="font-family: Calibri, sans-serif;"><span style="font-size: 10pt; line-height: 115%;">Proven track record of meeting or exceeding quota in a field-based sales role.</span></span></li><li><span style="font-family: Calibri, sans-serif;"><span style="font-size: 10pt; line-height: 115%;">Ability to run polished, productive customer meetings and full discovery conversations independently.</span></span></li><li><span style="font-family: Calibri, sans-serif;"><span style="font-size: 10pt; line-height: 115%;">Experience managing opportunities from prospecting through close, including forecasting, deal strategy, and contract negotiation.</span></span></li><li><span style="font-family: Calibri, sans-serif;"><span style="font-size: 10pt; line-height: 115%;">Strong executive presence and the ability to communicate with both technical and business stakeholders.</span></span></li><li><span style="font-family: Calibri, sans-serif;"><span style="font-size: 10pt; line-height: 115%;">Experience expanding existing accounts, managing strategic territories, and growing deal size over time.</span></span></li><li><span style="font-family: Calibri, sans-serif;"><span style="font-size: 10pt; line-height: 115%;">Strong organizational skills and ability to manage multiple opportunities and stakeholders simultaneously.</span></span></li><li><span style="font-family: Calibri, sans-serif;"><span style="font-size: 10pt; line-height: 115%;">Familiarity with channel-led sales motions and partner collaboration.</span></span></li><li><span style="font-family: Calibri, sans-serif;"><span style="font-size: 10pt; line-height: 115%;">Bachelor’s degree preferred.</span></span></li><li><span style="font-family: Calibri, sans-serif;"><span style="font-size: 10pt; line-height: 115%;">Experience in cybersecurity, networking, and/or public/private cloud is strongly preferred.</span></span></li></ul><p><span style="font-family: Calibri, sans-serif;"><span style="font-size: 10pt; line-height: 115%;">&nbsp;</span></span></p><p><span style="font-family: Calibri, sans-serif;"><span style="font-size: 10pt; line-height: 115%;">Fortinet offers employees a variety of benefits, including medical, dental, vision, life and disability insurance, 401(k), 11&nbsp;paid holidays, vacation time, and sick time as well as a comprehensive leave program.&nbsp;</span></span></p><p><span style="font-family: Calibri, sans-serif;"><span style="font-size: 10pt; line-height: 115%;">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 $200,000 - $220,000 per year.&nbsp;Exact salary offers will be determined by factors such as the candidate's subject knowledge, skill level, qualifications, experience, and geographic location.</span></span></p><p><span style="font-family: Calibri, sans-serif;"><span style="font-size: 10pt; line-height: 115%;">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</span></span></p> <br><b>Fortinet makes possible a digital world that we can always trust through its mission to protect people, devices, and data everywhere. This is why the world’s largest enterprises, service providers, and government organizations choose Fortinet to securely accelerate their digital journey. The Fortinet Security Fabric platform delivers broad, integrated, and automated protections across the entire digital attack surface, securing critical devices, data, applications, and connections from the data center to the cloud to the home office. Ranking #1 in the most security appliances shipped worldwide, more than 615,000 customers trust Fortinet to protect their businesses. And the Fortinet NSE Training Institute, an initiative of Fortinet’s Training Advancement Agenda (TAA), provides one of the largest and broadest training programs in the industry to make cyber training and new career opportunities available to everyone.</b>