Regional Account Manager responsible for selling Fortinet cybersecurity solutions to California state agencies within the SLED segment. The role manages an assigned territory and quota, develops partner and customer relationships, generates pipeline, conducts prospecting and presentations, manages Salesforce opportunities, forecasts revenue, and drives sales cycles through close. More than 50% of time is spent outside the office or home office conducting customer-facing sales activities and travel.
The Regional Account Manager (RAM) is an exciting role within the Fortinet sales organization that is focused on an important subset of the SLED (State, Local Government and Education) segment. RAM is a field sales position. This role will be responsible for working with CA State Agencies. RAM will execute a Go-To Market Strategy derived from prospecting and collaborating with SLED Focused Partners to build and maintain a constant revenue pipeline. Fortinet will provide initial onboarding education to continue your selling career. You will be assigned an individual territory and quota and given ongoing enablement and coaching to achieve the highest levels of success. Success in the RAM role provides many options in the overall field sales career path at Fortinet and State experience would be a plus.
Responsibilities:
- Meet or exceed all assigned quotas and targets while forecasting weekly, monthly, and quarterly revenues for the assigned account set and overall territory.
- Meet or exceed the required number of face-to-face meetings each month with customers and partners in the territory to identify new opportunities and grow existing opportunities.
- Full participation in all team activities for enablement, forecasting, partner updates, partner sales efforts, and recognition.
- Create and track sales opportunities (leads, renewals, deal registrations, and quotes in Salesforce.com).
- Address any customer satisfaction issues and/or requests in a timely manner.
- Drive sales cycles to close while establishing relationships and credibility, and provide necessary presales support for prospects & customers.
- Work closely with your local Channel Account Manager (CAM) and our reseller partner network to drive deals, increase revenue, and enable channel partners’ success in the Mid-Market segment.
- Follow up on inbound, web, and corporate event leads.
- Accept inbound and perform outbound prospecting activities to identify new sales opportunities.
- Meet and exceed the sales activity metrics designed to make you productive and successful.
- Lead customer presentations and demos via online tools (GO TO MEETING).
- Perform ongoing analysis and report on opportunities that are supported.
- Act as a liaison between partners, customers, and appropriate Fortinet team members.
- Perform other duties and projects, as assigned to support the growth of our business.
- Execute the role with the utmost professionalism and in a way that aligns to Fortinet’s core values.
Required Qualifications:
- Bachelor’s degree.
- Coachable and flexible.
- 1+ years of field sales experience in the B2B technology space, with a preference for experience selling to SLED accounts.
- Working knowledge of the businesses, procurement processes, and partners in the local territory, especially within the SLED sector.
- Ability to run productive customer-facing and partner-facing meetings while providing timely and relevant written follow-up.
- A proven track record of meeting and exceeding sales quotas and targets.
- Understanding of the sales cycle in conjunction with business processes internally and externally.
- Ability to manage and drive sales cycles from start to finish, which includes experience with 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.
- Be 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 a high level of customer and partner satisfaction.
- Execute the role with the utmost professionalism and in a way that aligns to Fortinet’s core values.
- The Regional Account Manager is required to spend more than 50% of their time outside of their office or home office engaged in selling, including travel as needed to make a sale.
Preferred Qualifications:
- Prior experience selling cybersecurity or technology solutions to State, Local Government, and Education (SLED) accounts.
- Familiarity with government procurement processes, cooperative purchasing agreements, and budget cycles in the SLED sector.
- 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.
About UsFortinet 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.
Fortinet Los Angeles, California, USA Office
Los Angeles, United States
Similar Jobs
Security • Software • Cybersecurity
Own field sales for Fortinet’s California SLED territory, including prospecting, partner development, pipeline management, forecasting, customer presentations, sales-cycle execution, and quota attainment. The role requires working with state agencies, channel partners, and resellers; managing opportunities in Salesforce; resolving customer issues; and spending more than 50% of time outside the office or home office engaged in selling.
Top Skills:
CybersecurityGotomeetingNetworkingPrivate CloudPublic CloudSalesforce
Edtech • Information Technology • Software
Lead multidisciplinary brand and campaign design across digital, web, social, events, motion, and other marketing channels. Concept and execute high-impact creative, establish visual direction, evolve the brand identity, and manage initiatives from strategy through production. Provide art direction and critique to designers and partners, influence senior stakeholders, resolve project challenges, improve workflows, and use audience insights, performance data, AI tools, and experimentation to strengthen creative outcomes.
Top Skills:
Adobe Creative CloudFigma
Fintech • Mobile • Software • Financial Services
Build and maintain production data pipelines, dbt models, Airflow workflows, and governed datasets supporting People Analytics. Integrate Workday and other HR systems into reliable Snowflake data products, implement data quality monitoring, row-level security, semantic models, and AI agents. Partner with engineers, analysts, data scientists, and business stakeholders to deliver trusted data solutions, communicate technical trade-offs, enforce governance, and mentor other engineers.
Top Skills:
Ai AgentsAmazon RedshiftApache AirflowCi/CdDbtEtl/EltGitlabGoogle Cloud PlatformLlmsPythonSnowflakeSQLWorkday
What you need to know about the Los Angeles Tech Scene
Los Angeles is a global leader in entertainment, so it’s no surprise that many of the biggest players in streaming, digital media and game development call the city home. But the city boasts plenty of non-entertainment innovation as well, with tech companies spanning verticals like AI, fintech, e-commerce and biotech. With major universities like Caltech, UCLA, USC and the nearby UC Irvine, the city has a steady supply of top-flight tech and engineering talent — not counting the graduates flocking to Los Angeles from across the world to enjoy its beaches, culture and year-round temperate climate.
Key Facts About Los Angeles Tech
- Number of Tech Workers: 375,800; 5.5% of overall workforce (2024 CompTIA survey)
- Major Tech Employers: Snap, Netflix, SpaceX, Disney, Google
- Key Industries: Artificial intelligence, adtech, media, software, game development
- Funding Landscape: $11.6 billion in venture capital funding in 2024 (Pitchbook)
- Notable Investors: Strong Ventures, Fifth Wall, Upfront Ventures, Mucker Capital, Kittyhawk Ventures
- Research Centers and Universities: California Institute of Technology, UCLA, University of Southern California, UC Irvine, Pepperdine, California Institute for Immunology and Immunotherapy, Center for Quantum Science and Engineering
