Fortinet Federal, Inc
Federal Regional Account Manager (RAM) – Civilian Agencies
Fortinet Federal, Inc, Reston, Virginia, United States, 22090
Objective
In this role, you will find and grow sales of Fortinet Federal’s broad portfolio of cybersecurity and networking products and services into a group of Federal Civilian Agencies. You will be assigned a set of about 15-30 Tier 2, Tier 3, and independent agencies with the opportunity to grow your business module. The majority of your responsibilities will be to identify and drive new business through product and subscription sales. Most of the agencies that you will be assigned have smaller IT organizations with the ability to accelerate sales cycles. The expected candidate must have a “hunter” mentality with a disciplined approach to sales prospecting, rapid follow‑up with customers and prospects, and the ability to quickly identify and pursue new business. You will coordinate closely with Fortinet Federal Partners, VARs, Telecom providers, and distribution entities. You will have System Engineering resources available to you but be expected to largely “run your own business” and manage assigned metrics for success.
Responsibilities
Exceed annual revenue quota and build a strong pipeline from a defined set of accounts.
Disciplined and consistent approach to sales prospecting across a diverse set of customers and prospects through phone calls, emails, Linked‑In, trade show attendance, and other forms of networking.
Make at least 50 outreaches per week to customers and targeted prospects.
Develop relationships with a variety of Channel Partners (to include Telecom Providers, System Integrators, and Value‑Added Resellers) and End Users.
Effectively leverage various sales and lead‑generation platforms and tools.
Attend trade shows and industry events to identify prospects and develop customer relationships.
Timely, high quality, delivery of Fortinet Federal reporting and administrative requirements, including accurate forecasting.
Required Skills
3+ years field (outside) sales experience.
Experience in Federal or Public Sector selling.
A hunter mentality with a record of identifying, pursuing, and closing new deals.
A proven track record of quota achievement and career growth.
Strong preference for candidates with experience selling Firewalls and Cybersecurity products, as well as networking equipment.
Strong written and verbal communication skills.
Strong phone and email outreach skills.
A self‑motivated, independent, highly dependable, professional that can move deals through the selling cycle.
Education
4‑year College Degree and/or equivalent experience.
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Responsibilities
Exceed annual revenue quota and build a strong pipeline from a defined set of accounts.
Disciplined and consistent approach to sales prospecting across a diverse set of customers and prospects through phone calls, emails, Linked‑In, trade show attendance, and other forms of networking.
Make at least 50 outreaches per week to customers and targeted prospects.
Develop relationships with a variety of Channel Partners (to include Telecom Providers, System Integrators, and Value‑Added Resellers) and End Users.
Effectively leverage various sales and lead‑generation platforms and tools.
Attend trade shows and industry events to identify prospects and develop customer relationships.
Timely, high quality, delivery of Fortinet Federal reporting and administrative requirements, including accurate forecasting.
Required Skills
3+ years field (outside) sales experience.
Experience in Federal or Public Sector selling.
A hunter mentality with a record of identifying, pursuing, and closing new deals.
A proven track record of quota achievement and career growth.
Strong preference for candidates with experience selling Firewalls and Cybersecurity products, as well as networking equipment.
Strong written and verbal communication skills.
Strong phone and email outreach skills.
A self‑motivated, independent, highly dependable, professional that can move deals through the selling cycle.
Education
4‑year College Degree and/or equivalent experience.
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