Federal Account Manager, Civilian Agencies- Health Care

Federal Account Manager – Civilian Agencies

Description

In this key role, you will drive and grow sales of Fortinet Federal’s broad portfolio of cybersecurity and networking products and services into large US Federal Agencies with enterprise scale networking and security infrastructure.  Such accounts may include, as examples, the Department of Veterans Affairs, Department of Health and Human Services, and Defense Health Agency.  In addition to your primary accounts, you may be driving sales into a group of assigned Tier 2 accounts.  Your focus will be to create and implement strategic account plans focused on expanding Fortinet’s existing business and finding and winning new opportunities to deploy Fortinet products and services. You will develop relationships with key agency executives, buyers, channel partners, and influencers AND leverage your influence during the sales process. You will coordinate with appropriate internal groups to generate and deliver winning bids, proposals, RFI/RFP responses, and statements of work. You will negotiate terms of business with clients to achieve win/win results that provide the basis for strong ongoing relationships.  You will be teamed with an experienced System Engineer but be expected to largely “run your own business” and manage to assigned metrics for success.

Responsibilities:

• Exceed annual revenue quota and build a strong pipeline from assigned accounts.  
• Maximize Fortinet Federal opportunities, including leveraging existing deployments, while providing value added solutions to customers 
• Develop relationships with a variety of Channel Partners (to include Telecom Providers, System Integrators, and Value-Added Resellers) and End Users
• Manage effective working relationships with sales engineers, professional services consultants, finance, marketing, and other functional areas.
• Timely, high quality, delivery of Fortinet Federal reporting and administrative requirements, including accurate forecasting. 

Required Skills: 

• 7+ years technology selling experience (outside sales) with a minimum of 3 years working with the VA
• Experience selling into key components of HHS 
• Proven ability to sell complex solutions directly to complex Federal agencies.   Strong consideration will be given to candidates with a track record of success selling to large agencies such as the Department of Veterans Affairs and the Department of Health and Human Services.     
• A proven track record of quota achievement and demonstrated career stability 
• A hunter mentality and experience identifying, pursuing, closing large deals 
• Selling experience should include the following: 1) Firewalls and Cybersecurity products 2) Routers, 3) SD WAN 4) Remote Access, 5) Data Center solutions, 6) Cloud, 7) security products for AI 
• Excellent written and verbal communication skills
• Excellent presentation skills to executives & technical audiences 
• A self-motivated, independent professional that can move deals through the selling cycle

Education:

• 4-year College Degree and/or equivalent experience.