Job DescriptionWe 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 You'll 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 Fortinet's broader platform, including network security, secure networking, cloud, SASE, SecOps, and other strategic initiatives.
- Position Fortinet's 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 We're Looking For- 2-3+ years of field sales experience in 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.
- Bachelor's degree preferred.
- Experience in cybersecurity, networking, and/or public/private cloud is strongly preferred.
