We 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.