Regional Manager, Mid-Market

1 week ago

Plano, Texas, United States Fortinet Full time

In this role, you will lead and manage a team of field-based sales reps in the fastest growing segment within Fortinet Mid-Market. As the Mid-Market Segment at Fortinet expands, we are looking for a strong leader to help further develop the sales execution strategy, assist with the recruitment & hiring of Mid-Market field sales reps, and ensure that your sales team effectively spreads the Fortinet value proposition across all Mid-Market accounts in your territory, resulting in consistent over-attainment against all sales targets for all sales reps on your team.

Responsibilities:

  • Lead, manage and motivate a team of field-based Regional Account Managers (RAM) focused on Mid-Market accounts
  • Ensure that every RAM on your team meets or exceeds their sales targets every quarter
  • Assist in the recruitment, hiring and onboarding of Regional Account Managers (RAM)
  • Develop plans at a rep level to achieve goals and exceed quota responsibility. These plans include new customer acquisition, customer growth, channel engagement, sales rep enablement and sales rep career path.
  • Serve as an escalation point of contact in the event of customer satisfaction issues
  • Help upper management establish quota for your sales reps and for your territory more broadly
  • Ensure all sales plays and other marketing programs are successfully implemented by your sales reps
  • Develop relationships with key decision makers, influencers and partners for the most strategic accounts and sales opportunities in your territory
  • Run productive weekly 1x1 management and coaching sessions with each sales rep on your team.
  • Ensure that Fortinet's technical engineering overlay sales team is properly leveraged by your sales reps
  • Accurate weekly forecasting to upper management for all sales results and new sales opportunities
  • Significant travel (ie, up to 50%) within assigned territory is required once Covid restrictions are lifted to a sufficient degree
  • Be a role model of our Mid-Market Leadership & Success Principles as well as Fortinet's core values

Required Skills:

  • 5+ years technology sales experience
  • Previous leadership and/or mentoring experience and accomplishments
  • Experience in the network security industry
  • A proven track record of significant over-quota achievement and demonstrated career stability
  • Experience in selling collaboratively with channel partners (VAR, SI, MSSP, etc)
  • Strong presentation skills to executive level & individual contributors
  • Excellent written and verbal communication skills
  • Be computer savvy
  • Experience in sales quota assignment, pipeline management and forecasting
  • Flexible and execution-minded professional
  • Strong business acumen and positive leadership abilities with proven results in mentoring, motivating and developing teams

Education:

  • Bachelor's degree or equivalent, MBA preferred.

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