Regional Sales Director, Named Accounts
At a glance
Director-level Sales Leadership role at Edel. Remote, United States · full-time · $242,000–$320,000 OTE.
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What you'll do
- Lead and coach field account managers, holding each person to quarterly sales goals
- Build rep-level plans for new customer wins, account growth, partner work, enablement and career development
- Help recruit and onboard account managers, and contribute to territory and individual quota setting
- Track opportunities and submit weekly forecasts, while resolving customer satisfaction escalations
- Make sure reps use sales programs and technical engineering support, and build ties with key account decision-makers
What you bring
- At least five years in technology sales, with experience in network security
- A record of sales leadership or mentoring, including measurable results developing and motivating teams
- Consistent performance above quota and a stable career history
- Experience selling with channel partners and managing quotas, pipelines and forecasts
Who this fits
This director-level role suits someone who has led or mentored sellers and can coach a field sales team. It is remote and based in Seattle, with significant travel within the assigned territory, potentially up to half the time. A bachelor's degree or equivalent is required; an MBA is preferred.
From the employer
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.
Fortinet offers employees a variety of benefits, including medical, dental, vision, life and disability insurance, 401(k), 11 paid holidays, vacation time, and sick time as well as a comprehensive leave program. Wage ranges are based on various factors including the labor market, job type, and job level. On target earnings for this position is expected to be $242,000 - $320,000 per year. Exact salary offers will be determined by factors such as the candidate's subject knowledge, skill level, qualifications, experience, and geographic location. All roles are eligible to participate in the Fortinet equity program, and this position is also eligible for commissions based on the terms of the Sales Compensation Plan
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