Named Regional Account Manager

Fortinet
paid holidays, sick time, 401(k)
United States, California, Irvine
Mar 27, 2026
Why This Role This is an opportunity to take over a highly visible territory with strong existing relationships, meaningful upside, and the ability to drive strategic growth in one of the most important markets in technology. For sellers who want to own impactful accounts, lead sophisticated customer conversations, and capitalize on the AI wave with a market leader, this is a compelling next step. Role Overview Fortinet is at the center of one of the most important shifts in enterprise technology: the convergence of cybersecurity, networking, cloud, and AI. As organizations race to adopt AI responsibly, they need a partner that can deliver both AI for Security and Security for AI. Fortinet is uniquely positioned to lead in this moment through our broad platform, deep innovation, and proven customer outcomes. We are seeking a Named Regional Account Manager (NRAM) to drive growth across a high-potential, high-opportunity territory within our Mid-Enterprise segment. This is a true field sales role for a motivated hunter who thrives on building pipeline, opening doors, creating demand, and winning new business. The opportunity within this account base is significant. The ideal candidate brings strong prospecting discipline, executive presence, and the ability to run customer meetings from start to finish meaning from discovery and value alignment to technical orchestration and close. This role is ideal for a seller who wants to accelerate their career in a high-growth territory, develop into a top field rep, and help customers navigate one of the most important technology shifts of our time. What You'll Do Own a named set of Mid-Enterprise accounts within a high-opportunity, growth-oriented territory. Prospect aggressively to create new pipeline through outbound activity, partner collaboration, events, referrals, and strategic account penetration. Run the full sales process from initial outreach through discovery, evaluation, proposal, negotiation, and close. Conduct high-quality, in-person customer meetings, with the expectation that most meetings take place in customer offices and in the field. Lead meetings end to end, including agenda-setting, discovery, business problem identification, value positioning, next-step alignment, and follow-up. Build territory and account plans that identify whitespace, buying centers, competitive displacement opportunities, and expansion paths. Partner closely with Channel Account Managers, SEs, distributors, and reseller partners to create leverage and accelerate deal velocity. 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. Navigate customer organizations effectively, building relationships with technical stakeholders, business leaders, and executive decision-makers. Drive urgency and momentum throughout the sales cycle while maintaining strong customer and partner experience. Maintain rigorous opportunity hygiene in Salesforce and provide clear, actionable forecast updates. Represent Fortinet with a high level of professionalism, accountability, and alignment to our core values. What We're Looking For 1-3+ years of field sales experience in B2B technology sales. Proven ability or strong demonstrated potential to prospect, build pipeline, and close net-new business. Ability to run effective customer-facing meetings independently and confidently. Strong discovery skills and the ability to uncover business initiatives, pain points, decision criteria, and competitive landscape. Strong written, verbal, and presentation skills. Ability to manage a high-volume territory with discipline, energy, and attention to detail. Experience working with partners, resellers, or channel-led go-to-market motions is a plus. Comfort operating in a fast-paced, performance-driven environment with clear accountability to quota and activity. Bachelor's degree preferred. Public/private cloud, networking, and/or cybersecurity experience is a plus. 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 $200,000 - $270,000 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