Federal Account Manager - Army

In this role, you will drive and grow sales of Fortinet Federal’s broad portfolio of cybersecurity & networking products and services into a set of defined and named Department of War related agencies. You will be assigned between 2-4 mid-to-large Army buying centers as well as 10-15 Tier 2 Army buying centers with the opportunity to grow your business module and coordinate all efforts focused on the Army. Most of the responsibilities will be to identify and drive new business through product and subscription sales. You will be expected to exceed your assigned quota by winning new opportunities and leveraging the existing installed base of equipment. The successful candidate must demonstrate the ability to develop and implement new business sales plans and build new pipeline. You will develop relationships with key agency executives, buyers, channel partners, and influencers and leverage your influence during the sales process. You will coordinate with appropriate internal groups to generate and deliver winning bids, proposals, RFI/RFP responses, and statements of work. You will negotiate terms of business with clients to achieve win/win results that provide the basis for strong ongoing relationships. You will be teamed with a System Engineer but be expected to largely “run your own business” and manage to the assigned metrics for success.

Responsibilities

• Exceed annual revenue quota and build a strong pipeline from assigned accounts.
• Maximize Fortinet Federal opportunities and provide value added solutions to customers
• Develop relationships with a variety of Channel Partners (to include Telecom Providers, System Integrators, and Value-Added Resellers) and End Users
• Effectively leverage various sales and lead-generation platforms and tools
• Attend trade shows and industry events to develop customer relationships
• Manage effective working relationships with sales engineers, professional services consultants, finance, marketing, and other functional areas.
• Timely, high quality, delivery of Fortinet Federal reporting and administrative requirements, including accurate forecasting.

Required Skills

• 10-15+ years technology selling experience (field/outside sales)
• Proven ability to sell solutions to the Department of War (Army) and or Systems Integrators
• A hunter mentality with success identifying, pursuing, closing large deals
• A proven track record of quota achievement and demonstrated career stability
• Strong prospecting skills to include through phone calls, emails, Linked-In, industry and networking events, etc…
• Experience selling Firewalls and Cybersecurity products, as well as WAN and LAN networking equipment.
• Strong written and verbal communication skills
• Strong presentation skills to executives & technical audiences
• A self-motivated, independent professional that can move deals through the selling cycle

Education

• 4-year College Degree and/or equivalent experience.