The IRAM will be responsible for facilitating both customer and partner opportunities in our SMB Landscape working alongside Distribution and Channel teams.
You will independently own and manage small deals. This role is designed to assist you in developing the skills required to progress your sales career at Fortinet.
As an Inside Regional Account Manager, you will: Sales Execution & Pipeline Growth
Manage end to end sales process for low to mid-range opportunities including net new business and incumbent accounts through the partner network.
Generate new business opportunities through proactive outbound activity including calls, emails, virtual meetings, and partner engagement programs.
Manage opportunities from qualification through to closure in collaboration with channel partners and distributors.
Consistently achieve or exceed assigned pipeline, bookings, and revenue targets.
SFDC data entry, quotes, pricing analysis, managing renewals, arranging asset lists, liaising with customers and providing exceptional customer service
Responsible for QoQ revenue growth within SMB customer base
Channel Development & Partner Engagement
Develop and maintain strong relationships with SMB-focused channel partners, including identifying and qualifying partners.
Work closely with distributors across Australia to create repeatable and scalable programs, driving new pipeline and closed won business
Drive partner-led pipeline creation through targeted outreach, joint business planning, and sales engagement activities with selected Programmatic partners
Enable partners to effectively position and sell Fortinet solutions using available programs, incentives, tools, and resources in conjunction with the Distribution and Channel teams
Support partner recruitment, activation, and growth initiatives within the SMB segment.
Work closely with the internal channel team and internal marketing team to drive success marketing initiatives.
Work with distribution team to minimise the quantity of special pricing requests
Opportunity & Deal Management
Manage a high volume of opportunities while maintaining strong sales discipline and follow-up.
Maintain accurate opportunity data within Salesforce.
Independently manage end to end sales process for opportunities outside of named accounts via partner and distribution channel
Brand advocacy - go the extra mile to provide outstanding client experience
Bring creative ideas to the fast growing & evolving business
We Are Looking For:
Experience building business with partners & customers from an inside position.
Excellent communications internally, corporation-wide and externally.
Excellent presentation skills to executives & individual contributors
Excellent written and verbal communication skills.
Familiar with Fortinet's products and services preferred.
Previous experience with chance management using SFDC
Must have experience in working in a fast pace environment with revenue responsibilities
Why Join Us: At Fortinet, we embrace diversity and inclusivity. We encourage applications from diverse backgrounds and identities. Explore our welcoming work environment designed for a rewarding career journey with an attractive Total Rewards package to support you with your overall health and financial well-being. Join us in bringing solutions that make a meaningful and lasting impact to our 660,000+ customers around the globe.
The IRAM will be responsible for facilitating both customer and partner opportunities in our SMB Landscape working alongside Distribution and Channel teams. You will independently own and manage small deals. This role is designed to assist you in developing the skills required to progress your sales career at Fortinet.