The Named Account Manager (NAM) role is a critical function of the Fortinet sales team and is responsible for building new client relationships and managing the sales process for existing and prospective [ AI-Driven SecOps | Unified SASE | CNAPP ] customers in assigned territory.
The NAM will drive contact and relationships with customers (new and established), meet sales objectives and targets, move prospects through the discovery and proof-of-concept phases, and meet established sales goals and quota per plan objectives. They will develop and execute strategies and sales tactics in the following areas: territory planning, outbound lead generation, relationship development, pricing, negotiations, closing, and managing contracts. You will be required to diligently track all customer interactions in our CRM system and maintain a disciplined sales process and forecast hygiene.
Role Responsibilities:
- Drive growth across Fortinet’s [ AI-Driven SecOps | Unified SASE | CNAPP ] business through external customer engagement as well as enablement of regional field sales teams.
- Understand the business goals of our partners, customers, and prospects to effectively communicate our market strategy.
- Drive pipeline development of 3-5X assigned quota.
- Maintain a high level of daily activity including end-user calls, partner calls, and field sales cadence calls.
- Qualify new opportunities, overcome objections, competitively position, negotiate and close business over the phone, via Zoom and in-person.
- Learn the Fortinet products to confidently demo the platform to customers.
- Execute a highly disciplined and metric-driven sales process.
- Provide accurate sales forecasts and activity metrics in CRM.
- Maintain a high level of relevant technical & industry knowledge.
- The NAM is required to spend more than 50% of their time outside of their office or home office engaged in selling, including travel as needed to make a sale.
Role Experience & Qualifications:
- BA/BS required.
- 5+ years of experience in an individual quota carrying capacity.
- Experience in a high-velocity, monthly-driven SaaS environment.
- Experience selling security and application monitoring solutions
- Experience managing the entire sales cycle from prospecting to close.
- Proven ability to independently manage, develop, and close new customers.
- Successful track record and driving consistent activity, pipeline development and quota achievement.
- Expertise in a disciplined sales process, forecasting, and qualification methodologies.
- Highly motivated, driven and self-directed individual with grit. Excellent communication, persuasive, and listening skills.
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 $288,700 - $300,000 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