Regional Account Manager - Emerging

Here’s a wonderful opportunity to join the Leading Cybersecurity & Networking organisation – Fortinet, who truly converge Network & Security. Fortinet’s Mission & Vision is “to secure People, Devices and Data everywhere”. Fortinet’s Integrated, AI-driven Security platform is a Unified, Integrated cybersecurity platform that spans Network, Core, Endpoints, Applications, Cloud, etc. 

Fortinet portfolio of over 50+ enterprise-grade products is the largest integrated offering available, delivering proven cybersecurity everywhere you need it. More than 890,000 customers trust Fortinet solutions, which are among the most deployed, most patented, and most validated in the industry. 

Fortinet is included in the Fortune 500 list, has made numerous appearances on Fortune Magazine’s listing of 100 Fastest Growing Companies, and has been nominated to Fortune Magazine's Most Admired Companies List.

Position Overview

The “Regional Account Manager (RAM) – Emerging Business” is responsible for driving business thro’ Whitespace customer accounts, driving cybersecurity solution adoption, and working closely with channel partners to grow revenue. The role requires a strong understanding of cybersecurity products, partner ecosystems, and enterprise customer needs. The candidate will serve as the primary point of contact for customers and collaborate with channel partners to develop opportunities, close deals, and expand market presence.

Key Responsibilities

1. Account Management

• Drive business thro’ Whitespace mid-market Accounts & ensure high satisfaction and retention.
• Responsible for bringing new logos
• Cross-sell/ Up-sell multi-solution stack, with both existing & new Accounts
• Leverage Tech-Days/ Fast track training sessions, to ensure customers have a complete solution understanding of various Fortinet solution to meet their use-cases
• Leverage partners extensively to cross-sell to existing Accounts & penetrate into net new Accounts
• Understand customer security needs, pain points, and ongoing threats; position the right cybersecurity solutions.
• Conduct regular account reviews, QBRs, and roadmap discussions with customers.
• Collaborate with pre-sales/SE teams to deliver demos, POCs, and solution designs.

2. Channel Collaboration

• Work closely with resellers, distributors, MSSPs, and system integrators to drive partner-led sales.
• Support partners with deal strategy, pricing, proposals, and competitive positioning.
• Ensure channel partners are aligned with the company’s product roadmap, promotions, and incentive programs.
• Resolve channel conflicts and ensure smooth deal registration.

3. Sales & Revenue Growth

• Own the full sales cycle from prospecting to closure for accounts handled through partners.
• Achieve quarterly and annual sales targets (revenue, pipeline, partner activity).
• Identify upsell/cross-sell opportunities across the cybersecurity & Networking portfolio (endpoint, network, cloud, identity, SOC, etc.).
• Build and maintain a healthy pipeline using CRM tools.

4. Partner & Customer Enablement

• Conduct product trainings, workshops, and joint account planning with partners.
• Support marketing teams with regional partner events, webinars, and campaigns.
• Ensure customers and partners are aware of threat updates, product enhancements, and new features.

5. Market Intelligence & Reporting

• Track competitor activities, pricing trends, and partner ecosystem performance.
• Provide monthly/quarterly sales forecasts, pipeline reports, and business insights.
• Share customer and partner feedback with product and engineering teams.

Required Skills & Qualifications

• Bachelor’s degree in Business, Engineering, IT, or related field (MBA preferred).
• 10-12 years of sales/account management experience in Cybersecurity, Networking or IT security.
• Hands-on experience working with channel partners (distributors, VARs, MSSPs, integrators).
• Strong understanding of cybersecurity domains: Endpoint protection, firewalls, SASE/ ZTNA, SIEM/SOAR, IAM, cloud security, XDR, etc.
• Proven track record of meeting or exceeding sales targets.
• Excellent communication, negotiation, and relationship-building abilities.
• Knowledge of CRM tools (Salesforce/HubSpot) and sales forecasting.

Preferred Attributes

• Existing relationships with local cybersecurity partners and distributors.
• Experience selling Enterprise security or Networking solutions 
• Ability to work in a fast-paced, target-driven environment.
• Strong analytical and presentation skills.