Federal Account Manager

Federal Major Account Manager

Civilian Agencies – CIV 3 – US Interior (DOI, USDA)

Location: US Remote (VA/DC)

Objective:

In this key role, you will manage and drive direct sales engagements for a broad portfolio of cybersecurity and networking products and services into Federal Civilian Agencies focused on domestic missions. Key agencies to cover include Department of Interior and Department of Agriculture.   This individual’s focus will be to create and implement strategic account plans focused on hunting and winning deployments of Fortinet products and services.  In addition, this position will be expected to manage a large installed base, ensure customer expectations are met and exceeded, and work with a range of partners. This individual will exceed assigned quota by expanding the existing installed base of equipment and by winning new opportunities.  They will develop relationships with key executives, buyers, channel partners, and influencers and leverage their influence during the sales process.  They will coordinate with appropriate internal groups to generate and deliver winning bids, proposals, RFI/RFP responses, and statements of work.  They will negotiate terms of business with clients to achieve win/win results that provide the basis for strong ongoing relationships.  This individual will operate with significant independence as if they are running their own business and managing to the assigned metrics for success.
 

Responsibilities:

• Maximize Fortinet opportunity while providing value added solutions to US Civilian agencies, with a primary focus on the Department of Interior and Department of Agriculture.   
• Develop relationships with Channel Partners and End Users.
• Manage effective working relationships with sales engineers, professional services consultants, finance, marketing, and other functional areas.
• Consistently build and deliver on an accurate forecast and develop a strong territory pipeline
• Exceed your assigned quota

Required Skills: 

• 7+ years technology selling experience (outside sales) with a minimum of 3 years directly working with the Department of Interior.  Direct experience selling to USDA will be considered a major benefit. 
• Proven ability to sell solutions to large Federal agencies 
• A proven track record of quota achievement and demonstrated career stability 
• A hunter mentality and experience in closing large deals 
• Desirable selling experience would include the following: 1) Firewall, 2) Routers/SD WAN 3) Remote Access, 3) Data Center solutions, 5) Cloud
• Excellent presentation skills to executives & technical audiences 
• Excellent written and verbal communication skills
• A self-motivated, independent thinker that can move deals through the selling cycle

Education:

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