Regional Account Manager - Emerging at Fortinet in Coimbatore, Tamil Nadu, India

Job description

• 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.

Responsibilities

• 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.
• 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.
• 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.
• 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.
• 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.

Requirements

• 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.
• 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.

Skills

Required

• Excellent communication
• Negotiation
• Relationship-building
• Analytical
• Presentation
• CRM tools (Salesforce/HubSpot)
• Sales forecasting