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 FortiCNAPP 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:
- Prospect for and develop a pipeline that is 3-5X assigned quota.
- Maintain a high level of daily activity including end-user calls, partner calls, meetings and pipeline generation.
- Qualify new opportunities, overcome objections, negotiate and close business over the phone, via Zoom and in-person.
- Learn the Fortinet products 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.