Regional Account Manager - Public Sector

📌 Core Information

🔹 Job Title: Regional Account Manager - Public Sector

🔹 Company: Fortinet

🔹 Location: Rome, Lazio, Italy

🔹 Job Type: On-site

🔹 Category: 💼 Account Management

🔹 Date Posted: April 1, 2025

🔹 Experience Level: 5-10 years

🔹 Remote Status: On-site

📌 Essential Job Details

🚀 Job Overview

Key aspects of this role include:

• Managing and directing direct sales with a focus on the local public market.
• Creating and implementing strategic plans for enterprise-wide deployments of Fortinet products and services.
• Developing executive relationships with key buyers and influencers in local public accounts.
• Coordinating with internal groups to generate and deliver winning Contract Bids and Proposals.

ASSUMPTION: The role primarily focuses on strategic sales and relationship management in the public sector, with an emphasis on leveraging Fortinet's existing technology solutions. This assumption is based on the outlined responsibilities and skills.

📋 Key Responsibilities

✅ Develop account plans to achieve goals and exceed quota responsibility.

✅ Maximize the Fortinet opportunity while providing value-added solutions to local public institutions.

✅ Serve as lead contact responsible for the flow of information to/from executive management.

✅ Work closely with account managers to maximize business focus and serve as a team leader.

✅ Develop relationships with key decision-makers, influencers, and partners.

✅ Manage effective working relationships with regional teams, including MAMs and Technical Sales Engineers.

✅ Consistently build and deliver on an accurate territory pipeline.

✅ Travel within the assigned territory is required.

ASSUMPTION: Responsibilities include a strong focus on strategic account planning and team collaboration, indicating a need for leadership skills and technical understanding of Fortinet products.

🎯 Required Qualifications

Education: Not specified

Experience: Experience in technology sales, with a proven ability to sell to local public customers. A background in network security is ideal.

Required Skills:

• Technology Sales Experience
• Public Sector Sales Experience
• Experience with Firewall/VPN, AV, IDS/IDP
• Excellent Presentation Skills
• Strong Communication Skills
• Interpersonal Skills
• Business Acumen
• Leadership Abilities
• Team Development Skills

Preferred Skills:

• Experience in the network security industry
• Proven track record of significant over-quota achievement

ASSUMPTION: The educational background is not explicitly required, suggesting that hands-on industry experience and skills take precedence.

💰 Compensation & Benefits

Salary Range: Not specified. Candidates may expect competitive industry-standard compensation considering the responsibilities and Fortinet's market position.

Benefits:

• Comprehensive health insurance
• Retirement savings plans
• Professional development opportunities

Working Hours: 40 hours per week

ASSUMPTION: Compensation is competitive but unspecified. Benefits are likely aligned with Fortinet's global standards for employee satisfaction and retention.

📌 Applicant Insights

🔍 Company Context

Industry: Computer and Network Security

Company Size: 10,001+ employees, indicating a large-scale, global operation with significant resources for employee support.

Founded: Not specified

Company Description:

• Leader in delivering integrated, high-performance security across IT infrastructures.
• Secures large enterprises, service providers, and government organizations globally.
• Known for innovative technology solutions, holding over 619 Global Patents.

Company Specialties:

• Network Security
• Enterprise Firewall Solutions
• Threat Intelligence and Research

Company Website: https://www.fortinet.com

ASSUMPTION: Given Fortinet's broad specialties, the company likely offers diverse career opportunities in cutting-edge technologies and global security challenges.

📊 Role Analysis

Career Level: Senior, given the leadership in strategic sales and account management.

Reporting Structure: Likely reports to a Regional Sales Director or similar executive position.

Work Arrangement: On-site, with significant travel within the assigned territory.

Growth Opportunities:

• Advancement to regional or national sales leadership roles
• Specialization in emerging security technologies
• Potential for cross-functional leadership experiences

ASSUMPTION: The role offers leadership development and career advancement within a dynamic market leader, supported by Fortinet's strong industry presence.

🌍 Location & Work Environment

Office Type: Corporate office in Rome, Italy, providing a professional work environment.

Office Location(s): Rome, with travel required in the assigned region.

Geographic Context:

• Located in a key European capital, offering access to diverse business opportunities.
• Strong presence in local and international public sector markets.
• Connectivity to other regional offices and major clients.

Work Schedule: Standard full-time schedule, with flexibility for travel as required by client engagements.

ASSUMPTION: The Rome office serves as a strategic hub, facilitated by Fortinet’s extensive network of global operation points.

💼 Interview & Application Insights

Typical Process:

• Initial screening call with HR
• Technical or case study assessments
• Interviews with sales leadership

Key Assessment Areas:

• Sales acumen and strategic planning abilities
• Understanding of public sector dynamics
• Technical knowledge of cybersecurity solutions

Application Tips:

• Highlight relevant sales achievements and experiences in interviews.
• Demonstrate knowledge of Fortinet's technologies and market impact.
• Prepare examples of relationship-building with key market players.

ATS Keywords: Technology Sales, Public Sector Sales, Network Security, Communication Skills, Leadership Abilities

ASSUMPTION: The emphasis on technical and strategic skills suggests a detailed and thorough interview process, aligning with the role's significance.

🛠️ Tools & Technologies

• Fortinet's Security Fabric solutions
• Firewall/VPN software
• Intrusion Detection/Prevention Systems

ASSUMPTION: Familiarity with Fortinet's flagship technologies and other network security tools is critical for success in this role.

👔 Cultural Fit Considerations

Company Values:

• Innovation in technology
• Commitment to security
• Customer-centric service approach

Work Style:

• Collaborative and team-oriented
• Proactive and goal-driven
• Strong emphasis on strategic relationship management

Self-Assessment Questions:

• How have you impacted relationships within strategic accounts?
• What is your experience with sales in the public sector?
• How do you adapt to changing technology landscapes in sales strategies?

ASSUMPTION: The company's emphasis on innovation and security requires employees to be adaptable, proactive, and technically savvy.

⚠️ Potential Challenges

• High expectations for quota achievement
• Need for constant travel within the region
• Rapid changes in public sector technology needs
• Complexity in managing multiple high-profile accounts

ASSUMPTION: These challenges suggest a high-pressure environment that rewards proactive problem-solving and strategic ingenuity.

📈 Similar Roles Comparison

• Similar roles in competing cybersecurity firms
• Account management roles in other technology sectors
• Senior sales positions with leadership responsibilities

ASSUMPTION: Similar roles may require equivalent sales expertise and sector knowledge, but Fortinet's reputation adds unique prestige and opportunity.

📝 Sample Projects

• Implementing a city-wide VPN security solution for a municipal government
• Developing strategic security partnerships with national governmental bodies
• Leading multi-million dollar bid processes for public sector contracts

ASSUMPTION: Projects involve high-stakes interactions that leverage Fortinet’s technological strengths for public sector impact.

❓ Key Questions to Ask During Interview

• What are the primary goals for the regional market this year?
• How does Fortinet support its sales teams in closing large public contracts?
• Can you describe the team dynamic within the local office?
• What are the most significant opportunities for growth in this region?
• How does Fortinet stay ahead in such a competitive landscape?

ASSUMPTION: Interview questions should focus on understanding the strategic vision for the role and the company’s market positioning.

📌 Next Steps for Applicants

To apply for this position:

• Submit your application through the Fortinet Careers page.
• Tailor your resume to highlight relevant sales and technical experience.
• Prepare to discuss your public sector sales achievements in detail.
• Practice technical understanding of Fortinet’s products and market strategies.
• Engage with Fortinet's recent whitepapers or case studies for insights.

⚠️ This job description contains AI-assisted information. Details should be verified directly with the employer before making decisions.