Inside Regional Acct Manager

The Renewals Sales Representative is responsible for driving renewal business, customer retention, and pipeline growth within the Dominican Republic territory, with a primary focus on Enterprise Accounts, Telecommunications Service Providers (Telcos), and Managed Security Service Providers (MSSPs). This role is responsible for managing the installed customer base, securing renewals, and identifying growth opportunities through cross-sell, upsell, services adoption, security transformation initiatives, and technology refresh programs.

The successful candidate will work closely with customers, partners, distributors, MSSPs, telecommunications providers, and Fortinet field teams to accelerate opportunities, increase recurring revenue, expand Fortinet's footprint, and support the territory's overall growth objectives.

• Own and drive all renewal opportunities within Enterprise, Telco, and MSSP accounts in the assigned territory.
• Develop and maintain strategic relationships with customers, partners, distributors, service providers, and key stakeholders.
• Identify and generate cross-sell and upsell opportunities, including FortiSASE, SecOps, Advanced Services, FortiGuard Services, FortiFlex, Cloud Security, OT Security, and hardware refresh programs.
• Support customer retention initiatives and maximize renewal rates across the installed base.
• Collaborate with Account Managers, Systems Engineers, Customer Success, and Channel teams to develop account growth strategies and accelerate sales opportunities.
• Maintain accurate forecasting, pipeline management, and opportunity tracking within Salesforce.com.
• Provide regular forecast updates and ensure accountability for all assigned opportunities.
• Participate in business reviews, forecast calls, pipeline inspections, and territory planning activities.
• Analyze customer environments and identify opportunities for technology refreshes, service expansions, and security modernization initiatives.
• Support strategic sales initiatives focused on enterprise growth, recurring revenue, and long-term customer retention.
• Develop and execute account plans for key Enterprise, Telco, and MSSP customers.
• Engage with executive-level decision makers and influencers to position Fortinet's strategic solutions and services.

• Bachelor's Degree in Business Administration, Engineering, Information Technology, Cybersecurity, Telecommunications, or a related field.
• 10+ years of successful experience in technology sales, cybersecurity, networking, telecommunications, or related industries.
• 10+ years of experience managing Enterprise Accounts, Telecommunications Service Providers (Telcos), and Managed Security Service Providers (MSSPs).
• Proven track record of consistently achieving or exceeding sales quotas and business objectives.
• Extensive experience in renewals, account management, customer retention, and business development.
• Demonstrated success managing complex sales cycles, strategic accounts, and multi-stakeholder opportunities.
• Strong experience engaging with C-Level executives, IT leadership, procurement teams, and business decision-makers.
• Experience working with channel partners, distributors, and indirect sales models.
• Strong understanding of cybersecurity, networking, cloud, managed services, and enterprise security solutions.
• Experience identifying and developing cross-sell, upsell, and technology refresh opportunities within large accounts.
• Fluent in English and Spanish, both written and verbal.
• Must be based in the Dominican Republic and authorized to work locally. 
   
• Skills & Competencies
• Executive-level relationship management skills.
• Strong sales, negotiation, account planning, and business development capabilities.
• Deep understanding of Enterprise, Telco, and MSSP business models.
• Strong knowledge of cybersecurity solutions, networking, cloud security, SASE, SecOps, and managed security services.
• Ability to engage and influence C-Level executives, IT leaders, security professionals, procurement teams, and business stakeholders.
• Proven ability to develop, advance, and close strategic sales opportunities.
• Strong forecasting, pipeline management, and Salesforce.com discipline.
• Excellent written, verbal, presentation, and interpersonal communication skills.
• Customer-focused mindset with a consultative and value-based sales approach.
• Strategic thinker with strong analytical, planning, and problem-solving abilities.
• Self-motivated, highly organized, and results-driven.
• Strong leadership presence and executive communication skills.
• Ability to work independently while collaborating effectively with cross-functional teams.
• High level of accountability, professionalism, integrity, and sense of urgency.

• Ability to thrive in a fast-paced, dynamic, and high-performance sales environment.

  Performance Expectations

• Success in this role will be measured through:
• Renewal Rate Achievement
• Revenue Retention and Growth
• Enterprise Account Expansion
• Telco and MSSP Pipeline Development
• Cross-Sell and Upsell Revenue Generation
• Strategic Services Attach Rates
• Forecast Accuracy
• Salesforce Compliance and Opportunity Management
• Customer and Partner Engagement
• Quota Attainment
• Overall Territory Performance