Regional Account Manager (Public Sector) - Tokyo at Fortinet · Tokyo

Regional Account Manager (Public Sector) - Tokyo

Location: Tokyo, Japan

Location: Japan (Tokyo)

Join Fortinet, a cybersecurity pioneer with over two decades of excellence, as we continue to shape the future of cybersecurity and redefine the intersection of networking and security. At Fortinet, our mission is to safeguard people, devices, and data everywhere. We are currently seeking a dynamic Regional Account Manager to contribute to the success of our rapidly growing business.

You would act as the key Account Manager for Public Sector.

The Regional Account Manager (RAM) will drive Fortinet's growth across the Ministry of Defense (MoD), covering its headquarters organizations as well as regional organizations, bases and units nationwide. Working in close coordination with the MoD strategic account owner, you will broaden and deepen Fortinet's coverage across the organization and strengthen customer engagement at every level. Your focus will be to create and implement a coverage plan across MoD organizations that leverages system integrators, the partner community, install base data and procurement information to consistently generate and close opportunities, including run-rate, renewal, refresh and new technology adoption. This is a quota carrying role.

As a Regional Account Manager, you will:

• Develop and execute a coverage plan for assigned MoD organizations, including headquarters organizations and regional organizations, bases and units, in coordination with the MoD strategic account owner.
• Deepen relationships with key decision makers and influencers across MoD organizations to expand Fortinet's footprint.
• Generate business opportunities through system integrators, partners, procurement information (public bid notices) and install base data, and manage the sales process through to closure.
• Drive renewal, refresh and upsell opportunities using Customer Insight and Tableau install base tools (Refresh Opps, EOS / contract expiration).
• Support system integrators and bidders with quotations, configurations and bid support for public tenders.
• Support customer and partner enablement activities such as training sessions and events.
• Drive adoption of new technologies (e.g. Unified SASE, SD-WAN, FortiEDR, Security Operations) across MoD organizations.
• Achieve agreed quarterly and annual sales goals.
• Generate a sales pipeline, qualify opportunities and forecast accurately in SFDC (Commit / Best Case / Pipeline).
• Collaborate with Systems Engineering, Inside Sales, BDR and Marketing to maximize coverage.

We Are Looking For:
An insightful and influential collaborator to join our team. We encourage you to apply for this position if you have the following qualities:

• Minimum 3 years of sales experience in networking or security sectors.
• Experience selling to the Ministry of Defense or the Japanese public sector; experience with defense-related system integrators is a strong plus.
• Understanding of Japanese government procurement processes (general competitive bidding, specification support, RFI responses).
• Understanding of information security and confidentiality requirements in defense-related business.
• Experience with the system integrator / distribution channel model.
• Ability to manage multiple organizations and opportunities in parallel.
• A proven track record of quota achievement and demonstrated career stability.
• Excellent presentation skills to executives and individual contributors.
• Excellent written and verbal communication skills in Japanese; business-level English preferred.
• SFDC/Salesforce.com knowledge advantageous.
• Competitive, self-starter, hunter-type mentality.
• Candidate must thrive in a fast-paced, ever-changing environment.
• Bachelor's degree or equivalent, graduate degree preferred

Why Join Us:

At Fortinet, we embrace diversity and inclusivity. We encourage applications from diverse backgrounds and identities. Explore our welcoming work environment designed for a rewarding career journey with an attractive Total Rewards package to support you with your overall health and financial well-being. Join us in bringing solutions that make a meaningful and lasting impact to our 660,000+ customers around the globe.

We will only notify shortlisted candidates.

Fortinet will not entertain any unsolicited resumes, please refrain from sending them to any Fortinet employees or Fortinet email aliases. Should any Agency submit any resumes to Fortinet, these resumes if considered, will be assumed to have been given by the Agency free of any related fees/charges.

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