Job Description

Major Account Manager / Service Provider

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 Major Account Manager to contribute to the success of our rapidly growing business.

You would act as the key Account Manager for strategic enterprise and Service Provider accounts.

As a Major Account Manager you will:

• Develop and execute strategic account plans to grow Fortinet’s share of products and services within major accounts.
• Drive direct sales engagements from opportunity identification through negotiation and closure.
• Build, maintain, and strengthen executive-level relationships with key decision-makers, influencers, and stakeholders throughout the sales cycle.
• Generate new business opportunities while expanding existing strategic accounts with a focus on long-term growth and solution adoption.
• Coordinate internal resources to deliver winning bids, proposals, RFIs/RFPs, and Statements of Work.
• Negotiate business terms and agreements that achieve mutually beneficial outcomes and support lasting client partnerships.
• Maintain a strong, qualified sales pipeline and provide accurate forecasting to support quarterly and long-term sales planning.
• Consistently achieve or exceed quarterly sales quotas and business objectives.
• Present effectively to both executive audiences and technical or operational stakeholders.
• Collaborate with channel partners where relevant to extend market reach and enhance customer value.
• Stay informed on cybersecurity trends, competitive positioning, and relevant market developments, especially in enterprise and Service Provider telecommunications environments.

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 8 years of sales experience managing major accounts, with significant experience in complex solution selling.
• At least 5 years of experience selling network security products and services to Large Enterprise, Service Providers or similarly complex large-scale environments.
• Proven success selling to major enterprise accounts and/or Service Provider customers.
• Strong track record of consistently meeting or exceeding sales quotas, with demonstrated career progression and stability.
• Experience closing large, strategic deals and navigating complex sales cycles from initial engagement to final contract signature.
• Strong negotiation skills with the ability to structure outcomes that deliver value for both customer and business.
• Excellent written, verbal, and presentation skills, with the ability to engage audiences ranging from executive leadership to individual contributors.
• Solid understanding of the Telco industry, including mobile network architectures, terminology, and market challenges, is highly desirable.
• Good understanding of network security and cybersecurity solutions is a strong advantage.
• Self-motivated, strategic, and competitive, with the ability to work independently and thrive in a fast-paced, evolving environment.
• Hunter mentality with the insight and influence needed to build trust, uncover opportunities, and drive growth in strategic accounts.

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 resumes to Fortinet, these resumes, if considered, will be assumed to have been given by the Agency free of any related fees/charges.