Major Account Manager

As a Major Account Manager, you will own the strategy and growth of a select portfolio of Fortinet’s largest and most complex enterprise customers and prospects. You will develop a deep understanding of each customer’s business, financial priorities, technology environment, and desired outcomes, translating those insights into strategic account plans that expand Fortinet’s relevance and footprint.

Success requires a strategic, consultative, and financially oriented seller who can create opportunities in whitespace, build executive relationships, displace incumbent competitors, and position Fortinet’s broader security platform as a strategic business and technology partner.

Responsibilities

• Own and execute strategic, multi-year account plans aligned to customers’ business priorities, financial objectives, technology strategies, and desired outcomes.
• Develop trusted relationships with C-level executives and senior security, networking, infrastructure, cloud, and procurement leaders.
• Identify and develop whitespace and net-new opportunities, creating demand where Fortinet has limited or no existing footprint.
• Drive a platform-selling strategy, connecting customer priorities across Fortinet’s portfolio to expand enterprise adoption and share of wallet.
• Develop and execute competitive displacement strategies by understanding incumbent technologies, relationships, customer pain points, and events that create an opportunity for change.
• Apply financial and value-selling principles to develop compelling business cases that quantify ROI, cost reduction, risk mitigation, operational efficiency, and other measurable customer outcomes.
• Use SWOT analysis and disciplined account planning to identify competitive dynamics, customer priorities, strategic opportunities, risks, and paths to growth.
• Apply MEDDPICC rigor to opportunity qualification, stakeholder alignment, deal strategy, progression, and forecasting.
• Orchestrate Fortinet executives, Systems Engineering, specialists, partners, services, and other resources around a coordinated customer strategy.
• Consistently achieve or exceed revenue objectives while maintaining a healthy pipeline and providing accurate, evidence-based forecasts.

Required Skills & Experience

• 10+ years of enterprise technology sales experience, with a demonstrated record of success selling into large, complex Major Enterprise accounts.
• 5+ years of enterprise cybersecurity, networking, cloud, infrastructure, or closely related technology sales experience.
• Consistent record of quota attainment and closing large, complex, multi-stakeholder enterprise transactions.
• Proven success breaking into whitespace and new-logo accounts and creating opportunities where established customer relationships or active buying initiatives did not previously exist.
• Ability to clearly demonstrate a repeatable whitespace/new-logo playbook, including account prioritization, relationship mapping, executive access, champion development, demand creation, and converting initial wins into broader enterprise adoption.
• Demonstrated success displacing entrenched competitors and expanding initial wins into larger strategic customer relationships.
• Strong command of MEDDPICC methodology, including its application to complex enterprise opportunities and forecast discipline.
• Demonstrated experience using SWOT analysis and strategic account planning to identify opportunities, threats, competitive positioning, and priorities within complex accounts.
• Strong financial and value-selling capabilities, with the ability to develop executive-level business cases connecting technology investments to measurable financial and business outcomes.
• Ability to sell at the business-outcome and platform level, rather than relying primarily on product features or point-solution selling.
• Strong business acumen and ability to understand a customer’s business model, financial drivers, industry dynamics, strategic priorities, and technology transformation agenda.
• Candidates with established executive relationships and a demonstrated network within assigned or relevant Major Enterprise accounts will receive priority consideration.
• Executive presence and the ability to communicate effectively across C-suite, technical, operational, and procurement stakeholders.
• Self-motivated, intellectually curious, competitive, and comfortable operating with a high degree of autonomy and accountability.
• Must be able to customarily and regularly work outside of the office or home office while engaged in selling activities, including travel as necessary to develop customer relationships and advance opportunities.

Fortinet offers employees a variety of benefits, including medical, dental, vision, life and disability insurance, 401(k), 11 paid holidays, vacation time, and sick time as well as a comprehensive leave program. Wage ranges are based on various factors including the labor market, job type, and job level. On target earnings for this position is expected to be $300,000 - $350000.00per year. Exact salary offers will be determined by factors such as the candidate's subject knowledge, skill level, qualifications, experience, and geographic location. All roles are eligible to participate in the Fortinet equity program, and this position is also eligible for commissions based on the terms of the Sales Compensation Plan