Enterprise Major Account Manager

Fortinet•Pittsburgh, PA

About The Position

The Enterprise Major Account Manager owns the strategy and growth of a select portfolio of Fortinet’s largest and most complex enterprise customers and prospects. The role requires developing a deep understanding of each customer’s business, financial priorities, technology environment, and desired outcomes, then translating those insights into strategic account plans that expand Fortinet’s relevance and footprint. The successful candidate is a strategic, consultative, financially oriented seller who creates opportunities in whitespace, builds executive relationships, displaces incumbent competitors, and positions Fortinet’s broader security platform as a strategic business and technology partner. The position involves developing new business, growing existing accounts, managing the sales pipeline and forecasts, collaborating on bids and proposals, and traveling throughout the assigned territory to support business needs.

Requirements

Experience selling enterprise network security solutions and services to large and complex organizations.
Ability to move deals through the sales cycle, with a proven record of closing large deals and exceeding targets.
Strong presentation, influencing, and cultural fluency skills effective for executive audiences.
Excellent written and verbal communication skills.
At least 8 years of experience selling to Major Enterprise Accounts.
At least 2 years of experience selling enterprise network security products and services.

Responsibilities

Play an integral role in new business pitches, foster long-term relationships, and help negotiate business terms to achieve enterprise-wide deployments of Fortinet solutions and deliver meaningful results for all parties.
On-board new clients and proactively grow and develop existing accounts.
Generate a robust sales pipeline, qualify opportunities, and provide accurate forecasts.
Collaborate with internal teams on contract bids, proposals, RFI/RFP responses, and Statements of Work.
Travel throughout the territory to support business needs.
Develop customer-specific strategic account plans based on customers’ business, financial priorities, technology environments, and desired outcomes.
Create whitespace opportunities, build executive relationships, displace incumbent competitors, and position Fortinet’s security platform as a strategic business and technology partner.