Enterprise Major Account Manager

Fortinet•Pittsburgh, PA

About The Position

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, and translate those insights into strategic account plans that expand Fortinet’s relevance and footprint. The role calls for 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. You will 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 meaningful results for all parties. You will onboard new clients and proactively grow existing accounts; generate a robust sales pipeline, qualify opportunities, and provide accurate forecasts; and collaborate with internal teams on contract bids, proposals, RFI/RFP responses, and Statements of Work. Travel throughout the territory is required to support business needs.

Requirements

Experience selling enterprise network security solutions and services to large, complex organizations.
Proven ability to move deals through the sales cycle, close large deals, and exceed targets.
Strong presentation, influencing, and cultural fluency skills for executive audiences.
Excellent written and verbal communication skills.
8+ years of experience selling to Major Enterprise Accounts.
2+ years of experience selling enterprise network security products and services.

Responsibilities

Own the strategy and growth of a portfolio of large and complex enterprise customers and prospects.
Develop customer understanding and strategic account plans to expand Fortinet’s relevance and footprint.
Create whitespace opportunities, build executive relationships, displace incumbent competitors, and position Fortinet’s security platform as a strategic business and technology partner.
Participate in new business pitches, foster long-term relationships, and help negotiate business terms for enterprise-wide deployments.
Onboard new clients and grow and develop existing accounts.
Generate a 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.