Federal Major Account Manager, Civilian Agencies- Homeland Security and Law Enforcement

Fortinet Federal • Reston, VA

3d

About The Position

Fortinet Federal is hiring a Federal Major Account Manager to drive and grow sales of its cybersecurity and networking products and services into large civilian agencies with enterprise-level security and network infrastructure. Example accounts include the Department of Homeland Security, the Department of Justice, and the Department of State. The role may also include sales responsibility for assigned Tier 2 accounts.

The position focuses on creating and implementing strategic account plans to expand existing business and identify and win new opportunities for Fortinet products and services. The manager develops relationships with agency executives, buyers, channel partners, and influencers, and coordinates with internal teams to prepare bids, proposals, RFI/RFP responses, and statements of work. The role also negotiates business terms with clients and manages assigned success metrics, largely running an independent book of business while working with an experienced System Engineer.

Requirements

• At least 7 years of technology outside-sales experience, with a proven ability to sell complex solutions to large federal agencies.
• Experience selling directly into key accounts.
• A proven track record of quota achievement and career stability.
• A hunter mentality and experience identifying, pursuing, and closing large deals.
• Selling experience with firewalls and cybersecurity products, routers, SD-WAN, remote access, data center solutions, cloud, and security products for AI.
• Excellent written and verbal communication skills.
• Excellent presentation skills for executive and technical audiences.
• Self-motivated and independent, with the ability to move deals through the sales cycle.
• A four-year college degree and/or equivalent experience.

Nice To Haves

• A track record of success selling to large agencies such as the Department of Homeland Security, Department of Justice, and Department of State.

Responsibilities

• Exceed the annual revenue quota and build a strong pipeline from assigned accounts.
• Maximize Fortinet Federal opportunities, including leveraging existing deployments, while providing value-added solutions to customers.
• Develop relationships with channel partners, including telecom providers, system integrators, and value-added resellers, as well as end users.
• Manage effective working relationships with sales engineers, professional services consultants, finance, marketing, and other functional areas.
• Deliver Fortinet Federal reporting and administrative requirements on time and to a high standard, including accurate forecasting.
• Create and implement strategic account plans to expand existing business and win new opportunities.
• Coordinate internal teams to generate and deliver bids, proposals, RFI/RFP responses, and statements of work.
• Negotiate client business terms to achieve mutually beneficial results and support ongoing relationships.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior