Major Accounts Manager (MSSP) - Sydney/Melbourne

Fortinet

5d•Remote

About The Position

The Major Accounts Manager will manage and drive direct sales engagements with named accounts and strategic partners in Australia, with a focus on Sydney and Melbourne. The role centers on securing enterprise-wide deployments of Fortinet products and services and developing business cases for services for telecommunications customers across midmarket, SMB, consumer, and enterprise segments. The position acts as the key account manager for telecommunications and service providers. The role requires understanding telecommunications core and enterprise platforms and relevant industry developments, including 5G, cloud, edge cloud, and IoT. The manager will build executive relationships and have strategic discussions about monetization opportunities across telco networks, partner channels, and ecosystems. They will develop business cases and value propositions for customer and internal stakeholders, guide complex deals, and work with technical teams and ecosystem partners to develop solutions with clear ROI. The manager will create and execute strategic plans with a virtual team comprising local and global technical, channel, training, marketing, project management, thought leadership, and inside sales teams as needed. Responsibilities also include generating and qualifying opportunities, managing sales through closure, achieving sales goals, forecasting pipeline, selling Fortinet’s security portfolio, expanding the company’s footprint in assigned accounts, and maintaining customer satisfaction. The role involves collaborating with internal teams and management while also working independently.

Requirements

Minimum 8 years of sales experience selling to large organisations.
Minimum 3 years of experience selling enterprise network security products and services.
Proven ability to articulate a clear value proposition and competitive differentiation to customers.
Proven track record of quota achievement and demonstrated career stability.
Experience closing large deals and developing and executing strategy.
Excellent presentation skills with executives and individual contributors.
Excellent written and verbal communication skills.
Self-motivated, independent thinker able to move deals through the selling cycle.
Ability to thrive in a fast-paced, changing environment.
Competitive, self-starter, hunter-type mentality.
BS degree or equivalent experience.

Nice To Haves

Graduate degree preferred.

Responsibilities

Manage and drive direct sales engagements into named accounts and strategic partners.
Develop and implement strategic account plans to attain enterprise-wide deployments of Fortinet products and services.
Develop business cases for services for telecommunications customers across midmarket, SMB, consumer, and enterprise segments.
Build executive relationships and hold strategic discussions about monetization opportunities across telco networks, partner channels, and ecosystems.
Develop and communicate business cases and value propositions to customer and internal stakeholders.
Drive complex deals, including solution design, negotiation of legal terms and conditions, and development of innovative commercial models.
Work with internal technical stakeholders and telecommunications ecosystem partners to develop solutions with clear ROI.
Develop and execute strategic plans with local and global technical, channel, training, marketing, project management, thought leadership, and inside sales teams as needed.
Generate opportunities and manage the sales process through closure.
Work with internal stakeholders to develop and execute go-to-market strategies.
Achieve agreed quarterly and annual sales goals.
Generate and qualify sales pipeline opportunities and accurately forecast the pipeline.
Sell Fortinet’s security portfolio and maintain relationships with major accounts.
Expand Fortinet’s footprint in assigned accounts and support ongoing customer satisfaction.
Collaborate with extended Fortinet teams and work independently to accomplish role requirements.
Collaborate with management at all levels to negotiate, influence, and build consensus.