Major Account Manager – Defense & Homeland Security

Major Accounts Manager (Defense & Homeland Security)

Role Overview:

Join Fortinet, a cybersecurity pioneer with over two decades of excellence, as we continue to shape the future of cybersecurity and redefine the intersection of networking and security. At Fortinet, our mission is to safeguard people, devices, and data everywhere. We are currently seeking a dynamic Major Accounts Manager to contribute to the success of our rapidly growing business.

You would act as the lead Account Manager for the Defense and Homeland Security sector, with direct responsibility for key accounts. You will maintain and grow established relationships with these strategic customers and drive Fortinet’s expansion across this high‑potential vertical.

As a Major Accounts Manager, you will:

• Manage and drive direct sales engagements into strategic accounts
• Maintain and grow long‑standing relationships with key stakeholders, system integrators, telco partners, and the broader Defense ecosystem.
• Create and implement strategic account plans focused on enterprise‑wide adoption of Fortinet solutions across the Defense and Homeland Security sector.
• Leverage Fortinet’s extensive installed base within strategic accounts to drive expansion opportunities.
• Develop new opportunities in SECOPS, SASE, and SD‑WAN to refresh and extend the existing FortiGate footprint.
• Work closely with partners to accelerate projects through the new Consip agreement.
• Build Fortinet’s presence by developing a 360‑degree strategy across the full product portfolio and strengthening relationships with partners, alliances, and telco ecosystems.
• Coordinate with internal teams to deliver high‑quality proposals, bids, RFI/RFP responses, and Statements of Work.
• Negotiate commercial terms to achieve mutually beneficial outcomes and long‑term customer partnerships.
• Generate a strong opportunity pipeline and manage the full sales cycle through to closure.
• Accurately forecast business performance and consistently meet quarterly quota expectations.
• Travel primarily within Rome, with occasional trips across Italy as needed.

We Are Looking For:

An insightful and influential collaborator to join our team. We encourage you to apply for this position if you have the following qualities:

• At least 5 years of experience in the Defense and Homeland Security vertical, with established relationships across key stakeholders, system integrators, telco partners, and outsourcers.
• Direct experience managing specific strategic accounts within Defense and Homeland Security with deep knowledge of their organisational structures and decision‑making dynamics.
• Strong ability to maintain and grow relationships at all levels, acting as a trusted advisor to customer stakeholders.
• Proven success with consistent quota achievement and demonstrated career stability.
• Experience closing complex deals with long sales cycles and multiple stakeholders.
• Excellent communication and presentation skills, with the ability to engage both technical and non‑technical audiences.
• Proactive, self‑motivated mindset with resilience and adaptability in fast‑paced environments.
• Based in Rome or surrounding areas, with flexibility to travel across Italy as needed.
• At least 10 years of sales experience and a minimum of 3 years in cybersecurity or network security.

Why Join Us:

At Fortinet, we embrace diversity and inclusivity. We encourage applications from diverse backgrounds and identities. Explore our welcoming work environment designed for a rewarding career journey with an attractive Total Rewards package to support you with your overall health and financial well-being. Join us in bringing solutions that make a meaningful and lasting impact to our 660,000+ customers around the globe.

We will only notify shortlisted candidates. Fortinet will not entertain any unsolicited resumes; please refrain from sending them to any Fortinet employees or Fortinet email aliases. Should any agency submit resumes to Fortinet, these resumes, if considered, will be assumed to have been provided free of any related fees or charges.

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