Major Account Manager – Public Sector (Defense)

Major Accounts Manager (Defense)

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 key Account Manager for the Defense sector, supporting and expanding relationships key strategic accounts.

As a Major Accounts Manager, you will:

• Manage and drive direct sales engagements into major Defense accounts.
• Maintain and grow established relationships with key Defense stakeholders and captive system integrators.
• Create and implement strategic account plans focused on enterprise-wide adoption of Fortinet products and services across the Defense sector.
• Develop strong executive relationships with key buyers and influencers and leverage these relationships throughout the sales cycle.
• 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.
• Identify and drive growth opportunities in SECOPS and SASE, leveraging increased Defense spending and Fortinet’s expanding relevance in the cybersecurity space.
• Support the development of a potential framework agreement for Fortinet products within the Defense industry.
• 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 outside the region 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 working within the Defense vertical, with established relationships across key Defense stakeholders and system integrators.
• Strong understanding of the Defense market’s dynamics, including frequent rotation of decision makers and the need for structured, long-term account planning.
• At least 10 years of sales experience and a minimum of 5 years in cybersecurity.
• Proven ability to sell technology solutions to large, complex accounts.
• Strong track record of quota achievement and demonstrated career stability.
• Experience closing large, multi‑stakeholder deals with long sales cycles.
• Excellent presentation, communication, and executive‑engagement skills.
• Self-motivated, independent thinker capable of driving deals through the full sales cycle.
• Ability to thrive in a fast-paced, evolving environment.

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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