Major Account Manager - Communications Service Providers

Fortinet, Inc.; Toronto; On-site; CAD 120,000 - 160,000; Full time

Job summary

A leading cybersecurity firm is seeking a Major Account Manager to drive strategic growth and executive engagement within Canadian Communications Service Providers. The role requires over 10 years of experience in sales and pre-sales within the networking or telecommunications industry, focusing on building executive relationships and achieving sales targets. This position offers opportunities to manage complex agreements and collaborate on tailored cybersecurity solutions, making a significant impact on the market landscape.

Benefits

Supportive, inclusive environment

Competitive Total Rewards package

Qualifications

• 10+ years in sales and pre-sales roles in networking, cybersecurity, or telecommunications.
• Demonstrated record of exceeding sales targets and driving growth in enterprise solutions.
• 5–8 years managing Fortune 1000 or large enterprise accounts, preferably in Canadian telco.

Responsibilities

• Develop multi-year account plans for existing customers.
• Build relationships across business and security leadership.
• Lead new business pitches and manage complex agreements.
• Collaborate to design tailored cybersecurity proposals.
• Achieve sales goals through pipeline generation.
• Represent Fortinet in key industry forums.
• Mentor peers and contribute to team strategy.

Skills

Sales and pre-sales experience

Account management

Technical acumen in network security

Communication skills

Leadership

Strategic mindset

Education

Bachelor’s degree in Business, Engineering, or related field

Graduate degree (MBA or equivalent)

Job description

Fortinet Canada is seeking a Major Account Manager (MAM) to drive strategic growth and executive engagement with large Canadian Communications Service Providers (CSPs), including Tier-1 telcos. This role requires a strategic, consultative sales leader who thrives in complex enterprise environments, combining business acumen, technical understanding, and executive relationship management to shape the cybersecurity strategy of Canada’s largest network operators. The ideal candidate can operate effectively at the C-level to drive strategic alignment while also executing tactically to deliver measurable results across large, matrixed organizations. As part of Fortinet’s growth-focused team, you will expand our presence within existing CSP accounts while driving new opportunities across Secure Networking, Unified SASE, and AI-driven Security Operations. You will represent one of the industry’s broadest portfolios, our competitive differentiation lies in our core technologies, which provides unprecedented performance, unrivaled security, maximum flexibility, and seamless integration across diverse environments.

Major Account Manager-Communications Service Providers, you will:

• Strategic Account Ownership: Develop and execute multi-year account plans that accelerate growth within existing customers and capture new opportunities aligned with partner transformation goals.
• Executive Relationship Management: Build and nurture relationships across business, network, and security leadership levels to position Fortinet as a trusted innovation partner.
• Business Growth: Lead new business pitches, manage renewals, and negotiate complex agreements that drive enterprise-wide adoption of Fortinet solutions and double digit growth.
• Solution Development: Collaborate with internal engineering, product, and marketing teams to design and deliver tailored cybersecurity and managed service proposals.
• Sales Execution: Consistently achieve quarterly and annual sales goals through disciplined pipeline generation, accurate forecasting, and proactive territory planning.
• Market Engagement: Represent Fortinet in key industry forums, customer workshops, and executive reviews to influence market perception and customer direction.
• Leadership and Collaboration: Embody Fortinet’s values of teamwork, openness, and innovation by mentoring peers, contributing to team strategy, and working with a high degree of collaboration across sales, channel, and technical teams.

We Are Looking For:

• Experience: 10+ years in sales and pre-sales roles within the networking, cybersecurity, or telecommunications industry.
• Proven Success: Demonstrated record of exceeding sales targets and driving growth in enterprise and managed services solutions.
• Account Management: 5–8 years managing Fortune 1000 or large enterprise accounts, preferably within the Canadian telco or service provider segment. Existing executive relationships within Canadian telcos (Bell, Rogers, TELUS, or equivalent) are preferred.
• Technical Acumen: Minimum 3 years selling network security products or managed security services, with exposure to AI-driven security operations considered an asset.
• Communication Skills: Exceptional presentation and storytelling abilities for both executive and technical audiences; strong written and verbal communication.
• Leadership: Goal-oriented, self-motivated professional with strong business acumen, interpersonal influence, and proven success working independently and within a matrix organization.
• Strategic Mindset: Skilled in building business plans and go-to-market strategies that expand market share and accelerate growth.

Education

• Bachelor’s degree in Business, Engineering, or a related field required.
• Graduate degree (MBA or equivalent) preferred.

Why Join Us

We encourage candidates from all backgrounds, experiences, and identities to apply. At Fortinet, we offer a supportive, inclusive environment and a competitive Total Rewards package designed to support your overall health, well-being, and financial success. Embark on a challenging, rewarding, and meaningful career with one of the world’s cybersecurity leaders. Join us in delivering AI-driven, innovative solutions that protect and empower more than 890,000+ customers worldwide and make a lasting impact on the digital world.