Major Account Manager - Service Provider

Fortinet, Inc.; Paris; Sur place; EUR 120 000 - 180 000; Plein temps

Résumé du poste

Fortinet is seeking a Major Account Manager to drive growth for a strategic Tier 1 telecommunications customer in France. This dedicated named account role will own the commercial relationship, build an account strategy, and lead direct sales across multiple Fortinet portfolios.

You will engage senior business and technical stakeholders, manage long sales cycles, and coordinate cross-functional teams to secure value-driven outcomes for the customer and Fortinet.

Qualifications

• Minimum 10 years' experience in enterprise technology sales.
• 5+ years' experience selling cybersecurity or networking solutions to Tier 1 operators.
• Proven track record owning strategic named accounts with long-term planning and forecasting.

Responsabilités

• Own the commercial relationship for a Tier 1 telecommunications customer in France.
• Develop and execute a long-term account strategy to drive revenue growth.
• Drive direct sales of Fortinet's cybersecurity portfolio across multiple business units.
• Build and maintain executive relationships across Business leadership teams.
• Lead complex sales engagements from opportunity identification through closure.
• Coordinate internal resources to deliver successful customer outcomes.
• Lead RFIs, RFPs, and contract negotiations.
• Maintain a strong pipeline and accurate forecasting to support objectives.

Connaissances

Enterprise technology sales

Cybersecurity sales

Executive engagement

Long-term account planning

Multi-stakeholder sales cycles

Description du poste

Major Account Manager - Tier 1 Telecommunications

Paris, France

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Job Info

• Job Identification 22549
• Job Category Major Accounts
• Posting Date 04/02/2026, 06:46 PM
• Locations Paris, France
• Job Schedule Full time

Job Description

Major Account Manager – Tier 1 Telecommunications (France)

Fortinet is a global cybersecurity leader with over two decades of innovation, securing people, devices, and data across the world.

We are seeking an experienced Major Account Manager to drive growth within one of Fortinet's most strategic Tier 1 telecommunications customers in France.

This is a dedicated strategic named account role focused on a single Tier 1 telecommunications customer. You will be responsible for developing and executing a long-term account strategy, driving direct sales of Fortinet's cybersecurity portfolio across multiple business units, and building executive relationships that support sustainable business growth.

Success in this role requires proven experience selling cybersecurity or networking solutions from a technology vendor into a Tier 1 telecommunications operator, managing complex enterprise sales cycles, and engaging senior business and technical stakeholders.

As a Major Account Manager – Tier 1 Telecommunications, you will:

• Own the commercial relationship for a strategic Tier 1 telecommunications customer in France.
• Develop and execute a long-term account strategy to drive sustainable revenue growth and increase Fortinet's market share.
• Drive direct sales of Fortinet's cybersecurity portfolio across multiple business units within the customer organisation.
• Build and maintain trusted executive relationships across Network, Security, Cloud, IT, Procurement, and Business leadership teams.
• Identify, develop, and close new business opportunities while expanding existing deployments across the organisation.
• Position Fortinet as a trusted cybersecurity partner by aligning our solutions with the customer's business and technology objectives.
• Lead complex sales engagements from opportunity identification through negotiation and successful contract closure.
• Coordinate internal resources, including Systems Engineering, Professional Services, Customer Success, Product Management, Marketing, and Executive Leadership, to deliver successful customer outcomes.
• Lead RFIs, RFPs, commercial proposals, and contract negotiations.
• Build and maintain a strong qualified pipeline, providing accurate forecasting to support quarterly and long-term business objectives.
• Consistently achieve or exceed assigned sales targets.
• Navigate complex governance, procurement, and decision-making processes within a large, matrixed organisation.
• Represent Fortinet confidently with executive, technical, and operational stakeholders.

We Are Looking For

An experienced, commercially driven cybersecurity sales professional with a proven track record of managing strategic named telecommunications accounts and delivering sustainable business growth.

• Minimum 10 years' experience in enterprise technology sales.
• At least 5 years' experience selling cybersecurity or networking solutions directly into Tier 1 telecommunications operators from a technology vendor perspective.
• Proven experience owning a strategic named account within a Tier 1 telecommunications operator, with responsibility for long-term account planning, executive engagement, revenue growth, and forecasting.
• Strong track record of consistently achieving or exceeding sales targets within complex enterprise environments.
• Experience managing long, multi-stakeholder sales cycles involving technical, commercial, procurement, and executive decision-makers.
• Strong understanding of telecommunications networks, architectures, digital transformation initiatives, and the business challenges facing Tier 1 telecommunications operators.
• Excellent communication, presentation, negotiation, and relationship management skills.
• Ability to build credibility with C-level executives as well as technical stakeholders.
• Self-motivated, strategic, and able to work independently while leading cross-functional teams to achieve customer success.

Highly Desirable

• Experience developing enterprise-wide account strategies within a Tier 1 telecommunications operator.
• Strong understanding of the telecommunications market and operator landscape.
• Experience working for a cybersecurity, networking, or enterprise technology vendor.
• Established relationships within major telecommunications operators.
• Experience developing long-term strategic account plans within large, complex customer organisations.

Why Join Us

At Fortinet, we are committed to securing the digital world through innovation in cybersecurity platforms.

This role offers the opportunity to directly shape cybersecurity strategy within one of the most important telecommunications organisations in France.

You will be part of a global cybersecurity leader protecting more than 660,000 customers worldwide.