Major Account Manager (Big 4) - UK

Fortinet, Inc.; Greater London; On-site; GBP 90,000 - 130,000; Full time

Job summary

Fortinet seeks a Major Account Manager to own and grow relationships with Deloitte, EY, KPMG and PwC in the UK. You will drive new business pitches, onboard major clients, and craft account plans for tender opportunities across Fortinet divisions.

You will leverage your Big 4 network to achieve enterprise-wide Fortinet deployments, develop strategic plans, and collaborate with sales engineers and channel teams to maximize revenue growth.

Qualifications

• Proven, direct experience selling into one or more of the Big 4 (Deloitte, EY, KPMG, PwC) – essential.
• Proven track record of enterprise sales in hi-tech, preferably cybersecurity and networking.
• Consistent quota overachievement and visible career growth.
• Highly motivated self-starter with strong attention to detail and competitive drive.
• Exceptional oral and written communication skills.

Responsibilities

• Own and grow Fortinet’s relationships with Big 4 firms (Deloitte, EY, KPMG, PwC).
• Lead new business pitches and onboard new clients effectively.
• Develop account and business plans for tenders and opportunities.
• Act as the primary interface between customer and Fortinet divisions.
• Build strategic account plans to drive enterprise-wide Fortinet deployments.

Skills

Big 4 sales

Enterprise sales

Quota attainment

Cybersecurity selling

Job description

As a Major Account Manager, you will own and grow Fortinet’s relationships across the Big 4 professional services firms – Deloitte, EY, KPMG and PwC. You will play an integral role in new business pitches, hold responsibility for the effective onboarding of new clients, and focus on growing and developing these strategically important global accounts. This is a high-profile role that will allow you to leverage your existing network and credibility within the Big 4 to run and grow opportunities, write account and business plans for current and prospective tender opportunities, and act as the key interface between the customer and all relevant Fortinet divisions.

Target Accounts

This role is focused specifically on the Big 4 accounting and professional services firms (Deloitte, EY, KPMG and PwC). Given the scale, complexity and global footprint of these organisations, we are looking for a candidate who already understands how these firms buy technology, how their internal IT, cybersecurity and procurement functions operate, and who can credibly navigate their matrixed, multi-territory structures from day one.

At Fortinet You Will

• Learn and demonstrate a fundamental understanding of Fortinet’s technology in order to articulate our value proposition to decision-makers within Big 4 firms.
• Develop strong relationships with customer contacts up to Executive C-level to gain insight into their business imperatives and IT drivers, enabling development of a strategy to sell Fortinet solutions.
• Sell Fortinet products and services through a consultative selling approach and maintain strong relationships with key individuals within your Big 4 accounts.
• Research your accounts, identify decision makers, educate prospects and qualify buying interest and sense of urgency.
• Create and implement strategic account plans through a consultative selling approach focused on attaining enterprise-wide deployments of Fortinet products and services across the Big 4 firms.
• Develop strategies and orchestrate company resources to maximise sales volume within assigned accounts.
• Effectively engage and build cooperative relationships with System Engineers, Channel Managers, and specialist sales teams and executives as required.
• Drive quarterly business reviews with customers to ensure value from Fortinet investment.
• Ensure the customer is kept up to date with Fortinet product roadmaps, enabling the customer to plan and mitigate risks to their business.

Apply If You

• Have proven, direct experience selling into one or more of the Big 4 (Deloitte, EY, KPMG, PwC) – this is essential. You understand their business, their processes, internal stakeholder structures and how technology decisions are made across their member firms and territories.
• Have a proven track record of enterprise sales experience in the hi-tech industry (preferably Cybersecurity and Networking), developing strategic customer relationships.
• Possess a consistent track record of quota (over)achievement and demonstrated career stability and growth.
• Are a highly motivated self-starter with a competitive personality, strong attention to detail, and a hunger to win.
• Have exceptional communication skills, both oral and written, coupled with excellent listening skills.