Major Account Manager (Big 4) - UK

Fortinet; Greater London; On-site; GBP 70,000 - 100,000; Full time

Job summary

Fortinet is looking for a Major Accounts Manager in London to drive sales growth through the acquisition of new enterprise accounts and the development of existing customers. The role involves understanding Fortinet’s technology, developing relationships with C-level executives, and creating strategic account plans. Ideal candidates should have extensive enterprise-level sales experience, preferably in the cybersecurity or networking sectors, along with a strong track record of exceeding quotas and excellent communication skills.

Qualifications

• Strong track record of winning new logo clients in Enterprise-sized accounts.
• Extensive enterprise-level sales experience in Cybersecurity or Networking.
• Consistent track record of quota achievement.

Responsibilities

• Understand Fortinet technology to articulate value to decision makers.
• Develop relationships with Executive C-level customer contacts.
• Create and implement strategic account plans for Fortinet products.

Skills

Enterprise sales experience

Relationship building

Consultative selling

Communication skills

Job description

Location: London (flexible)

Role Summary

As a Major Accounts Manager, 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 existing customers. This exciting role will allow you to use your extensive network to run and grow opportunities, write business and account plans for all current and new business tender opportunities, and act as the key interface between the customer and all relevant divisions.

Key Responsibilities

• Learn and demonstrate a fundamental understanding of Fortinet’s technology in order to articulate our value proposition to decision‑makers.
• 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 good relationships with key individuals within the accounts.
• Research customers, 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.
• Develop strategies and orchestrate company resources to maximize sales volume within assigned accounts.
• Effectively engage and build cooperative relationships with System Engineers, Channel Managers, and specialist sales team and executives as required.
• Drive quarterly business reviews with the customer 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.

Qualifications

• Have a strong track record of winning new logo clients in Enterprise‑sized accounts.
• Demonstrate extensive enterprise‑level sales experience within the high‑tech sector, ideally in Cybersecurity or Networking, with the ability to build and grow long‑term strategic relationships.
• Possess a consistent track record of quota (over) achievement and demonstrated both 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.
• Fluency in English is a must.