Major Account Manager (Public Sector) - Poland

Fortinet, Inc.; Warszawa; On-site; PLN 180,000 - 280,000; Full time

Job summary

Fortinet, Inc. in Warsaw, Poland seeks a Major Accounts Manager for Public Sector to propel new business, onboard clients, and expand existing government and law-enforcement accounts.

You will build strategic plans, engage executive stakeholders, and coordinate cross-functional Fortinet teams to deliver enterprise-grade security solutions. The role requires proven enterprise sales success in hi-tech, selling into Public Sector, and fluency in Polish and English.

Qualifications

• Proven enterprise sales experience in hi-tech environments.
• Experience selling into Public Sector across Poland.
• Consistent track record of quota achievement.
• Self-starter with competitive drive and attention to detail.
• Exceptional oral and written communication skills.
• Fluency in Polish and English is a must.

Responsibilities

• Lead new business pitches and onboard new clients in Public Sector Poland.
• Grow and develop existing customer relationships across Poland Public Sector.
• Write business and account plans for current and tender opportunities; act as key interface between customer and Fortinet divisions.
• Develop strategic account plans and orchestrate resources to maximize sales within assigned accounts.
• Engage with System Engineers, Channel Managers, and executives to drive deployments and value realization.
• Drive quarterly business reviews to ensure Fortinet value is realized and risks are managed.

Skills

Enterprise sales experience

Public sector sales

Quota achievement

Self-motivated

Attention to detail

Communication skills

Polish language

English language

Job description

Major Account Manager (Public Sector) - Poland

Job Info

• Job Identification 24337
• Job Category Major Accounts
• Posting Date 09/16/2026, 02:48 PM
• Job Schedule Full time

Job Description

Major Accounts Manager (Public Sector - Law Enforcement)
Location:Warsaw, Poland

As a Major Accounts Manager, you will play an integral role in new business pitches, hold responsibility for the effective on boarding of new clients and focus on growing and developing existing customers across Public Sector in Poland. 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.

At Fortinet you will

• 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 customer to ensure value from Fortinet investment.
• Ensures 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 a proven track record of enterprise sales experience in hi-tech industry (preferably Cybersecurity and Networking) developing strategic customer relationships.
• Have experience in selling into Public Sector across Poland
• 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 Polish and English is a must.