Strategic Enterprise Security Account Leader

Fortinet Inc.; Washington (District of Columbia); Sur place; USD 300 000 - 350 000; Plein temps

Avantages offerts par ce poste

Medical, dental, vision, life and dis­

401(k) retirement plan

Equity program

Commissions based on sales plan

Résumé du poste

Fortinet seeks a Major Account Manager to own strategy and growth for a portfolio of large enterprise customers. You will build strategic, multi-year plans, align with executives, and drive footprint expansion across Fortinet’s security platform.

You will displace incumbents, create whitespace opportunities, and sell at the business outcome level with a strong focus on MEDDPICC and value-based ROI demonstrations.

Qualifications

• 10+ years of enterprise technology sales experience.
• 5+ years of enterprise cybersecurity, networking, cloud, infrastructure, or closely related technology sales experience.
• Consistent record of quota attainment and closing large, complex enterprise transactions.
• Proven success breaking into whitespace and new-logo accounts and creating opportunities where established customer relationships or active buying initiatives did not previously exist.

Responsabilités

• Own and execute strategic, multi-year account plans aligned to customers’ priorities and outcomes.
• Develop trusted relationships with C-level executives and senior leaders.
• Identify whitespace and net-new opportunities, creating demand where Fortinet has limited footprint.
• Drive a platform-selling strategy across Fortinet’s portfolio to expand adoption and share of wallet.
• Develop competitive displacement strategies by understanding incumbent technologies and customer pain points.
• Apply financial and value-selling principles to quantify ROI and business impact.
• Use SWOT analysis and disciplined account planning to identify growth paths.
• Apply MEDDPICC rigor to opportunity qualification and forecasting.
• Coordinate Fortinet executives, Systems Engineering, and partners around a unified strategy.
• Consistently achieve revenue objectives with a healthy pipeline and accurate forecasts.

Connaissances

Enterprise sales

Major accounts

Cybersecurity sales

MEDDPICC

SWOT analysis

Executive relationships

Description du poste

Fortinet seeks a Major Account Manager to own strategy and growth for a portfolio of large enterprise customers. You will build strategic, multi-year plans, align with executives, and drive footprint expansion across Fortinet’s security platform.

You will displace incumbents, create whitespace opportunities, and sell at the business outcome level with a strong focus on MEDDPICC and value-based ROI demonstrations.