Strategic Enterprise Security Accounts Manager

Fortinet; Houston (TX); Sur place; USD 300 000 - 350 000; Plein temps

Avantages offerts par ce poste

Medical insurance

Dental insurance

Vision insurance

401(k)

Paid holidays

Sick leave

Equity program

Commission plan

Résumé du poste

Fortinet is seeking a Major Account Manager in Houston to own strategic, multi-year plans for our largest enterprise customers and prospects. You will build executive relationships, articulate business outcomes, and drive platform-selling across Fortinet’s security portfolio.

Success requires a consultative, financially oriented seller who expands footprint through whitespace, displaces incumbents, and delivers measurable ROI.

Qualifications

• 10+ years of enterprise technology sales experience.
• 5+ years in cybersecurity, networking, cloud, or related technology sales.
• Track record of quota attainment and closing large, multi-stakeholder enterprise transactions.
• Executive relationship development and strategic account planning experience.
• Proficiency with MEDDPICC methodology.

Responsabilités

• Own and execute strategic, multi-year account plans aligned to customers' business priorities, financial objectives, technology strategies, and desired outcomes.
• Develop trusted relationships with C-level executives and senior security, networking, infrastructure, cloud, and procurement leaders.
• Identify and develop whitespace and net-new opportunities, creating demand where Fortinet has limited or no existing footprint.
• Drive a platform-selling strategy, connecting customer priorities across Fortinet's portfolio to expand enterprise adoption and share of wallet.
• Develop and execute competitive displacement strategies by understanding incumbent technologies, relationships, customer pain points, and events that create an opportunity for change.
• Apply financial and value-selling principles to develop compelling business cases that quantify ROI, cost reduction, risk mitigation, operational efficiency, and other measurable customer outcomes.
• Use SWOT analysis and disciplined account planning to identify competitive dynamics, customer priorities, strategic opportunities, risks, and paths to growth.
• Apply MEDDPICC rigor to opportunity qualification, stakeholder alignment, deal strategy, progression, and forecasting.
• Orchestrate Fortinet executives, Systems Engineering, specialists, partners, services, and other resources around a coordinated customer strategy.
• Consistently achieve or exceed revenue objectives while maintaining a healthy pipeline and providing accurate, evidence-based forecasts.

Connaissances

Enterprise technology sales

Cybersecurity sales

Executive relationship building

MEDDPICC

Strategic account planning

Opportunity qualification

Forecasting

Whitespace / new-logo

Complex deal closing

Platform selling

Description du poste

Fortinet is seeking a Major Account Manager in Houston to own strategic, multi-year plans for our largest enterprise customers and prospects. You will build executive relationships, articulate business outcomes, and drive platform-selling across Fortinet’s security portfolio.

Success requires a consultative, financially oriented seller who expands footprint through whitespace, displaces incumbents, and delivers measurable ROI.