Strategic Major Account Manager – Enterprise Security

Fortinet; Phoenix (AZ); On-site; USD 300,000 - 350,000; Full time

Benefits offered by this job

Medical insurance

Dental and vision insurance

401(k) plan

Paid holidays and vacation

Job summary

Fortinet seeks a Major Account Manager to own strategy and growth for a portfolio of Fortune enterprises and complex prospects. You will translate customer insights into strategic plans to expand Fortinet’s relevance and footprint.

Success requires a consultative, financially oriented seller who can create whitespace opportunities, displace incumbents, and position Fortinet’s security platform as a strategic business partner. This role involves travel and executive engagement.

Qualifications

• 10+ years of enterprise technology sales experience in major accounts.
• 5+ years in enterprise cybersecurity, networking, cloud, infrastructure, or related tech sales.
• Proven quota attainment and closing large, complex enterprise deals.
• Experience breaking into whitespace and new-logo accounts.
• Ability to articulate a repeatable whitespace/new-logo playbook.

Responsibilities

• Own and execute multi-year strategic account plans aligned to business priorities and technology strategies.
• Develop trusted relationships with C-suite and senior leaders across security, networking, cloud, and procurement.
• Identify whitespace and net-new opportunities to expand Fortinet’s footprint.
• Drive a platform-selling strategy connecting customer priorities to Fortinet’s portfolio.
• Develop competitive displacement strategies and articulate measurable ROI for executives.
• Apply financial value selling to build business cases quantifying ROI and risk reduction.
• Use SWOT and MEDDPICC for disciplined account planning and forecast accuracy.
• Orchestrate Fortinet executives, SEs, partners, and services around a coordinated strategy.
• Achieve or exceed revenue targets while maintaining a healthy pipeline.

Skills

Enterprise sales

Executive relationships

MEDDPICC

Opportunity development

Strategic account planning

Financial / value selling

Whitespace / new logos

Displacement of incumbents

Forecast discipline

Travel readiness

Job description

Fortinet seeks a Major Account Manager to own strategy and growth for a portfolio of Fortune enterprises and complex prospects. You will translate customer insights into strategic plans to expand Fortinet’s relevance and footprint.

Success requires a consultative, financially oriented seller who can create whitespace opportunities, displace incumbents, and position Fortinet’s security platform as a strategic business partner. This role involves travel and executive engagement.