Strategic Major Accounts Leader — C-Level Growth

Fortinet; Houston (TX); On-site; USD 300,000 - 350,000; Full time

Benefits offered by this job

Medical insurance

Dental insurance

Vision insurance

Life insurance

Disability insurance

401(k)

Paid holidays

Vacation time

Sick time

Job summary

Fortinet seeks a Major Account Manager to own strategy and growth for a portfolio of enterprise customers and prospects in the Houston area. You will translate business priorities into strategic account plans and develop executive relationships to expand Fortinet's footprint.

Success requires a consultative, financially oriented seller who can identify whitespace, displace incumbents, and position Fortinet's broader security platform as a strategic partner.

Qualifications

• 10+ years in enterprise technology sales for Major Enterprise accounts.
• 5+ years in enterprise cybersecurity, networking, cloud, or related technology sales.
• Proven quota attainment in large, complex, multi-stakeholder enterprise transactions.
• Proven success breaking into whitespace and new-logo accounts and creating opportunities where relationships didn’t exist.
• Ability to demonstrate a repeatable whitespace/new-logo playbook, including relationship mapping and demand creation.
• Demonstrated success displacing entrenched competitors and expanding initial wins into larger relationships.
• Strong command of MEDDPICC methodology and forecast discipline.
• Experience using SWOT analysis and strategic account planning to identify opportunities and priorities.
• Strong financial and value-selling capabilities with executive-level business cases.
• Ability to sell at the business-outcome and platform level, not just product features.

Responsibilities

• Own and execute strategic, multi-year account plans aligned to customers' priorities and objectives.
• Develop trusted relationships with C-level executives and senior security, networking, infrastructure, cloud, and procurement leaders.
• Identify whitespace and net-new opportunities and create demand where Fortinet has limited footprint.
• Drive a platform-selling strategy across Fortinet's portfolio to expand enterprise adoption.
• Develop competitive displacement strategies by understanding incumbents and customer pain points.
• Apply financial and value-selling principles to quantify ROI, cost reduction, and risk mitigation.
• Use SWOT analysis and disciplined account planning to identify dynamics, priorities, risks, and growth paths.
• Apply MEDDPICC rigor to opportunity qualification, stakeholder alignment, and forecasting.
• Orchestrate Fortinet executives, SEs, partners, and services around a coordinated customer strategy.
• Consistently achieve revenue objectives with a healthy pipeline and accurate forecasts.

Skills

Enterprise sales

Cybersecurity sales

Quota attainment

Whitespace / new-logo selling

MEDDPICC

SWOT & account planning

Financial / value selling

Executive communication (C-suite)

Business acumen

Autonomy & accountability

Job description

Fortinet seeks a Major Account Manager to own strategy and growth for a portfolio of enterprise customers and prospects in the Houston area. You will translate business priorities into strategic account plans and develop executive relationships to expand Fortinet's footprint.

Success requires a consultative, financially oriented seller who can identify whitespace, displace incumbents, and position Fortinet's broader security platform as a strategic partner.