Strategic Major Enterprise Account Executive

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

Benefits offered by this job

Medical insurance

Dental insurance

Vision insurance

Life insurance

401(k)

Paid holidays

Vacation time

Leave program

Equity program

Commissions

Job summary

Fortinet, Inc. seeks a Major Account Manager to own strategy and growth for a select portfolio of enterprise customers.

You will build executive relationships, develop multi-year plans, and orchestrate Fortinet’s security platform across the portfolio to drive incremental revenue and strategic outcomes. The role requires a strategic, financially oriented seller who can displace incumbents, identify whitespace, and win large-scale enterprise deals with a focus on business outcomes and platform

Qualifications

• 10+ years of enterprise technology sales experience
• 5+ years in cybersecurity, networking, cloud, or related tech sales
• Track record of quota attainment in large complex enterprise deals
• Proven success breaking into whitespace and new-logo accounts
• Demonstrated whitespace/new-logo playbook with account prioritization and executive access
• Experience displacing entrenched competitors and expanding relationships
• Strong MEDDPICC methodology and forecast discipline
• Experience with SWOT analysis for strategic account planning
• Strong financial and value-selling capabilities
• Sell at business-outcome and platform level, not just features
• Understanding of a customer’s business model and financial drivers
• Executive relationships in Major Enterprise accounts are a plus

Responsibilities

• Own strategic, multi-year account plans aligned to business priorities and outcomes
• Develop trusted relationships with C-level and senior security, networking, and procurement leaders
• Identify whitespace and net-new opportunities and create demand where Fortinet footprint is limited
• Drive a platform-selling strategy across Fortinet’s portfolio to expand adoption
• Develop competitive displacement strategies with ROI and cost-of-ownership business cases
• Use SWOT analysis and disciplined account planning to identify risks and opportunities
• Apply MEDDPICC rigor to opportunity qualification and forecasting
• Coordinate Fortinet executives, SEs, partners, and services around a customer strategy
• Aim to consistently achieve or exceed revenue objectives with a healthy pipeline

Skills

Enterprise sales

Cybersecurity sales

Quota attainment

Whitespace sales

Executive relationships

MEDDPICC

SWOT analysis

Value selling

Executive communication

Platform selling

Job description

Fortinet, Inc. seeks a Major Account Manager to own strategy and growth for a select portfolio of enterprise customers.

You will build executive relationships, develop multi-year plans, and orchestrate Fortinet’s security platform across the portfolio to drive incremental revenue and strategic outcomes. The role requires a strategic, financially oriented seller who can displace incumbents, identify whitespace, and win large-scale enterprise deals with a focus on business outcomes and platform