Major Account Manager – Defense

🕒 May 6

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Fortinet

WebsiteLinkedInAll Job Openings

10,000+ employees

🔒 Cybersecurity

☁️ SaaS

🤝 B2B

💰 $6.5M Series B on 2005-01

Cybersecurity • SaaS • B2B

Fortinet is a leading provider of cybersecurity solutions, focusing on securing networks, applications, and data across various environments. The company offers a comprehensive platform that includes advanced threat protection, secure access service edge (SASE), and networking solutions, all integrated into a single point of management. With a commitment to innovation and efficiency, Fortinet serves a wide range of industries, securing over 700,000 enterprise customers and government organizations globally.

📋 Description

• Manage and drive direct sales engagements into Defense and strategic partners. • Your focus will be to create and implement strategic account plans focused on attaining enterprise-wide deployments of Fortinet products and services. • Develop executive relationships with key buyers and influencers and leverage these during the sales process. • Coordinate with appropriate internal groups to generate and deliver winning Contract Bids, Proposals, RFI/RFP Responses, and Statements of Work. • Negotiate terms of business with clients to achieve win/win results that provide the basis for strong ongoing relationships. • Generating Defense business opportunities and managing the sales process through to closure of the sale. • Generate a sales pipeline, qualifying opportunities, and accurately forecast pipeline. • Create and implement strategic cybersecurity solutions account plans. • Build and nurture executive relationships to propel successful sales processes. • Collaborate with internal teams to craft compelling proposals and negotiate terms with clients. • Achieve quarterly sales goals, consistently delivering on targets. • Play an integral role in new business pitches, foster long-term relationships, act as a catalyst in negotiating business terms to achieve Federal-wide deployments of Fortinet solutions and deliver meaningful results for all parties involved.

🎯 Requirements

• 20+ years of leadership experience in the military (CAF or allied forces) • Experience operating at senior command or strategic level • Deep understanding of national security environments • Defense operations and/or intelligence • Government decision-making processes • Exceptional leadership and executive communication skills • Proven ability to influence senior stakeholders • Strategic thinker with strong planning and execution capability • High integrity, professionalism, and mission-driven mindset • National security / Defense domain expertise • Critical infrastructure expertise • Risk reduction • Compliance (NIST, ISO 27001) • National security priorities expertise • Experience within the Defense Contractor Ecosystem

🏖️ Benefits

• We offer a supportive work environment • A competitive Total Rewards package to support you with your overall health and financial well-being