Major Account Manager, Strategics

As a Major Account Manager, you will own the strategy and growth of a select portfolio of Fortinet’s largest and most complex enterprise customers and prospects. You will develop a deep understanding of each customer’s business, financial priorities, technology environment, and desired outcomes, translating those insights into strategic account plans that expand Fortinet’s relevance and footprint.

Success requires a strategic, consultative, and financially oriented seller who can create opportunities in whitespace, build executive relationships, displace incumbent competitors, and position Fortinet’s broader security platform as a strategic business and technology partner.

• 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.

• 10+ years of enterprise technology sales experience
  , with a demonstrated record of success selling into large, complex Major Enterprise accounts.
• 5+ years of enterprise cybersecurity, networking, cloud, infrastructure, or closely related technology sales experience
  .
• Consistent record of quota attainment and closing large, complex, multi-stakeholder enterprise transactions
  .
• Proven success breaking into whitespace and new-logo accounts and creating opportunities where established customer relationships or active buying initiatives did not previously exist.
• Ability to clearly demonstrate a repeatable whitespace/new-logo playbook
  , including account prioritization, relationship mapping, executive access, champion development, demand creation, and converting initial wins into broader enterprise adoption.
• Demonstrated success displacing entrenched competitors and expanding initial wins into larger strategic customer relationships.
• Strong command of MEDDPICC methodology
  , including its application to complex enterprise opportunities and forecast discipline.
• Demonstrated experience using SWOT analysis and strategic account planning to identify opportunities, threats, competitive positioning, and priorities within complex accounts.
• Strong financial and value-selling capabilities
  , with the ability to develop executive-level business cases connecting technology investments to measurable financial and business outcomes.
• Ability to sell at the business-outcome and platform level
  , rather than relying primarily on product…