[Remote] Major Account Manager

Note: The job is a remote job and is open to candidates in USA. Fortinet is hiring a Major Account Manager to own the strategy and growth of a portfolio of its largest and most complex enterprise customers and prospects. The role develops strategic account plans, builds executive relationships, creates and expands opportunities, positions Fortinet’s security platform, and delivers revenue objectives.

Responsibilities

• 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

Skills

• 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 features or point-solution selling
• Strong business acumen and ability to understand a customer's business model, financial drivers, industry dynamics, strategic priorities, and technology transformation agenda
• Executive presence and the ability to communicate effectively across C-suite, technical, operational, and procurement stakeholders
• Self-motivated, intellectually curious, competitive, and comfortable operating with a high degree of autonomy and accountability
• Candidates with established executive relationships and a demonstrated network within assigned or relevant Major Enterprise accounts will receive priority consideration

Benefits

• Medical insurance
• Dental insurance
• Vision insurance
• Life insurance
• Disability insurance
• 401(k)
• 11 paid holidays
• Vacation time
• Sick time
• Comprehensive leave program
• Eligible to participate in the Fortinet equity program
• Eligible for commissions based on the terms of the Sales Compensation Plan
• Remote work

Company Overview

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