Fortinet

Major Account Manager Defense

Reposted 26 Days Ago

Be an Early Applicant

2 Locations

In-Office or Remote

Expert/Leader

Security • Software • Cybersecurity

The Role

Lead defense-focused enterprise sales by developing strategic account plans, building executive relationships, managing RFI/RFP and contract responses, negotiating terms, and closing federal deployments of Fortinet cybersecurity solutions while ensuring compliance with national security and standards like NIST and ISO 27001.

Summary Generated by Built In

Position: Major Account Manager, Defense

Join Fortinet, a cybersecurity pioneer with over two decades of excellence, as we continue to shape the future of cybersecurity and redefine the intersection of networking and security. At Fortinet, our mission is to safeguard people, devices, and data everywhere. We are currently seeking a dynamic Major Account Manager-Defense to be a part of enabling the success of our rapidly growing business

Major Account Manager-Defense, you will:

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.

We Are Looking For:

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

Education

BS or equivalent experience

Why Join Us:

We encourage candidates from all backgrounds and identities to apply. We offer a supportive work environment and a competitive Total Rewards package to support you with your overall health and financial well-being. Embark on a challenging, enjoyable, and rewarding career journey with Fortinet. Join us in bringing solutions that make a meaningful and lasting impact to our 890,000+ customers around the globe.

About Us

Fortinet (NASDAQ: FTNT) secures the largest enterprise, service provider, and government organizations around the world. Fortinet empowers its customers with intelligent, seamless protection across the expanding attack surface and the power to take on ever-increasing performance requirements of the borderless network - today and into the future. Only the Fortinet Security Fabric architecture can deliver security without compromise to address the most critical security challenges, whether in networked, application, cloud or mobile environments. Fortinet ranks number one in the most security appliances shipped worldwide and more than 500,000 customers trust Fortinet to protect their businesses.

We are committed to providing reasonable accommodations for all qualified individuals with disabilities. If you require assistance or accommodation due to a disability, please contact us at [email protected].

Fortinet is an equal opportunity employer. We value diversity in our company, and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, age, military/veteran status or any other applicable legally protected characteristics in the location in which the candidate is applying.

Skills Required

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
Deep understanding of defense operations and/or intelligence
Deep understanding of 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 expertise
Compliance knowledge (NIST, ISO 27001)
Experience within the Defense Contractor Ecosystem
BS degree or equivalent experience

Fortinet Compensation & Benefits Highlights

The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Fortinet and has not been reviewed or approved by Fortinet.

Affordable Benefits — Medical coverage includes a no-premium HDHP option with HSA funding alongside PPO/HMO choices, reducing employee costs at enrollment. Eligibility starts on the date of hire and includes company-paid life and disability coverage.
Wellbeing & Lifestyle Benefits — Mental-health access through Modern Health and an EAP offers therapy, coaching, and counseling resources. Lifestyle extras such as legal assistance, commuter benefits, pet-insurance discounts, and subsidized meals and snacks enhance everyday support.
Strong & Reliable Incentives — Compensation packages include annual bonuses, sales commissions, and stock awards. Earnings potential can be strong in sales when quotas are realistic and attainment is high.