Fortinet

Major Account Manager

Posted An Hour Ago

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Hiring Remotely in Charlotte, NC, USA

In-Office or Remote

Senior level

Security • Software • Cybersecurity

The Role

Manage direct sales to major enterprise accounts, develop strategic account plans, build executive relationships, coordinate proposals and contract bids, negotiate business terms, generate pipeline, qualify opportunities, forecast sales, and meet quarterly quotas. The role requires substantial enterprise sales experience, network security product expertise, strong communication skills, and travel as needed.

Summary Generated by Built In

In this key role, you will manage and drive direct sales into Major Enterprise Accounts. 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 in Major Enterprise Accounts 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 solid ongoing relationships.

Responsibilities:

Generating Major Enterprise Accounts business opportunities and managing the sales process through to closure of the sale.
Achievement of agreed quarterly sales goals.
Generate a sales pipeline, qualifying opportunities, and accurately forecast pipeline

Required Skills

Proven ability to sell solutions to Major Enterprise customers.
A proven track record of quota achievement and demonstrated career stability
Experience in closing large Enterprise deals.
Excellent presentation skills to executives & individual contributors
Excellent written and verbal communication skills
A self-motivated, independent thinker that can move deals through the selling cycle
8+ years of experience selling to Major Enterprise Accounts
2+ years of experience selling enterprise network security products and services
Results-oriented, Self-starter, Hunter-type mentality.
The Major Account Manager, Enterprise is required to customarily and regularly work outside of their office or home office engaged in selling, including travel as needed to make a sale.

About UsFortinet makes possible a digital world that we can always trust through its mission to protect people, devices, and data everywhere. This is why the world’s largest enterprises, service providers, and government organizations choose Fortinet to securely accelerate their digital journey. The Fortinet Security Fabric platform delivers broad, integrated, and automated protections across the entire digital attack surface, securing critical devices, data, applications, and connections from the data center to the cloud to the home office. Ranking #1 in the most security appliances shipped worldwide, more than 615,000 customers trust Fortinet to protect their businesses. And the Fortinet NSE Training Institute, an initiative of Fortinet’s Training Advancement Agenda (TAA), provides one of the largest and broadest training programs in the industry to make cyber training and new career opportunities available to everyone.

Skills Required

Proven ability to sell solutions to major enterprise customers
Proven track record of quota achievement and demonstrated career stability
Experience closing large enterprise deals
Excellent presentation skills with executives and individual contributors
Excellent written and verbal communication skills
Self-motivated, independent thinker able to move deals through the selling cycle
8+ years of experience selling to major enterprise accounts
2+ years of experience selling enterprise network security products and services
Results-oriented, self-starter, hunter-type mentality
Ability to work outside the office or home office and travel as needed for sales

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.

Equity Value & Accessibility — Equity awards for eligible roles vest quarterly over four years, with 70% vesting in the first two years and no one-year cliff. This front-loaded structure can provide meaningful near-term value and may be complemented by recognition or refresh stock awards.
Retirement Support — Global retirement and savings programs are offered, with plan details varying by region. This indicates structured support for long-term financial wellbeing across countries.
Wellbeing & Lifestyle Benefits — The package includes health and welfare coverage, paid time off, and wellness programs as part of a broader Total Rewards approach. Coverage is positioned to support health, financial wellbeing, and major life events.