Major Account Manager – Public Sector (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 to contribute to the success of our rapidly growing business.

You would act as the key Account Manager for the Defense sector in Italy, supporting strategic growth in SECOPS and SASE.

As a Major Account Manager – Public Sector (Defense), you will:

• Manage and drive indirect sales engagements within the Defense vertical 

• Create and implement strategic account plans focused on enterprise-wide deployments of Fortinet products and services 

• Develop executive relationships and influencers and leverage these during the sales process 

• Coordinate with internal teams 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 and build strong ongoing relationships 

• Generate "sell to" and "sell through" business opportunities and manage the sales process through to closure 

• Achieve agreed quarterly sales goals 

• Generate a sales pipeline, qualify opportunities, and accurately forecast pipeline

We Are Looking For: An insightful and influential collaborator to join our team. We encourage you to apply for this position if you have the following qualities:

• Proven ability to sell solutions via MSSP 

• A track record of quota achievement and demonstrated career stability 

• Experience in closing large deals within MSSPs 

• Strong conceptual account management skills (horizontal and vertical) 

• Open-minded and self-driven, with a customer-first mindset and focus on long-term relationships 

• Excellent presentation skills to executives and individual contributors 

• Strong written and verbal communication skills 

• Independent thinker who can move deals through the selling cycle 

• Minimum 10 years in Sales, including 5 years in cybersecurity 

• Minimum 8 years of sell-through experience for an IT vendor in the MSSP vertical 

• Defense sector experience with established relationships with key stakeholders and system integrators • Ability to manage complex account planning and long sales cycles 

• Willingness to travel occasionally, with most clients based in Rome

Why Join Us:

At Fortinet, we embrace diversity and inclusivity. We encourage applications from diverse backgrounds and identities. Explore our welcoming work environment designed for a rewarding career journey with an attractive Total Rewards package to support you with your overall health and financial well-being. Join us in bringing solutions that make a meaningful and lasting impact to our 660,000+ customers around the globe.

We will only notify shortlisted candidates. Fortinet will not entertain any unsolicited resumes, please refrain from sending them to any Fortinet employees or Fortinet email aliases. Should any Agency submit any resumes to Fortinet, these resumes if considered, will be assumed to have been given by the Agency free of any related fees/charges. 

#LI-Hybrid