Fortinet - Major Account Manager - Service Provider (10-15 yrs)

About Fortinet:

Fortinet is a global leader in cybersecurity solutions, dedicated to protecting people, devices, and data worldwide. With over two decades of innovation and excellence, Fortinet is at the forefront of redefining the intersection of networking and security. Our comprehensive portfolio of solutions spans network security, secure access, cloud security, and more, enabling enterprises to navigate the complex cybersecurity landscape with confidence. As we continue to expand our footprint, we are looking for a dynamic Major Account Manager - Service Provider Sales to drive growth and success in our rapidly evolving business.

Role Overview:

As a Major Account Manager - Service Provider Sales, you will play a pivotal role in driving direct sales engagements within a portfolio of Telco and service provider accounts. Your primary focus will be on building and executing strategic account plans aimed at achieving enterprise-wide deployments of Fortinet products and services. You will establish and nurture executive relationships with key decision-makers and influencers, leading the sales process from opportunity generation to closure.

Key Responsibilities:

- Develop and execute comprehensive account strategies to achieve and exceed sales targets within assigned Telco and service provider accounts.

- Generate and manage a robust sales pipeline, ensuring accurate forecasting and effective opportunity qualification.

- Build and maintain strong relationships with key stakeholders, including C-level executives, technical teams, and procurement departments.

- Lead negotiations and develop win-win business terms to secure long-term partnerships.

- Collaborate cross-functionally with internal teams, including sales engineering, product management, and marketing, to deliver tailored solutions and customer mindshare.

- Stay updated on industry trends, market dynamics, and competitive landscape to provide strategic insights during the sales cycle.

- Represent Fortinet at industry events, conferences, and customer meetings to promote our solutions and strengthen brand presence.

Desired Skills and Experience:

- Proven track record of consistently achieving or exceeding sales targets in a competitive market.

- Demonstrated success in selling complex cybersecurity solutions to large enterprises, particularly within the Fortune 1000 segment.

- Minimum 15 years of sales experience, with at least 10 years focused on service provider network security products and services.

- Strong understanding of Telco and service provider environments, including networking, cloud, and security challenges.

- Exceptional presentation and communication skills, with the ability to engage both technical and non-technical audiences.

- Self-motivated, independent thinker with a 'hunter' sales mentality and the ability to thrive in a fast-paced environment.

- A strategic thinker with strong analytical skills and the ability to develop and execute account-based strategies.

- Bachelor's degree or equivalent experience is required; a graduate degree is preferred.

What We Offer:

- An opportunity to work with a global leader in cybersecurity, driving impactful initiatives and influencing industry trends.

- A dynamic and collaborative work environment with opportunities for growth and development.

- Competitive compensation package, including performance-based incentives and benefits.

- Access to cutting-edge technology and continuous learning resources.