7+ years of technology sales experience, particularly in outside sales.
Proven success selling complex solutions to large Federal agencies.
Strong track record of quota achievement and career stability.
Experience with a hunter mentality for identifying and closing large deals.
Familiarity with cybersecurity products, routers, SD WAN, remote access, data center solutions, cloud, and AI security products.
Excellent written and verbal communication skills.
Strong presentation skills for both executives and technical audiences.
Responsibilities
Exceed annual revenue quotas and build a robust sales pipeline from assigned accounts.
Maximize opportunities within Fortinet Federal by leveraging existing deployments.
Develop and maintain relationships with various channel partners and end users.
Manage effective collaborations with sales engineers and other functional areas.
Ensure timely and high-quality delivery of reporting and administrative tasks, including accurate forecasting.
Benefits
Opportunity to work with high-profile Federal agencies.
Collaborative environment with experienced system engineers.
Autonomy to manage your own business and metrics for success.
Access to a broad portfolio of cutting-edge cybersecurity and networking products.
Potential for career growth within a leading cybersecurity firm.
Full Job Description
JOB DESCRIPTION
Federal Major Account Manager Civilian Agencies
Description
In this key role, you will drive and grow sales of Fortinet Federal’s broad portfolio of cybersecurity and networking products and services into large civilian agencies with enterprise level security and network infrastructure. Examples of these accounts could include the Department of Homeland Security, the Department of Justice, and the Department of State. In addition to your primary accounts, you may be asked to drive sales into a group of assigned Tier 2 accounts. Your focus will be to create and implement strategic account plans focused on expanding Fortinet’s existing business and finding and winning new opportunities to deploy Fortinet products and services. You will develop relationships with key agency executives, buyers, channel partners, and influencers and leverage your influence during the sales process. You will coordinate with appropriate internal groups to generate and deliver winning bids, proposals, RFI/RFP responses, and statements of work. You will negotiate terms of business with clients to achieve win/win results that provide the basis for strong ongoing relationships. You will be teamed with an experienced System Engineer but be expected to largely “run your own business” and manage to assigned metrics for success.
Responsibilities:
Exceed annual revenue quota and build a strong pipeline from assigned accounts.
Maximize Fortinet Federal opportunities, including leveraging existing deployments, while providing value added solutions to customers
Develop relationships with a variety of Channel Partners (to include Telecom Providers, System Integrators, and Value-Added Resellers) and End Users
Manage effective working relationships with sales engineers, professional services consultants, finance, marketing, and other functional areas.
Timely, high quality, delivery of Fortinet Federal reporting and administrative requirements, including accurate forecasting.
Required Skills:
7+ years technology selling experience (outside sales) with proven ability to sell complex solutions to large Federal agencies
Experience selling directly into key accounts. Strong consideration will be given to candidates with a track record of success selling to large agencies such as the Department of Homeland Security, Department of Justice, and Department of State.
A proven track record of quota achievement and demonstrated career stability
A hunter mentality and experience identifying, pursuing, and closing large deals
Selling experience should include 1) Firewalls and Cybersecurity products 2) Routers, 3) SD WAN 4) Remote Access, 5) Data Center solutions, 6) Cloud, 7) Security products for AI
Excellent written and verbal communication skills
Excellent presentation skills to executives & technical audiences
A self-motivated, independent professional that can move deals through the selling cycle
Education:
4-year College Degree and/or equivalent experience.
About Fortinet
Fortinet is a cybersecurity company that provides network security solutions to businesses, service providers, and government organizations worldwide. The company's products and services include firewalls, VPNs, intrusion prevention systems, endpoint security, and more. Fortinet was founded in 2000 and is headquartered in Sunnyvale, California.
