Federal Major Account Manager, Civilian Agencies- Homeland Security and Law Enforcement

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.