Fortinet

Major Account Manager Federal

Fortinet • $100K — $120K *
Ottawa, ON K1G 3J6In-Person
Business Services
5 - 7 years of experience
Today
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Job Overview by Ladders

Qualifications

  • 6+ years in sales focused on Federal verticals
  • 3+ years selling enterprise network security products
  • Demonstrated track record of meeting sales quotas
  • Strong executive presentation capabilities
  • Excellent written and verbal communication
  • Self-motivated and independent thinker
  • Familiarity with cybersecurity technologies including VPN, Firewall, and Intrusion Prevention.

Responsibilities

  • Manage direct sales engagements in the Federal sector.
  • Develop strategic account plans for enterprise deployments.
  • Generate and qualify leads, accurately forecasting sales.
  • Build executive relationships to drive sales success.
  • Collaborate on proposals and contract negotiations.
  • Achieve quarterly sales targets consistently.
  • Participate in new business pitches and negotiations for large contracts.

Benefits

  • Opportunity to work with leading-edge cybersecurity solutions.
  • Chance to build long-lasting executive relationships.
  • Exposure to a diverse range of Federal clients.
  • Support from internal teams for proposal crafting.
  • A fast-paced, dynamic work environment.
Full Job Description
Job Description

Major Account Manager-Federal, you will:

Manage and drive direct sales engagements into the Federal verticals and strategic partners. Your focus will be to 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 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 strong ongoing relationships.

  • Generating Federal business opportunities and managing the sales process through to closure of the sale.
  • Generate a sales pipeline, qualifying opportunities, and accurately forecast pipeline.
  • Create and implement strategic cybersecurity solutions account plans.
  • Build and nurture executive relationships to propel successful sales processes.
  • Collaborate with internal teams to craft compelling proposals and negotiate terms with clients.
  • Achieve quarterly sales goals, consistently delivering on targets.
  • Play an integral role in new business pitches, foster long-term relationships, act as a catalyst in negotiating business terms to achieve Federal-wide deployments of Fortinet solutions and deliver meaningful results for all parties involved.


We Are Looking For:
  • Proven ability to sell solutions to the Federal vertical.
  • A proven track record of quota achievement and demonstrated career stability
  • Experience in closing large 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
  • Minimum 6+ years prior sales experience specializing in Federal
  • Minimum 3 years selling enterprise network security products and services.
  • Candidates must thrive in a fast-paced, ever-changing environment.
  • Competitive, Self-starter, Hunter-type mentality.
  • Previous experience in network security. Knowledgeable in the following technologies VPN, Firewall, Anti-Virus, Anti-Spam, Intrusion Prevention, and Content Filtering.


Education
  • BS 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.
Learn more about Fortinet
Size
10,860 employees
Market Cap
$38.2 billion
Industry
Information Technology
Net Income
$486.2 million
Founded
2000
5 Year Trend
+21.2%
Revenue
$2.5 billion
NASDAQ
FTNT
* Ladders Estimates

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