JOB DESCRIPTION
As the Major Accounts Manager for California Higher Education, you will:
Own a territory spanning California's public and private colleges and universities — from the University of California and California State University systems to the California Community Colleges and leading private and independent institutions.
Play an integral role in new business pitches, foster long-term relationships with CIOs, CISOs, and infrastructure leaders, act as a catalyst in negotiating business terms to achieve campus-wide and system-wide deployments of Fortinet solutions, and deliver meaningful results for all parties involved.
Effectively onboard new institutional clients and proactively focus on growing and developing existing accounts across research universities, teaching campuses, medical centers, and district offices.
Generate a robust sales pipeline, qualify opportunities, and provide accurate forecasts for a portfolio of complex, multi-year education accounts.
Navigate California public-sector higher education procurement, including UC and CSU system agreements, Community College District processes, and cooperative purchasing vehicles, to structure deals that fit institutional funding cycles.
Collaborate with internal teams to deliver contract bids, proposals, RFI/RFP responses, and Statements of Work that reflect our commitment to excellence in the education market.
Travel throughout California to support campus visits, system office meetings, and regional higher education events as needed to support the business.
An insightful and influential collaborator to join our team. We encourage you to apply for this position if you have the following qualities:
Experience selling enterprise network security solutions and services to large and complex organizations
Proven experience selling into Higher Education — public universities and college systems, private institutions, or comparable public-sector/enterprise education technology accounts
Deep familiarity with the California higher education landscape, including the University of California, California State University, and California Community Colleges systems, as well as the state's private and independent colleges and universities
Understanding of higher education procurement, funding models, and buying cycles — including state appropriations, grants, system-level contracts, and cooperative purchasing agreements
Ability to move deals through extended education sales cycles, with a proven record of accomplishment of closing large deals and exceeding targets
Strong presentation, influencing, and cultural fluency skills effective for executive audiences, including provosts, CIOs, CISOs, and system leadership
Excellent written and verbal communication skills
8+ years of experience selling to Major Enterprise or Major Education Accounts
2+ years of experience selling enterprise network security products and services
We encourage candidates from all backgrounds and identities to apply. We offer a supportive work environment and a competitive Total Rewards package to support you with your overall health and financial well-being.
Fortinet offers employees a variety of benefits, including medical, dental, vision, life and disability insurance, 401(k), 11 paid holidays, vacation time, and sick time as well as a comprehensive leave program. Wage ranges are based on various factors including the labor market, job type, and job level. On target earnings for this position is expected to be $300,000 - $320,000 per year. Exact salary offers will be determined by factors such as the candidate's subject knowledge, skill level, qualifications, experience, and geographic location. All roles are eligible to participate in the Fortinet equity program, and this position is also eligible for commissions based on the terms of the Sales Compensation Plan.
