Fortinet
Major Account Manager, Enterprise
$300K
Phoenix, AZ · Remote · Manager · Full-time · Posted Oct 7, 2026
- Experience
- 10+ years of enterprise technology sales; 5+ years of enterprise cybersecurity, networking, cloud, infrastructure, or closely related technology sales.
About the job
Owns growth and strategic account plans for major enterprise customers, selling Fortinet’s security platform and driving new opportunities, competitive displacement, and revenue.
What you'll do
- Build multi-year account plans and executive relationships; identify whitespace and new-logo opportunities.
- Develop platform-selling and competitive-displacement strategies, supported by financial business cases and MEDDPICC qualification.
- Coordinate internal teams and partners, achieve revenue objectives, maintain pipeline, and provide accurate forecasts.
What they ask for
- 10+ years of enterprise technology sales experience, including success with large, complex Major Enterprise accounts.
- 5+ years of sales experience in enterprise cybersecurity, networking, cloud, infrastructure, or closely related technology.
- Demonstrated quota attainment and success closing complex enterprise transactions, creating whitespace/new-logo opportunities, and displacing competitors.
- Strong command of MEDDPICC, SWOT analysis, strategic account planning, financial/value selling, and executive communication.
Nice to have
- Established executive relationships and a demonstrated network within relevant Major Enterprise accounts.
Pay
$300,000 - $350000.00 per year (on-target earnings; pay type not specified)
Tools
Fortinet, MEDDPICC
Model-written summary · the original posting is authoritative