Fortinet
Major Account Manager, Strategics
$300K
San Francisco, CA · Remote · Manager · Full-time · Posted Sep 25, 2026
- Experience
- 10+ years of enterprise technology sales experience; 5+ years of enterprise cybersecurity, networking, cloud, infrastructure, or closely related technology sales experience.
About the job
Owns strategic growth of major enterprise accounts by developing executive relationships, creating new opportunities, and expanding adoption of Fortinet’s security platform.
What you'll do
- Develop and execute multi-year strategic account plans, including whitespace creation and competitive displacement.
- Build executive-level business cases and apply financial value-selling, SWOT analysis, and MEDDPICC to manage opportunities.
- Coordinate Fortinet teams and partners to 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 enterprise cybersecurity, networking, cloud, infrastructure, or closely related technology sales experience.
- Record of quota attainment, closing complex enterprise transactions, creating whitespace or new-logo opportunities, and displacing competitors.
- Strong MEDDPICC, strategic account planning, financial value-selling, and executive communication capabilities.
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)
Tools
Fortinet, MEDDPICC, SWOT analysis
Model-written summary · the original posting is authoritative