Major Account Manager

Fortinet

. Manage and drive direct sales into Major Enterprise Accounts .

Posted 9/30/2026full-timeRemote • Pennsylvania • United StatesSeniorLeadWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in managing direct sales to Major Enterprise Accounts, with a strong focus on developing executive relationships and achieving sales goals. Proficient in creating strategic account plans and negotiating terms to foster long-term client partnerships.

Highest-signal resume keywords

Enterprise Account ManagementSales Pipeline GenerationContract NegotiationQuota AchievementEnterprise Network Security Sales

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Sales Strategy DevelopmentRFI/RFP Response PreparationProposal GenerationSales ForecastingAccount Planning

Soft Skills

Excellent Presentation SkillsWritten Communication SkillsVerbal Communication SkillsSelf-MotivatedIndependent Thinker

Industry Keywords

Major Enterprise AccountsSales Process ManagementExecutive RelationshipsBusiness DevelopmentEnterprise Solutions

About the role

Key responsibilities & impact

Manage and drive direct sales into Major Enterprise Accounts
Create and implement strategic account plans focused on enterprise-wide deployments of Fortinet products and services
Develop executive relationships with key buyers and influencers in Major Enterprise Accounts
Leverage executive relationships during the sales process
Coordinate with internal groups to generate and deliver Contract Bids, Proposals, RFI/RFP Responses, and Statements of Work
Negotiate terms of business with clients to achieve win/win results and establish ongoing relationships
Generate Major Enterprise Accounts business opportunities and manage the sales process through closure
Achieve agreed quarterly sales goals
Generate a sales pipeline, qualify opportunities, and accurately forecast pipeline

Requirements

What you’ll need

Proven ability to sell solutions to Major Enterprise customers
Proven track record of quota achievement and demonstrated career stability
Experience closing large Enterprise deals
Excellent presentation skills to executives and individual contributors
Excellent written and verbal communication skills
Self-motivated, independent thinker able to move deals through the selling cycle
8+ years of experience selling to Major Enterprise Accounts
2+ years of experience selling enterprise network security products and services
Results-oriented, self-starter, hunter-type mentality
Required to customarily and regularly work outside the office or home office engaged in selling, including travel as needed to make a sale