דרושים Regional Account Manager - Government Center-south ב-Fortinet ב-Italy, Rome

Major Account Manager – Public Sector (Defense)

You would act as the key Account Manager for, supporting strategic growth in

As a
Major Account Manager – Public Sector (Defense), you will:

• Manage and drive indirect sales engagements within the Defense vertical

• Create and implement strategic account plans focused on enterprise-wide deployments of Fortinet products and services

• Develop executive relationships and influencers and leverage these during the sales process

• Coordinate with internal teams 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 and build strong ongoing relationships

• Generate "sell to" and "sell through" business opportunities and manage the sales process through to closure

• Achieve agreed quarterly sales goals

• Generate a sales pipeline, qualify opportunities, and accurately forecast pipeline

• Proven ability to sell solutions via MSSP

• A track record of quota achievement and demonstrated career stability

• Experience in closing large deals within MSSPs

• Strong conceptual account management skills (horizontal and vertical)

• Open-minded and self-driven, with a customer-first mindset and focus on long-term relationships

• Excellent presentation skills to executives and individual contributors

• Strong written and verbal communication skills

• Independent thinker who can move deals through the selling cycle

• Minimum 10 years in Sales, including 5 years in cybersecurity

• Minimum 8 years of sell-through experience for an IT vendor in the MSSP vertical

•Defense sector experiencewith established relationships with key stakeholders and system integrators • Ability to manage complex account planning and long sales cycles

• Willingness to travel occasionally, with most clients based in Rome

Responsibilities:

• Take a proactive, Customer Success driven approach to customer’s evolving service needs, maximising value and driving adoption.
• Consult with the customer to understand their business priorities with regard to their Fortinet investment; and use this knowledge to drive construction of a Success Plan for their Advanced Support engagement.
• Drive the overall success journey for their assigned Advanced Support customers; tracking progress against the agreed Success Plan, and revise the plan to accommodate changing business requirements as required.
• Ensure that proactive deliverables of Fortinet’s Advanced Support programs are built into the success plan, aligned to their priorities and project timescales.
• Act as the customer’s trusted advisor and single point of contact for Services and Support; facilitating conference calls, meetings and engaging appropriate resources to assist in issue resolution and proactive service delivery.
• Ensure that Advanced Support delivery across the customer’s organization meets or exceeds operational KPI’s.
• Lead the services delivery team engagement towards the customer, Fortinet sales teams and any other internal or external stakeholders.
• Build executive/senior relationships within customer and understand the customer’s business practices/procedures, business drivers and corporate culture.
• Maintain a detailed understanding of Fortinet support and service capabilities and constraints.
• Address any customer satisfaction issues across the customer’s organization and follow up.
• Produce weekly and quarterly reports including service performance and hardware/software lifecycle management.
• Deliver Quarterly Service Reviews, providing insights regarding service utilisation to date; highlighting trends and making resulting recommendations to assist in forward planning.
• Manage technical and service escalations by hosting calls, facilitating actions and producing customer facing and internal executive updates.
• Negotiate, document and communicate a governance structure for each customer, ensuring all parties (customer, partner, Fortinet) understand roles and responsibilities within the customer relationship.
• Engage with respective account teams to ensure delivery alignment with sales strategy and to continually provide valuable insights that create additional revenue generating opportunities, including successful contract renewal.
• Drive continual process improvements to maximize both customer satisfaction and employee effectiveness.

Skills & Experience:

• Evidence of previous Service Delivery and/or Customer Success experience, ideally in a technology or SaaS environment.
• Service DNA – understanding what constitutes service excellence and identifying areas for improvement on a daily basis.
• Adept in understanding technical concepts and translating into business-focused, value-centric language.
• Consultative in building and driving customer relationships, soliciting trust and gaining commitments to ratify Success Plans.
• Task Management – able to manage conflicting priorities and organize workload efficiently.
• Execution Focused - capable of taking swift action and monitoring progress, to meet agreed success criteria and deadlines.
• Analytical Ability – effectiveness in analysing situations and identifying key issues.
• Proactivity – taking responsibility for making things happen, and being accountable for outcomes.
• Teamwork – collaborating with others and promoting a collaborative spirit; leading by example across virtual teams to ensure desired customer outcomes.
• Adaptability – maintain performance under pressure to ensure effective decision making.
• Influencing – using appropriate interpersonal styles and methods of communication to influence others positively to meet objectives of all parties.
• Communications – communicating clearly, succinctly and effectively.
• Technical knowledge (desired but not essential) - High-level telecommunications, cybersecurity and/or internetworking experience.
• ITIL Foundation certification (desired but not essential).
• Bachelor’s Degree or equivalent level of education.

As a Regional Account Manager, you will:

• Develop and execute strategic account plans to achieve and exceed sales targets
• Drive the adoption of Fortinet’s products and services across assigned public sector accounts, supporting long-term customer success
• Build and maintain executive-level relationships with key decision-makers, influencers, and strategic partners within public administration
• Coordinate internal teams to deliver customer-focused proposals, RFI/RFP responses, and statements of work
• Promote cybersecurity awareness and best practices in alignment with Italian and European regulations
• Serve as the lead contact responsible for the flow of information to and from executive management
• Maximize Fortinet’s opportunity while delivering value-added solutions to assigned public sector customers
• Maintain an accurate and consistent pipeline and sales forecast
• Collaborate with internal stakeholders including partner channel managers, technical sales engineers, and consulting professionals
• Travel within the assigned territory as required to support business opportunities

An insightful and influential collaborator to join our team. We encourage you to apply for this position if you have the following qualities:

• Proven experience in technology sales, ideally within the cybersecurity or networking sectors
• Demonstrated success in selling solutions to public administration customers, including education, healthcare, or local government entities
• Strong knowledge of IT security technologies such as firewalls, VPNs, antivirus, IDS/IPS solutions
• A track record of consistent quota achievement and career stability
• Excellent presentation, negotiation, and communication skills, with the ability to engage both technical and non-technical audiences
• A goal-oriented mindset with strong business acumen and leadership capabilities
• Based in Centre-South Italy, ideally Rome, with flexibility to travel across the region

Responsibilities

• Manage key Fortinet partners and end users in the region
• Build revenue and non revenue business plans with these partners.
• Provide ongoing sales and technical trainings to these partners.
• Build marketing plans to drive incremental sales pipeline and revenues with development funds.
• Act as key channel strategist to regional sales managers within region.
• Partner with Fortinet marketing and engineering teams to drive revenue growth within region.
• Provide geographic channel coverage for the region
• Carry quarterly and annual revenue targets.

Required Skills

• 5+ years channel sales and territory management in networking or security sectors.
• Experience building business and marketing plans with partners.
• Must have experience in delivering sales trainings, and experience in working in a fast pace environment with revenue responsibilities.
• Excellent presentation skills to executives & individual contributors
• Excellent written and verbal communication skills
• Candidate must thrive in a fast-paced, ever-changing environment.
• Competitive, Self-starter, Hunter-type mentality.
• College or University degree preferred

Key Responsibilities:

• Market Research & Strategy;
• Business Development & Sales;
• Partnership Development;
• Customer Engagement;
• Cross-Functional Collaboration;
• Industry Engagement;

• Conduct in-depth market analysis to identify new trends, customer needs, and opportunities within the SecOps domain.
• Develop and execute go-to-market strategies, identifying key verticals and target audiences for security operations products and services
• Monitor competitors, industry developments, and emerging threats to position the company's offerings competitively.
• Identify and engage potential clients to build a robust sales pipeline for SecOps solutions.
• Develop and maintain strong relationships with enterprise customers, technology partners, and key stakeholders in the cybersecurity space.
• Collaborate with sales teams to close deals, negotiate contracts, and ensure customer satisfaction.
• Drive revenue growth by meeting or exceeding sales targets.
• Establish strategic partnerships with the Partner ecosystem,Reseller, G.S.I., managed security service providers (MSSPs), and technology partners to expand the company's security operations capabilities.
• Collaborate with partners to co-create and promote joint solutions that meet customer requirements.
• Engage with potential clients to understand their SecOps needs, challenges, and requirements.
• Deliver presentations, demonstrations, and proposals tailored to address customer concerns and highlight the value of the company's SecOps offerings.
• Serve as the primary point of contact for clients throughout the sales cycle, ensuring a smooth transition to post-sales support.
• Work closely with internal teams, including product management, marketing, engineering, and security analysts, to align product development with market demands and customer feedback.
• Provide input on product roadmaps and improvements to better serve the needs of security operations customers.
• Attend industry events, conferences, and forums to stay up-to-date on trends in cybersecurity and security operations.
• Build and maintain a professional network within the SecOps and cybersecurity industries.

Qualifications:

• Experience:
• Skills:
• Education:

• 5+ years of experience in business development, sales, or partnership roles, with a focus on cybersecurity, security operations, or related fields.
• Proven track record of meeting or exceeding sales targets in a B2B environment, especially within the IT security or managed services domain.
• Experience working with MSSPs, cybersecurity vendors, or technology providers is highly desirable.
• Strong understanding of security operations, cybersecurity solutions, and technologies (e.g., SIEM, SOAR, endpoint protection, incident response).
• Excellent negotiation, presentation, and communication skills.
• Ability to understand complex technical concepts and explain them to both technical and non-technical audiences.
• Strong analytical, problem-solving, and decision-making skills.
• Bachelor’s degree in Business, Information Technology, Cybersecurity, or a related field.
• Relevant certifications (e.g., CISSP, CISM, CEH) are a plus but not required.

Key Competencies:

• Strong business acumen and results-oriented mindset.
• Ability to work independently and collaboratively in a fast-paced, dynamic environment.
• Deep understanding of security operations challenges, threat landscapes, and the needs of enterprise customers.
• Strong relationship-building and customer-facing skills, with a customer-first attitude.

Qualification/Certification requirements

• Graduate level (preferred) or through proven experience / reference
• Appropriate Sales and negotiation abilities
• Project Management experience would be beneficial.

As Technical Account Manager you will develop a deep understanding about the customer
environments healthy by identifying potential issues before they become problems and improvingoptimize their return of investment.
Key Responsibilities:
• Develop a deep understanding about the customer business/technical needs to provide
technical information, guidance and support
• Become a trusted advisor by proactively guide your customers with technical
recommendations and best practices
• Run advanced troubleshooting on the full range of Fortinet products, reproduce customer
environments on lab equipment, recommend potential new solutions
• Take initiatives and ownership of customer incidents to drive for timely resolutions
• Manage customer communications and expectations until the closure of each case
• Participate in customer conference calls or face to face customer meetings
• Produce service reports to summarize service activity and performance for key
stakeholders
• Report Software/Hardware related issues to R&D department and assure follow-up
Skills and Attributes Requirements:
• Good understanding of data networking protocols, specifically TCP/IP, routing and
switching
• Hands-on experience on security products and technologies (e.g. Firewalls, IDS/IPS,
DDos, VPN, Web application Firewall)
• Strong troubleshooting and problem solving skills
• Face to face and remote customer management experience
• Previous experience in a technical support position with telco or large enterprise space.
• Strong interpersonal and communication skills
• Previous experience on Fortinet products is an advantage
Educational and Experience Requirements:
• Minimum of 6 years of experience in a technical support/post-sales role
• Bachelor’s degree in Computer Science, Software Engineering or related field, or an
equivalent experience.
•Fortinet certification FCP, FCSS, FCX is a distinct advantage (OR A VALID NSE4/7/7)

Must be fluent in Italian and English

In this key role, you will manage, direct and drive direct sales with a focus on the local public market. Create and implement strategic plans focused on attaining enterprise-wide deployments of Fortinet products and services. Develop executive relationships with key buyers and influencers in local public accounts and leverage these relationships. 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.
Responsibilities

• Develop account plans to achieve goals and exceed quota responsibility
• Maximise the Fortinet opportunity while providing value added solutions to local public institutions
• Serve as lead contact responsible for the flow of information to/from executive management
• Work closely together with the account managers in order to maximize the primary business focus and serves as team leader responsible for the quality and success of activities in the territory
• Develop relationships with key decision makers, influencers and partners
• Manage effective working relationships with assigned region MAMs, Technical Sales Engineers, and Consulting Professionals
• Consistently build and deliver on an accurate territory pipeline
• Travel within assigned territory is required

Required Skills

• Experience in technology sales
• Proven ability to sell solutions to local public customers
• Experience in the network security industry ideal
• A proven track record of significant over-quota achievement and demonstrated career stability
• Consistent achievement on quota and proficient individual contributor
• Selling experience must include one of the following : 1) Firewall/VPN, 2) AV 3) IDS/IDP
• Excellent presentation skills to executives & individual contributors
• Excellent written and verbal communication skills
• Goal oriented individual, with vast interpersonal managerial skills, strong business acumen and positive leadership abilities with proven results in mentoring, motivating and developing teams.