Fortinet Major Account Manager - Public Sector Defense 

Italy, Lazio, Rome 

645178076

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