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Fortinet Major Account Manager - Telco 
Italy, Lazio, Rome 
407310723

05.12.2024

Major Account Manager – Telco (Rome)

As a Major Account Manager, you will play a critical role in managing and driving sales engagements into key Tier-1 Telco accounts. You will be responsible for creating and implementing strategic account plans aimed at achieving enterprise-wide deployments of Fortinet's products and services. This role requires you to develop and nurture executive relationships with key decision-makers and influencers, leveraging these connections to negotiate terms that achieve win-win outcomes and foster long-term partnerships.

Job Responsibilities

  • Manage and drive direct sales engagements with Tier-1 service providers.
  • Develop and execute strategic account plans to grow Fortinet's share of products and services within Telco accounts.
  • Establish and strengthen executive-level relationships with key decision-makers and influencers.
  • Coordinate internal resources to create winning contract bids, proposals, RFIs/RFPs, and Statements of Work.
  • Negotiate terms of business with clients, achieving mutually beneficial outcomes that build strong, ongoing relationships.
  • Generate a robust Service Provider business opportunity pipeline and manage the sales process through to closure.
  • Accurately forecast business and achieve quarterly sales quotas.

Job Requirements

  • Experience : Minimum 8 years in sales to major accounts, with at least 5 years focused on selling Service Provider network security products and services.
  • Proven Track Record : Demonstrated ability to sell solutions to Tier-1 Telco accounts, with consistent quota achievement and career stability.
  • Telco Expertise : Solid understanding of the Telco industry, including mobile network architectures, terminology, and challenges.
  • Sales Acumen : Experience in closing large deals with strong negotiation skills and ability to move deals through the selling cycle.
  • Communication Skills : Excellent presentation skills for executive-level and individual contributors, combined with superior written and verbal communication skills.
  • Technical Knowledge : Understanding of network security solutions is a strong plus.
  • Mindset : Competitive, self-motivated, and driven, with a hunter mentality that thrives in a fast-paced, ever-changing environment.