Major Account Manager - Enterprise

In this role you will drive revenue growth for Fortinet’s Enterprise segment in Italy by developing and executing strategic account plans, building executive-level relationships, and leading complex sales engagements. You will collaborate with cross-functional teams to position Fortinet’s cybersecurity solutions against evolving threats. The role offers the opportunity to shape long-term customer strategies and expand Fortinet’s footprint with large organisations. You will work in a global, inclusive culture that values performance and collaboration, with a clear focus on outcomes and impact. stock awards health and financial well-being industry-leading training and development Develop and execute strategic account plans to drive revenue growth across the Enterprise segment. Identify, qualify, develop, and close new business opportunities while expanding existing relationships. Build trusted relationships with executive stakeholders and technical decision-makers throughout the sales cycle. Lead complex enterprise sales engagements from opportunity creation to closure. Understand customer priorities and security challenges to position relevant Fortinet solutions. Collaborate with Systems Engineers, Channel Account Managers, Marketing, Professional Services, and other internal teams to deliver outcomes. Work with channel partners to identify opportunities and execute joint go-to-market initiatives. Manage pipeline development, qualification, forecasting, and account planning using CRM tools. Prepare and deliver compelling customer presentations, proposals, and negotiations. Consistently achieve or exceed sales targets. Maintain knowledge of Fortinet portfolio, competitive positioning, and market trends. Proven experience selling enterprise technology solutions into large organisations. Consistent history of meeting or exceeding sales targets. Experience managing complex, multi-stakeholder sales cycles. Strong business development and account management skills with ability to identify opportunities. Excellent relationship-building, communication, negotiation, and presentation skills. Ability to engage confidently with senior business and technical stakeholders. Experience working within a channel-led sales model and collaborating with partners. Strategic, proactive, and results-oriented approach. Experience in cybersecurity, networking, cloud, SaaS, or enterprise infrastructure solutions is highly desirable.

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