Major Account Manager - Enterprise

Major Account Manager – Enterprise (Italy)

Role Overview

Join Fortinet, a cybersecurity pioneer with over two decades of excellence, as we continue to shape the future of cybersecurity and redefine the intersection of networking and security. At Fortinet, our mission is to safeguard people, devices, and data everywhere.

We are seeking a dynamic Major Account Manager to support the continued growth of our Enterprise business in Italy.

This role is ideal for an experienced enterprise sales professional with a proven track record of developing strategic customer relationships, driving new business opportunities, and delivering complex technology solutions to large organisations.

As a Major Account Manager, you will be responsible for developing and executing account strategies, building trusted relationships with key stakeholders, and driving revenue growth through new customer acquisition and expansion opportunities. You will work closely with customers, partners, and internal teams to deliver business value through Fortinet’s industry-leading cybersecurity solutions.

As a Major Account Manager, you will:

• 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 customer relationships. 
• Build trusted relationships with executive stakeholders, business leaders, and technical decision-makers throughout the sales cycle. 
• Lead complex enterprise sales engagements from opportunity creation through negotiation and successful closure. 
• Develop a deep understanding of customer business priorities and security challenges to position relevant solutions. 
• Collaborate closely with Systems Engineers, Channel Account Managers, Marketing, Professional Services, and other internal teams to deliver successful customer outcomes. 
• Work with channel partners to identify opportunities and execute joint go-to-market initiatives. 
• Manage pipeline development, opportunity qualification, forecasting, and account planning using CRM tools. 
• Prepare and deliver compelling customer presentations, proposals, and commercial negotiations. 
• Consistently achieve or exceed assigned sales targets. 
• Maintain strong knowledge of Fortinet’s portfolio, competitive positioning, and evolving cybersecurity market trends. 

We Are Looking For

We are seeking an ambitious and customer-focused enterprise sales professional with a proven track record of success selling complex technology solutions.

You will ideally have:

• Proven experience selling enterprise technology solutions into large organisations. 
• A consistent history of achieving or exceeding sales targets. 
• Experience managing complex, multi-stakeholder sales cycles. 
• Strong business development and account management skills with the ability to identify and develop new opportunities. 
• Excellent relationship-building, communication, negotiation, and presentation skills. 
• The ability to engage confidently with senior business and technical stakeholders. 
• Experience working within a channel-led sales model and collaborating effectively with partners. 
• A strategic, proactive, and results-oriented approach. 
• Experience within cybersecurity, networking, cloud, SaaS, or broader enterprise infrastructure solutions is highly desirable. 

Why Join Us?

At Fortinet, we embrace diversity and inclusivity. We encourage applications from individuals of all backgrounds, identities, and abilities. Explore our welcoming work environment, designed for a rewarding career journey with a comprehensive Total Rewards package that supports your health and financial well-being. Join us in delivering impactful solutions to over 660,000 customers around the world.

What you can expect from us:

• Industry-leading training and development to support your success. 
• A collaborative culture that values transparency, respect, and innovation. 
• A market-competitive compensation package, including stock awards and the opportunity to exceed targets. 
• The opportunity to be part of a winning and supportive global team. 

We will only notify shortlisted candidates.

Fortinet will not entertain any unsolicited resumes—please refrain from sending them to Fortinet employees or aliases. Any unsolicited resumes submitted will be deemed to be provided free of any fees or charges.

This role is governed by the applicable CCNL, including its classification, minimum salary levels and pay progression rules, and benefit. In line with EU pay transparency requirements, remuneration is determined based on objective factors, including the relevant National Collective Labor Agreement (CCNL), the specific job profile, and seniority level. The target gross annual salary (RAL - Retribuzione Annua Lorda) for this position is expected to range between €65,000 and €90,000. The exact salary offer will be determined based on the successful candidate’s skills, qualifications, experience, and specific geographic location/work arrangements. We do not request or consider salary history at any stage of the recruitment process.