Major Account Manager – Federal

Fortinet

Major Account Manager selling Fortinet cybersecurity solutions to Federal customers. Driving enterprise deployments, strategic accounts, proposals, and quota achievement.

Posted 9/5/2026full-timeRemote • 🇨🇦 CanadaMid-LevelSeniorWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in managing direct sales engagements within the Federal vertical, with a strong focus on building executive relationships and achieving sales targets. Proficient in developing strategic account plans and delivering compelling proposals for enterprise network security solutions.

Highest-signal resume keywords

Federal Sales ExperienceEnterprise Network Security SalesQuota AchievementExecutive Presentation SkillsContract Negotiation

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Sales Pipeline ManagementRFI/RFP Response DevelopmentFortinet Product KnowledgeVPN KnowledgeFirewall KnowledgeAnti-Virus KnowledgeAnti-Spam KnowledgeIntrusion Prevention KnowledgeContent Filtering KnowledgeClosing Large Deals

Soft Skills

Excellent Written CommunicationExcellent Verbal CommunicationSelf-MotivatedIndependent ThinkerCompetitive Mindset

Certifications & Qualifications

BS or Equivalent Experience

Industry Keywords

Federal VerticalCybersecurity SolutionsStrategic Account PlansSales EngagementsClient Relationship Management

Tech Stack

Tools & technologies

Cyber Security

About the role

Key responsibilities & impact

Manage and drive direct sales engagements into Federal verticals and strategic partners
Create and implement strategic account plans for enterprise-wide Fortinet product and service deployments
Develop executive relationships with key buyers and influencers
Coordinate internal teams to generate and deliver contract bids, proposals, RFI/RFP responses, and statements of work
Negotiate client business terms to achieve win/win results
Generate Federal business opportunities and manage the sales process through closure
Generate, qualify, and accurately forecast the sales pipeline
Build and nurture executive relationships
Collaborate with internal teams on compelling proposals
Achieve quarterly sales goals and consistently deliver on targets
Participate in new business pitches and foster long-term client relationships
Drive Federal-wide deployments of Fortinet cybersecurity solutions

Requirements

What you’ll need

Proven ability to sell solutions to the Federal vertical
Proven track record of quota achievement and demonstrated career stability
Experience in closing large deals
Excellent presentation skills to executives and individual contributors
Excellent written and verbal communication skills
Self-motivated, independent thinker able to move deals through the selling cycle
Minimum 6+ years prior sales experience specializing in Federal
Minimum 3 years selling enterprise network security products and services
Ability to thrive in a fast-paced, ever-changing environment
Competitive, self-starter, hunter-type mentality
Previous experience in network security
Knowledge of VPN, Firewall, Anti-Virus, Anti-Spam, Intrusion Prevention, and Content Filtering
BS or equivalent experience

Benefits

Comp & perks

100% company paid medical, dental, and vision coverage
Health Spending Account
Personal Spending Account
Employee & Family Assistance Plan (EFAP)
Counseling, legal advice, and mental health resources
Critical illness, disability, and life insurance
Group Registered Retirement Savings Plan (RRSP) with company match
Competitive Paid Time Off
Flexible leave policies
Paid health days
Supportive work environment
Competitive Total Rewards package