Major Account Manager – Federal

Fortinet

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

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

Core Competencies

Role fit

Core Competencies

Use this summary to align your resume positioning with the role.

Demonstrates expertise in driving sales engagements within the Federal vertical, with a strong focus on enterprise network security products and solutions. Proven ability to build executive relationships and achieve sales targets through effective negotiation and strategic account management.

Highest-signal resume keywords

Federal Sales ExperienceEnterprise Network Security SalesQuota AchievementProposal DevelopmentRelationship Management

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Sales Process ManagementContract NegotiationRFI/RFP ResponseSales Pipeline GenerationClosing Large DealsFortinet Product KnowledgeVPN TechnologyFirewall TechnologyAnti-Virus TechnologyIntrusion Prevention

Soft Skills

Excellent Presentation SkillsWritten Communication SkillsVerbal Communication SkillsSelf-MotivatedIndependent Thinker

Certifications & Qualifications

BS or Equivalent Experience

Industry Keywords

Federal VerticalCybersecurity SolutionsSales EngagementsStrategic Account PlansBusiness Development

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 focused on 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 business terms with clients to achieve win/win results
Generate Federal business opportunities and manage the sales process through closure
Generate sales pipeline, qualify opportunities, and accurately forecast pipeline
Build and nurture executive relationships to propel successful sales processes
Collaborate with internal teams to craft compelling proposals
Achieve quarterly sales goals and consistently deliver on targets
Participate in new business pitches and foster long-term 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 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 of 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 technologies
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), including 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, including paid health days
Supportive work environment
Competitive Total Rewards package