Major Account Manager – Communications Service Providers
Fortinet
full-time
Posted on:
Location Type: Hybrid
Location: Toronto • Canada
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Tech Stack
About the role
- Develop and execute multi-year account plans that accelerate growth within existing customers and capture new opportunities aligned with partner transformation goals.
- Build and nurture relationships across business, network, and security leadership levels to position Fortinet as a trusted innovation partner.
- Lead new business pitches, manage renewals, and negotiate complex agreements that drive enterprise-wide adoption of Fortinet solutions and double digit growth.
- Collaborate with internal engineering, product, and marketing teams to design and deliver tailored cybersecurity and managed service proposals.
- Consistently achieve quarterly and annual sales goals through disciplined pipeline generation, accurate forecasting, and proactive territory planning.
- Represent Fortinet in key industry forums, customer workshops, and executive reviews to influence market perception and customer direction.
- Embody Fortinet’s values of teamwork, openness, and innovation by mentoring peers, contributing to team strategy, and working with a high degree of collaboration across sales, channel, and technical teams.
Requirements
- 10+ years in sales and pre-sales roles within the networking, cybersecurity, or telecommunications industry.
- Demonstrated record of exceeding sales targets and driving growth in enterprise and managed services solutions.
- 5–8 years managing Fortune 1000 or large enterprise accounts, preferably within the Canadian telco or service provider segment.
- Existing executive relationships within Canadian telcos (Bell, Rogers, TELUS, or equivalent) are preferred.
- Minimum 3 years selling network security products or managed security services, with exposure to AI-driven security operations considered an asset.
- Exceptional presentation and storytelling abilities for both executive and technical audiences; strong written and verbal communication.
- Goal-oriented, self-motivated professional with strong business acumen, interpersonal influence, and proven success working independently and within a matrix organization.
- Skilled in building business plans and go-to-market strategies that expand market share and accelerate growth.
Benefits
- We offer a supportive, inclusive environment and a competitive Total Rewards package designed to support your overall health, well-being, and financial success.
- Embark on a challenging, rewarding, and meaningful career with one of the world’s cybersecurity leaders.
- Join us in delivering AI-driven, innovative solutions that protect and empower more than 890,000+ customers worldwide and make a lasting impact on the digital world.
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills & Tools
salespre-salespipeline generationforecastingterritory planningnetwork security productsmanaged security servicesAI-driven security operationsbusiness plansgo-to-market strategies
Soft Skills
presentation abilitiesstorytellingwritten communicationverbal communicationgoal-orientedself-motivatedbusiness acumeninterpersonal influencecollaborationmentoring