Major Account Manager – Defense

Fortinet

Major Account Manager driving sales engagements into Defense and strategic partners for Fortinet. Creating account plans and building relationships for enterprise deployments of cybersecurity solutions.

Posted 5/6/2026full-timeRemote • 🇨🇦 CanadaSeniorLeadWebsite

Tech Stack

Tools & technologies

Cyber Security

About the role

Key responsibilities & impact

Manage and drive direct sales engagements into Defense and strategic partners.
Your focus will be to create and implement strategic account plans focused on attaining enterprise-wide deployments of Fortinet products and services.
Develop executive relationships with key buyers and influencers and leverage these during the sales process.
Coordinate with appropriate internal groups to generate and deliver winning Contract Bids, Proposals, RFI/RFP Responses, and Statements of Work.
Negotiate terms of business with clients to achieve win/win results that provide the basis for strong ongoing relationships.
Generating Defense business opportunities and managing the sales process through to closure of the sale.
Generate a sales pipeline, qualifying opportunities, and accurately forecast pipeline.
Create and implement strategic cybersecurity solutions account plans.
Build and nurture executive relationships to propel successful sales processes.
Collaborate with internal teams to craft compelling proposals and negotiate terms with clients.
Achieve quarterly sales goals, consistently delivering on targets.
Play an integral role in new business pitches, foster long-term relationships, act as a catalyst in negotiating business terms to achieve Federal-wide deployments of Fortinet solutions and deliver meaningful results for all parties involved.

Requirements

What you’ll need

20+ years of leadership experience in the military (CAF or allied forces)
Experience operating at senior command or strategic level
Deep understanding of national security environments
Defense operations and/or intelligence
Government decision-making processes
Exceptional leadership and executive communication skills
Proven ability to influence senior stakeholders
Strategic thinker with strong planning and execution capability
High integrity, professionalism, and mission-driven mindset
National security / Defense domain expertise
Critical infrastructure expertise
Risk reduction
Compliance (NIST, ISO 27001)
National security priorities expertise
Experience within the Defense Contractor Ecosystem

Benefits

Comp & perks

We offer a supportive work environment
A competitive Total Rewards package to support you with your overall health and financial well-being

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills & Tools

sales managementstrategic account planningcontract negotiationpipeline generationcybersecurity solutionsproposal developmentRFI/RFP responsestatement of work creationforecastingbusiness development

Soft Skills

leadershipexecutive communicationinfluencestrategic thinkingplanningexecutionintegrityprofessionalismrelationship buildingcollaboration