Major Account Manager - Enterprise

In this role you will drive revenue growth for Fortinet’s Enterprise segment in Italy by developing and executing strategic account plans, building executive-level relationships, and leading complex sales engagements. You will collaborate with cross-functional teams to position Fortinet’s cybersecurity solutions against evolving threats. The role offers the opportunity to shape long-term customer strategies and expand Fortinet’s footprint with large organisations. You will work in a global, inclusive culture that values performance and collaboration, with a clear focus on outcomes and impact.

• stock awards
• health and financial well-being
• industry-leading training and development
• 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 relationships.
• Build trusted relationships with executive stakeholders and technical decision-makers throughout the sales cycle.
• Lead complex enterprise sales engagements from opportunity creation to closure.
• Understand customer priorities and security challenges to position relevant Fortinet solutions.
• Collaborate with Systems Engineers, Channel Account Managers, Marketing, Professional Services, and other internal teams to deliver outcomes.
• Work with channel partners to identify opportunities and execute joint go-to-market initiatives.
• Manage pipeline development, qualification, forecasting, and account planning using CRM tools.
• Prepare and deliver compelling customer presentations, proposals, and negotiations.
• Consistently achieve or exceed sales targets.
• Maintain knowledge of Fortinet portfolio, competitive positioning, and market trends.
• Proven experience selling enterprise technology solutions into large organisations.
• Consistent history of meeting or exceeding sales targets.
• Experience managing complex, multi-stakeholder sales cycles.
• Strong business development and account management skills with ability to identify opportunities.
• Excellent relationship-building, communication, negotiation, and presentation skills.
• Ability to engage confidently with senior business and technical stakeholders.
• Experience working within a channel-led sales model and collaborating with partners.
• Strategic, proactive, and results-oriented approach.
• Experience in cybersecurity, networking, cloud, SaaS, or enterprise infrastructure solutions is highly desirable.