Major Account Manager - Public Sector (Critical Infrastructure)

Major Account Manager - Public Sector (Critical Infrastructure)

In this role you drive growth for Fortinet in the Critical Infrastructure sector, stewarding strategic accounts and expanding presence in regulated industries. You collaborate with cross-functional teams to craft security-focused solutions for senior stakeholders. You will lead end-to-end sales cycles, from opportunity identification to closure, while shaping long-term value across key sectors like Energy, Utilities, Transportation, and Telecommunications. This position offers impact at scale within a global cybersecurity leader. Stock awards Competitive compensation Global leader in cybersecurity Collaborative culture Opportunity to work with large security-conscious organizations Develop and execute account strategies for Critical Infrastructure customers to drive revenue and long-term value Identify, develop, and close new business opportunities with enterprise customers Build and maintain relationships with senior stakeholders including C-levels, security leaders, IT decision makers, and business owners Understand customer priorities, security challenges, regulatory requirements, and tech strategies to position Fortinet solutions Manage the complete sales lifecycle from opportunity creation to contract closure Drive engagements across network, cloud, OT security and secure networking Collaborate with System Engineers, Solution Specialists, Channel teams, and partners to create compelling solutions Develop and maintain accurate account plans, pipeline visibility, and forecasts Lead customer meetings, executive briefings, and commercial negotiations Collaborate with system integrators, technology partners, and channel organizations to maximise coverage Identify opportunities for expansion through cross-sell and up-sell within existing customers Proven direct, quota-carrying enterprise sales experience with technology vendors Experience managing strategic accounts and complex enterprise sales cycles Track record of developing new business and achieving targets Experience selling into Critical Infrastructure sectors or highly regulated environments Experience engaging with senior business, security, and technology stakeholders Knowledge of cybersecurity, networking, cloud, or related enterprise tech solutions Experience managing multi-stakeholder sales processes with partners and internal teams Strong commercial acumen and ability to align tech solutions to business outcomes Excellent communication, negotiation, and presentation skills Consultative sales approach with opportunity identification skills

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