Major Account Manager

Major Accounts Manager (Critical Infrastructure)

Role Overview:

Join Fortinet, a cybersecurity pioneer with over two decades of excellence, as we continue to shape the future of cybersecurity and redefine the intersection of networking and security. At Fortinet, our mission is to safeguard people, devices, and data everywhere. We are currently seeking a dynamic Major Accounts Manager to contribute to the success of our rapidly growing business.

You would act as the lead Account Manager for the Critical Infrastructure sector, with direct responsibility for key accounts across energy, utilities, transportation, manufacturing, and other essential service providers. You will maintain and grow established relationships with these strategic customers and drive Fortinet's expansion across this high‑impact vertical.

As a Major Accounts Manager, you will:

• Manage and drive direct sales engagements into strategic Critical Infrastructure accounts.

• Maintain and grow long-standing relationships with key stakeholders, system integrators, operational technology (OT) partners, and the broader CI ecosystem.

• Create and implement strategic account plans focused on enterprise-wide and OT-wide adoption of Fortinet solutions across the Critical Infrastructure sector.

• Leverage Fortinet's installed base within CI accounts to drive expansion opportunities across IT, OT, and converged environments.

• Develop new opportunities in SECOPS, SASE, SD-WAN, and OT security to refresh and extend the existing FortiGate and FortiOS footprint.

• Work closely with partners to accelerate projects through national procurement frameworks and industry-specific agreements.

• Build Fortinet's presence by developing a 360-degree strategy across the full product portfolio, strengthening relationships with partners, alliances, and telco ecosystems supporting CI operators.

• Coordinate with internal teams to deliver high-quality proposals, bids, RFI/RFP responses, and Statements of Work.

• Negotiate commercial terms to achieve mutually beneficial outcomes and long-term customer partnerships.

• Generate a strong opportunity pipeline and manage the full sales cycle through to closure.

• Accurately forecast business performance and consistently meet quarterly quota expectations.

• Travel primarily within Rome, with occasional trips across Italy as needed.

We Are Looking For:

• At least 5 years of experience in the Critical Infrastructure sector, with established relationships across key stakeholders, system integrators, OT partners, and outsourcers.

• Direct experience managing strategic accounts within energy, utilities, transport, manufacturing, or other CI verticals, with deep knowledge of their organisational structures and decision-making dynamics.

• Strong ability to maintain and grow relationships at all levels, acting as a trusted advisor to customer stakeholders.

• Proven success with consistent quota achievement and demonstrated career stability.

• Experience closing complex deals with long sales cycles and multiple stakeholders.

• Excellent communication and presentation skills, with the ability to engage both technical and non-technical audiences, including OT and IT teams.

• Proactive, self-motivated mindset with resilience and adaptability in fast-paced environments.

• Based in Rome or surrounding areas, with flexibility to travel across Italy as needed.

• At least 10 years of sales experience and a minimum of 3 years in cybersecurity or network security.

Why Join Us:

At Fortinet, we embrace diversity and inclusivity. We encourage applications from diverse backgrounds and identities. Explore our welcoming work environment designed for a rewarding career journey with an attractive Total Rewards package to support you with your overall health and financial well-being. Join us in bringing solutions that make a meaningful and lasting impact to our 660,000+ customers around the globe.

We will only notify shortlisted candidates.

Fortinet will not entertain any unsolicited resumes; please refrain from sending them to any Fortinet employees or Fortinet email aliases. Should any agency submit resumes to Fortinet, these resumes, if considered, will be assumed to have been provided free of any related fees or charges.

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