Major Account Manager Defense

Lacework

Lacework

Sales & Business Development

Toronto, ON, Canada · Ottawa, ON, Canada

Posted on May 6, 2026
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Position: Major Account Manager, Defense

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 Account Manager-Defense to be a part of enabling the success of our rapidly growing business

Major Account Manager-Defense, you will:

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.

We Are Looking For:

  • 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

Education

  • BS or equivalent experience

Why Join Us:

We encourage candidates from all backgrounds and identities to apply. We offer a supportive work environment and a competitive Total Rewards package to support you with your overall health and financial well-being. Embark on a challenging, enjoyable, and rewarding career journey with Fortinet. Join us in bringing solutions that make a meaningful and lasting impact to our 890,000+ customers around the globe.

Fortinet (NASDAQ: FTNT) secures the largest enterprise, service provider, and government organizations around the world. Fortinet empowers its customers with intelligent, seamless protection across the expanding attack surface and the power to take on ever-increasing performance requirements of the borderless network - today and into the future. Only the Fortinet Security Fabric architecture can deliver security without compromise to address the most critical security challenges, whether in networked, application, cloud or mobile environments. Fortinet ranks number one in the most security appliances shipped worldwide and more than 500,000 customers trust Fortinet to protect their businesses.

We are committed to providing reasonable accommodations for all qualified individuals with disabilities. If you require assistance or accommodation due to a disability, please contact us at accommodations@fortinet.com.
Fortinet is an equal opportunity employer. We value diversity in our company, and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, age, military/veteran status or any other applicable legally protected characteristics in the location in which the candidate is applying.
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