Digital Native Named Account Manager (NAM)

As a Digital Native Named Account Manager, you will play an integral role in driving new business within fast-growing tech companies, unicorn startups, and cloud-first enterprises. You will hold responsibility for managing complex, high-velocity cloud security architectures, effectively onboarding agile digital native clients, and focusing on expanding existing cloud footprints. This role requires leveraging an extensive network to navigate modern dev-heavy environments, writing comprehensive strategic account plans for cloud migration and multi-cloud security opportunities, and acting as the key trusted advisor between DevOps/SecOps stakeholders and Fortinet’s internal divisions.

Key Digital Native Sales Categories to Manage:

• Hyper-Growth Startups & Unicorns: Managing relationships across rapidly scaling digital companies, focusing on securing continuous integration/continuous deployment (CI/CD) pipelines and cloud-native applications.
• SaaS & Tech Providers: Navigating highly dynamic cloud environments requiring specialized cloud compliance (SOC2, ISO 27001), strict API validation processes, and robust runtime protection.
• E-Commerce & Digital Marketplaces: Partnering with massive online platforms to protect sensitive customer data, secure API endpoints, and mitigate automated bot threats.
• Gaming & Media Streaming Platforms: Driving the adoption of secure, low-latency cloud infrastructure, content delivery network (CDN) security, and edge protection.

At Fortinet you will:

• Learn and demonstrate a fundamental understanding of Fortinet’s technology—including advanced Cloud Security, CNAPP, SASE, and zero-trust cloud architectures—to articulate our value proposition to digital native decision-makers.
• Develop strong relationships with key stakeholders up to VP R&D, Chief Architects, CISOs, and C-level executives within tech entities to align Fortinet strategies with their agile cloud deployment models.
• Navigate fast-paced technical evaluations, proof-of-concepts (POCs) in cloud environments, and consumption-based cloud marketplace procurement structures (AWS, Azure, GCP).
• Sell Fortinet cloud products and services through a consultative, architecture-led selling approach, building long-term engineering and business trust within assigned accounts.
• Research digital native growth metrics, identify key engineering influencers, and systematically track cloud expansion projects to create a predictable pipeline.
• Create and implement strategic, long-term account plans focused on attaining wide-scale deployment of Fortinet’s cloud security portfolio.
• Orchestrate internal company resources, including specialized Cloud System Engineers, Cloud DevSecOps teams, and Channel Partners, to maximize sales volume and deliver tailored cloud solutions.
• Drive regular business reviews with digital native entities to ensure ongoing optimization, ROI on cloud spend, and advanced threat protection from their Fortinet investments.
• Ensure customers are kept up-to-date with Fortinet’s cloud product roadmaps, enabling agile tech bodies to plan their architectural evolution and mitigate cloud-surface risks.

Apply if you:

• Have a proven track record of enterprise sales experience in the hi-tech industry, with a strict focus on Cybersecurity, Cloud Security (AWS/Azure/GCP environments), and Next-Gen Networking.
• Possess deep knowledge of modern cloud procurement, cloud marketplaces, and subscription/consumption-based software sales models.
• Demonstrate a consistent track record of quota over-achievement and career stability, with experience managing complex, technically driven sales cycles.
• Are a highly motivated self-starter with a strong tech-savvy mindset, exceptional attention to detail, and a hunger to secure modern, cloud-native applications.
• Have exceptional communication and presentation skills, both oral and written, with the ability to bridge the gap between deep technical DevSecOps requirements and business growth objectives.

Fortinet:

From the start, the Fortinet vision has been to deliver broad, truly integrated, high-performance security across the infrastructure. Today, we secure the largest enterprises, service providers, and digital native innovators around the world. Fortinet empowers its customers with intelligent, seamless protection across the expanding cloud attack surface and the power to take on ever-increasing performance requirements of the borderless network – today and into the future. We have proven to be a truly innovative technology-driven security company with a massive footprint of global patents, making a lasting impact on our 660,000+ customers around the globe, including cutting-edge cloud architectures worldwide.

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.

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As a Digital Native Named Account Manager, you will play an integral role in driving new business within fast-growing tech companies, unicorn startups, and cloud-first enterprises. You will hold responsibility for managing complex, high-velocity cloud security architectures, effectively onboarding agile digital native clients, and focusing on expanding existing cloud footprints. This role requires leveraging an extensive network to navigate modern dev-heavy environments, writing comprehensive strategic account plans for cloud migration and multi-cloud security opportunities, and acting as the key trusted advisor between DevOps/SecOps stakeholders and Fortinet’s internal divisions.