Major Accounts Manager - Public Sector (Central Government and Critical Infrastructure)

As a Major Accounts Manager, you will be responsible for developing and managing strategic relationships within central government bodies, national agencies, and critical infrastructure organisations. You will focus on new business development, long-term account growth, and supporting customers as they strengthen their cybersecurity posture. This role requires strong relationship building, the ability to navigate complex organisations, and a structured approach to managing large accounts.

You will act as the primary point of contact for your assigned accounts, ensuring a clear understanding of customer priorities and coordinating Fortinet resources to support their objectives.

As a Major Accounts Manager, you will:

• Develop new business opportunities within central government and critical infrastructure organisations
• Build and execute strategic account plans to achieve and exceed sales targets
• Expand Fortinet deployments within existing major accounts through cross-sell and upsell initiatives
• Build and maintain strong relationships with senior stakeholders, including executive and director-level contacts
• Lead and coordinate internal teams to deliver proposals, RFP responses, and statements of work
• Manage the full sales cycle from early engagement to negotiation and closure
• Maintain accurate pipeline management and forecasting for assigned accounts
• Work closely with System Engineers, Channel Managers, and specialist sales teams to support customer needs
• Conduct regular business reviews with customers to ensure they gain full value from their Fortinet investment
• Keep customers informed about Fortinet product developments to support their planning and risk management

We Are Looking For: A proactive and results-driven sales professional with strong relationship-building skills and the ability to work effectively within complex public sector environments. You may be a strong fit if you bring:

• Proven experience in enterprise sales within the technology sector, ideally cybersecurity, networking, or adjacent IT fields
• Experience working with public sector or regulated industries, or the ability to adapt quickly to this environment
• A consistent record of achieving or exceeding sales targets
• The ability to manage complex accounts with multiple stakeholders and long decision cycles
• Strong communication, negotiation, and presentation skills
• A structured, organised approach and the ability to work independently while collaborating effectively with internal teams

Why Join Us: At Fortinet, we value diversity and inclusivity. We welcome applications from individuals of all backgrounds and identities. You will join a collaborative environment where knowledge is shared openly and all perspectives are respected. We offer comprehensive training, development opportunities, and a competitive compensation package, including stock awards and opportunities to exceed targets.

This role is governed by the applicable CCNL, including its classification, minimum salary levels and pay progression rules. In line with EU pay transparency requirements, the salary range for this position will be provided to all candidates before the interview stage, together with information on the objective criteria used for determining pay and progression. We do not request or consider salary history at any stage of the recruitment process.

Fortinet

Fortinet delivers broad, integrated, high-performance security across the entire IT infrastructure. We secure some of the largest enterprises, service providers, and government organisations worldwide. With more than 619 registered global patents, Fortinet continues to lead in innovation across network security.

About Us

Fortinet (NASDAQ: FTNT) secures the largest enterprise, service provider, and government organisations around the world. Our Security Fabric architecture delivers security without compromise across network, application, cloud, and mobile environments. Fortinet ranks number one in security appliances shipped worldwide, and more than 500,000 customers trust Fortinet to protect their operations.

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Major Accounts Manager - Public Sector (Central Government and Critical Infrastructure) As a Major Accounts Manager, you will be responsible for developing and managing strategic relationships within central government bodies, national agencies, and critical infrastructure organisations. You will focus on new business development, long-term account growth, and supporting customers as they strengthen their cybersecurity posture. This role requires strong relationship building, the ability to navigate complex organisations, and a structured approach to managing large accounts. You will act as the primary point of contact for your assigned accounts, ensuring a clear understanding of customer priorities and coordinating Fortinet resources to support their objectives.