Major Account Manager - Federal Defence

In this role you drive strategic enterprise sales into named Federal Defence accounts, shaping account plans to enable broad deployment of Fortinet solutions. You’ll build executive relationships with key buyers and coordinate cross-functional teams to deliver bids, proposals, and statements of work. You’ll negotiate favorable terms to sustain long-term partnerships, while meeting quarterly revenue targets. This fast-paced role blends major account management with strategic growth in a mission-critical defense sector.

• Generate enterprise opportunities and manage the sales process through to closure
• Achieve quarterly sales goals
• Build a sales pipeline, qualify opportunities, and forecast accurately
• Develop executive relationships with buyers and influencers
• Coordinate bid/proposal/RFI-RFP/SoW processes with internal teams
• Negotiate terms to secure win/win outcomes and strong ongoing relationships

• Proven ability to sell solutions to Federal Institutions
• Track record of quota achievement and closing large deals
• Excellent presentation skills to executives and individual contributors
• Strong written and verbal communication
• Self-motivated, independent, and able to move deals through the sales cycle
• Minimum 8 years of sales experience within the Healthcare Industry
• Minimum 3 years selling enterprise network security products and services
• Thrives in a fast-paced, changing environment
• Competitive, self-starter, hunter mentality

• excellent presentation skills
• strong written and verbal communication
• self-motivation and independence
• enterprise network security products and services
• contract bids, proposals, RFI/RFP responses
• sales forecasting and pipeline management