Major Account Manager - Telco

Major Account Manager – Telco (Rome)

As a Major Account Manager, you will play a critical role in managing and driving sales engagements into key Tier-1 Telco accounts.  You will be responsible for creating and implementing strategic account plans aimed at achieving enterprise-wide deployments of Fortinet's products and services. This role requires you to develop and nurture executive relationships with key decision-makers and influencers, leveraging these connections to negotiate terms that achieve win-win outcomes and foster long-term partnerships.

In this position, you will bring a proactive, solutions-oriented approach, addressing critical client challenges with credibility and expertise. Your solid understanding of Telco industry solutions and Fortinet’s offerings will enable you to identify and address client needs effectively.

Job Responsibilities

• Manage and drive direct sales engagements with Tier-1 service providers.
• Develop and execute strategic account plans to grow Fortinet's share of products and services within Telco accounts.
• Establish and strengthen executive-level relationships with key decision-makers and influencers.
• Coordinate internal resources to create winning contract bids, proposals, RFIs/RFPs, and Statements of Work.
• Negotiate terms of business with clients, achieving mutually beneficial outcomes that build strong, ongoing relationships.
• Generate a robust Service Provider business opportunity pipeline and manage the sales process through to closure.
• Accurately forecast business and achieve quarterly sales quotas.

Job Requirements

• Experience: Minimum 8 years in sales to major accounts, with at least 5 years focused on selling Service Provider network security products and services.
• Proven Track Record: Demonstrated ability to sell solutions to Tier-1 Telco accounts, with consistent quota achievement and career stability.
• Telco Expertise: Solid understanding of the Telco industry, including mobile network architectures, terminology, and challenges.
• Sales Acumen: Experience in closing large deals with strong negotiation skills and ability to move deals through the selling cycle.
• Communication Skills: Excellent presentation skills for executive-level and individual contributors, combined with superior written and verbal communication skills.
• Technical Knowledge: Understanding of network security solutions is a strong plus.
• Mindset: Competitive, self-motivated, and driven, with a hunter mentality that thrives in a fast-paced, ever-changing environment.

About Fortinet

Fortinet (NASDAQ: FTNT) secures the largest enterprise, service provider, and government organizations worldwide. We empower customers with intelligent, seamless protection across the expanding attack surface, addressing critical security challenges across networked, application, cloud, or mobile environments.

Ranked number one in global security appliance shipments, Fortinet is trusted by more than 500,000 customers to protect their businesses. Our innovative technology and robust patent portfolio demonstrate our commitment to delivering high-performance security without compromise.

Join us and become part of a global leader in cybersecurity, driving innovation and empowering organizations to navigate an increasingly complex digital landscape.

How to Apply

If you are ready to take on this exciting opportunity and have the experience and drive to succeed in a fast-paced, dynamic environment, we want to hear from you! Apply today to join the Fortinet team and help shape the future of cybersecurity.