Regional Account Manager - Energy & Utilities (North)

Regional Account Manager – Energy, Utilities & Transportation

Territory: Milan / Northern Italy 

Fortinet is looking for a motivated Regional Account Manager with experience in the Energy, Utilities, and Transportation sectors to drive growth in the strategically important Northern Italy region. 

This role is ideal for someone who understands the local market, how to work with public and private entities, and wants to contribute to securing the country’s critical infrastructure.

You will work with customers involved in energy production and distribution, gas networks, water companies, waste management, and local public transport. Your goal will be to develop new opportunities, strengthen existing relationships, and support clients in integrating IT and OT security while complying with Italian and EU regulations.

Key Responsibilities

• Develop and implement a strategic sales plan for your assigned territory and verticals.
• Manage relationships with key decision-makers in multi-utilities, municipal companies, and infrastructure operators across Northern Italy.
• Build and maintain a strong and growing pipeline, consistently achieving sales targets.
• Work closely with internal teams (technical, marketing, channel) and partners to deliver end-to-end solutions.
• Lead responses to public tenders, RFPs/RFIs, bids, and complex commercial proposals.
• Promote a cybersecurity culture aligned with the sector’s operational and regulatory needs.
• Stay informed on regulatory developments (NIS2, AgID, ANSFISA, etc.) and help clients remain compliant.
• Participate in industry events and represent Fortinet in engagements with public institutions and trade associations.

Ideal Profile

• Sales experience in the Energy, Utilities, or Transportation sectors, with strong knowledge of the Italian market—especially in the North.
• Familiarity with the dynamics of selling to public entities, municipal companies, or complex organizations.
• Basic or advanced understanding of IT and OT integration and related cybersecurity challenges.
• Experience in selling complex solutions, preferably in cybersecurity or networking.
• Excellent relationship-building, communication, and negotiation skills.
• Able to work independently and as part of a team, with a goal-oriented mindset.
• Fluent in Italian and proficient in English (for working with colleagues and international materials).
• Willing to travel within the assigned territory.

About Fortinet

From the start, the Fortinet vision has been to deliver broad, truly integrated, high-performance security across the IT infrastructure. Today, we secure the largest enterprises, service providers, 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. We have proven to be a truly innovative technology-driven network security company with over 619 registered global patents—more than three times our closest, most innovative competitor!

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.

#LI-Remote