Major Account Manager - Public Sector (Critical Infrastructure)
Pubblicato il 31-07-2026 - Experteer Italy in Roma
Major Account Manager - Public Sector (Critical Infrastructure)
In this role you drive growth for Fortinet in the Critical Infrastructure sector, stewarding strategic accounts and expanding presence in regulated industries. You collaborate with cross-functional teams to craft security-focused solutions for senior stakeholders. You will lead end-to-end sales cycles, from opportunity identification to closure, while shaping long-term value across key sectors like Energy, Utilities, Transportation, and Telecommunications. This position offers impact at scale within a global cybersecurity leader.
- Stock awards
- Competitive compensation
- Global leader in cybersecurity
- Collaborative culture
- Opportunity to work with large security-conscious organizations
- Develop and execute account strategies for Critical Infrastructure customers to drive revenue and long-term value
- Identify, develop, and close new business opportunities with enterprise customers
- Build and maintain relationships with senior stakeholders including C-levels, security leaders, IT decision makers, and business owners
- Understand customer priorities, security challenges, regulatory requirements, and tech strategies to position Fortinet solutions
- Manage the complete sales lifecycle from opportunity creation to contract closure
- Drive engagements across network, cloud, OT security and secure networking
- Collaborate with System Engineers, Solution Specialists, Channel teams, and partners to create compelling solutions
- Develop and maintain accurate account plans, pipeline visibility, and forecasts
- Lead customer meetings, executive briefings, and commercial negotiations
- Collaborate with system integrators, technology partners, and channel organizations to maximise coverage
- Identify opportunities for expansion through cross-sell and up-sell within existing customers
- Proven direct, quota-carrying enterprise sales experience with technology vendors
- Experience managing strategic accounts and complex enterprise sales cycles
- Track record of developing new business and achieving targets
- Experience selling into Critical Infrastructure sectors or highly regulated environments
- Experience engaging with senior business, security, and technology stakeholders
- Knowledge of cybersecurity, networking, cloud, or related enterprise tech solutions
- Experience managing multi-stakeholder sales processes with partners and internal teams
- Strong commercial acumen and ability to align tech solutions to business outcomes
- Excellent communication, negotiation, and presentation skills
- Consultative sales approach with opportunity identification skills
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