Major Account Manager

This is a fully remote position, open to applicants in Canada.

📋 Description

• Oversee all facets of the collaboration between Fortinet and our Global System Integrator (GSI) partners in Canada.

• Develop a business plan that outlines the necessary steps for achieving targeted growth by:

• Collaborating with product and technology leaders within the GSI partner to create unique products, services, and offerings utilizing Fortinet technology.

• Establishing a consistent schedule for relationship-building activities aimed at strengthening partnerships.

• Engaging at a deal level to facilitate the joint pipeline, delivering weekly tactical assistance on order processing and management, and ensuring timely submission of purchase orders in line with Sales forecasts in Salesforce.

• Educating the GSI team on the value proposition of our enterprise security platform to foster growth.

• Training the Fortinet Sales team on GSI offerings to enhance their ability to effectively sell in collaboration with key accounts.

• Partnering with joint country leadership (Sales, SE, Marketing, Channel) to execute local business plans. Ensuring the appropriate cross-functional and decision-making stakeholders at our GSI are engaged in the Business Plan process and approve it.

• Developing and conducting Quarterly Business Reviews (QBR) with cross-functional stakeholders from both organizations to assess progress against shared business objectives.

• Communicating GSI product offerings to internal teams and translating needs into viable solutions.

• Actively collaborating with GSI teams to proactively generate leads and facilitate introductions of Fortinet to GSI clients and prospects.

• Balancing immediate revenue initiatives with long-term development goals.

• Selling to the GSI partner.

⛳️ Requirements

• Demonstrated success in one or more of the listed accounts.

• Fully qualified and experienced sales professional with a progressive mindset and a deep understanding of the technology business sector.

• A minimum of ten years of prior sales experience is essential.

• Previous experience in crafting business plans and market strategies with MSSPs or GSIs.

• Experienced in managing GSI relationships at all levels (Dir/VP/C).

• Proven capability to sell solutions effectively.

• A history of quota attainment and demonstrated career stability.

• Exceptional presentation skills for engaging with executives and individual contributors.

• Strong written and verbal communication abilities.

• A strategic and independent thinker capable of advancing deals through the sales cycle.

• Competitive, self-motivated, and possessing a hunter mentality.

• Bilingual in French and English.

• Previous experience in network and cyber security, including but not limited to SD-WAN, ZTNA, and Security Operations tools.

🏝️ Benefits

• Health insurance.

• Competitive Total Rewards package.