Major Account Manager – Defense

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

📋 Description

• Oversee and drive direct sales engagements with Defense and strategic partners.

• Your emphasis will be on developing and executing strategic account plans aimed at achieving enterprise-wide deployments of Fortinet products and services.

• Cultivate executive relationships with key decision-makers and influencers to leverage during the sales process.

• Collaborate with relevant internal teams to produce and deliver successful Contract Bids, Proposals, RFI/RFP Responses, and Statements of Work.

• Negotiate business terms with clients to secure mutually beneficial outcomes that foster strong ongoing relationships.

• Generate business opportunities within the Defense sector and manage the sales process through to the closing stage.

• Create a sales pipeline, qualify opportunities, and provide accurate forecasts of the pipeline.

• Develop and execute strategic cybersecurity solutions account plans.

• Build and maintain executive relationships to enhance successful sales processes.

• Work in tandem with internal teams to create persuasive proposals and negotiate terms with clients.

• Meet quarterly sales targets consistently, delivering on established goals.

• Play a key role in new business pitches, nurture long-term relationships, act as a catalyst in negotiating business terms to achieve Federal-wide deployments of Fortinet solutions, and deliver significant results for all stakeholders involved.

⛳️ Requirements

• 20+ years of leadership experience in the military (CAF or allied forces).

• Experience at the senior command or strategic level.

• In-depth understanding of national security environments.

• Background in defense operations and/or intelligence.

• Familiarity with government decision-making processes.

• Exceptional leadership and executive communication abilities.

• Proven capability to influence senior stakeholders.

• Strategic thinker with robust planning and execution skills.

• High levels of integrity, professionalism, and a mission-driven approach.

• Expertise in the national security / Defense domain.

• Knowledge of critical infrastructure.

• Experience in risk reduction.

• Understanding of compliance standards (NIST, ISO 27001).

• Familiarity with national security priorities.

• Experience within the Defense Contractor Ecosystem.

🏝️ Benefits

• We provide a supportive work environment.

• A competitive Total Rewards package to assist you with your overall health and financial well-being.