Major Account Manager – Defense

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

📋 Description

• Oversee and lead direct sales initiatives targeting Defense and strategic partners.

• Your primary objective will be to develop and execute strategic account plans aimed at achieving comprehensive deployments of Fortinet products and services across enterprises.

• Cultivate executive relationships with key decision-makers and influencers, utilizing these connections throughout the sales process.

• Collaborate with relevant internal teams to create and present winning Contract Bids, Proposals, RFI/RFP Responses, and Statements of Work.

• Negotiate business terms with clients to secure win/win outcomes that foster robust, ongoing partnerships.

• Generate Defense business opportunities and oversee the sales process until the sale is finalized.

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

• Develop and implement strategic account plans for cybersecurity solutions.

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

• Work alongside internal teams to design impactful proposals and negotiate terms with clients.

• Meet quarterly sales objectives, consistently achieving targets.

• Play a vital role in new business presentations, nurturing long-term relationships, and serving as a key negotiator to enable Federal-wide deployments of Fortinet solutions, thereby delivering significant outcomes for all stakeholders involved.

⛳️ Requirements

• Over 20 years of leadership experience within the military (CAF or allied forces).

• Experience functioning at a senior command or strategic level.

• Comprehensive understanding of national security environments.

• Background in Defense operations and/or intelligence.

• Familiarity with government decision-making processes.

• Outstanding leadership and executive communication abilities.

• Proven capability to influence senior stakeholders effectively.

• Strategic mindset 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.

• Skills in risk reduction.

• Compliance experience (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 designed to enhance your overall health and financial well-being.