Major Accounts Manager (MSSP) - Sydney/Melbourne
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Before you apply
LocationSYDNEY, NSW, Australia
Typefull-time
SenioritySenior
Experience8+ yrs
DepartmentSales
Company size10,000+ people
First seenNov 7, 2026 · 3h ago
Verified live3h ago
At a glanceSummarised by Seekless from the posting.
Proven ability to sell and articulate clear value proposition and competitive differentiation
Proven track record of quota achievement and demonstrated career stability
Experience in closing large deals and ability to develop and execute on strategy
Excellent presentation skills to executives and individual contributors
Excellent written and verbal communication skills
Self-motivated, independent thinker that can move deals through the selling cycle
Minimum 8 years sales experience selling to large organisations
Minimum 3 years selling enterprise network security products and services
Must thrive in a fast-paced, ever-changing environment
Competitive, self-starter, hunter-type mentality
BS or equivalent experience
Strong understanding of telco core platforms and enterprise platforms, telco industry knowledge including 5G, Cloud, Edge Cloud, IoT
Ability to develop executive relationships and strategic conversations about telco monetization
Business case development - build internal business case for investment of resources
Experience in driving complex deals including solution design, negotiating legal T&Cs, and developing innovative commercial models
Ability to work with internal technical stakeholders and partners to provide solutions with clear ROI
Development and execution of strategic plan
Graduate degree preferred
Location: Australia (Sydney, Melbourne)
About the role
This is an exciting multifaceted role. In this key role, you will manage and drive direct sales engagements into a set of named accounts and strategic partners. Your focus will be two-fold, create and implement strategic account plans focused on:
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Primarily attaining enterprise-wide deployments of Fortinet products and services with all areas of the named accounts.
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Develop business case to build services for telco customers (midmarket, SMB, consumer, and enterprise), work with your virtual team to drive Fortinet revenue.
Critical elements of the role will include:
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Industry knowledge - Strong understanding of telco core platforms and its enterprise platforms, telco industry knowledge including 5G, Cloud, Edge Cloud, IoT, and other technologies being adopted by telcos and service providers.
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Strategic executive relationships - The ability to develop executive relationships and have strategic conversations concerning how the telco landscape can be monetized, both within the telco core network as well as through its partner channel and ecosystem.
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Business case development - Build internal business case for investment of resources into those names accounts by developing and communicating value proposition to multiple stakeholders at different levels of the organisation (both within the customer accounts and internal).
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Complex deal experience - Experience in driving complex deals including solution design, negotiating legal T&Cs, and developing innovative commercial models.
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Solution development - The ability to work with internal technical stakeholders and partners within the telco ecosystem in order to provide solutions with a clear ROI.
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Development and execution of strategic plan - Develop and communicate strategic plan and work with your virtual team - comprising of local and global technical team, channel team, training team, marketing, project management, thought leadership team and insides sales teams and others where necessary.
You would act as the key Account Manager for Telecommunications and Service Providers.
As a Major Accounts Manager, you will:
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Generating opportunities and managing the sales process through to closure of the sale.
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Work with internal stakeholders to develop and execute successful go to market strategy.
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Achievement of agreed quarterly / annual sales goals.
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Generate a sales pipeline, qualifying opportunities, and accurately forecast pipeline.
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Selling Fortinet’s entire security portfolio and maintaining relationships with a set of major accounts.
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Responsible for expanding Fortinet’s footprint in the assigned accounts and ensuring ongoing. customer satisfaction.
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To collaborate with extended Fortinet teams but also work independently to accomplish the required tasks.
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Collaborate with all levels of management in order to negotiate and influence to build consensus.
Requirements:
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Proven ability to, not only sell, but articulate clear value proposition and competitive differentiation to your customers.
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A proven track record of quota achievement and demonstrated career stability
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Experience in closing large deals and ability to demonstrate developing and executing on strategy
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Excellent presentation skills to executives & individual contributors
•
Excellent written and verbal communication skills
•
A self-motivated, independent thinker that can move deals through the selling cycle
•
Minimum 8 years sales experience selling in selling to large organisations .
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Minimum 3 years selling enterprise network security products and services.
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Candidate must thrive in a fast-paced, ever-changing environment.
•
Competitive, Self-starter, Hunter-type mentality.
•
BS or equivalent experience, graduate degree preferred
Legal
Fortinet is an Equal Opportunity employer.
Hiring process
We will only notify shortlisted candidates.
Fortinet will not entertain any unsolicited resumes, please refrain from sending them to any Fortinet employees or Fortinet email aliases. Should any Agency submit any resumes to Fortinet, these resumes if considered, will be assumed to have been given by the Agency free of any related fees/charges.