Major Account Manager - Defence & Police

Job Description

Major Account Manager

In this key role, you will manage, direct and drive direct sales into defense industry. Create and implement strategic plans focused on attaining enterprise-wide deployments of Fortinet products and services. Develop executive relationships with key buyers and influencers in defense industry accounts and leverage these relationships. Coordinate with appropriate internal groups to generate and deliver winning Contract Bids, Proposals, RFI/RFP Responses, and Statements of Work. Negotiate terms of business with clients to achieve win/win results that provide the basis for strong ongoing relationships.

Responsibilities

• Develop account plans to achieve goals and exceed quota responsibility
• Maximize Fortinet opportunity while providing value added solutions to defense institutions
• Serves as lead contact responsible for the flow of information to/from executive management
• Develops relationships with key decision makers, influencers and partners
• Manages effective working relationships with assigned region MAMs, Technical Sales Engineers, and Consulting Professionals
• Consistently builds and delivers on an accurate pipeline
• Travels within Sweden is required
  
  

Required Skills

• Proven ability to sell solutions to the public defense institutions
• 5+ years technology selling experience
• Experience in the network security industry
• A proven track record of significant over-quota achievement and demonstrated career stability
• Experience in closing large deals
• Selling experience must include one of the following: 1) Firewall/VPN, 2) AV 3) IDS/IDP
• Excellent presentation skills to executives & individual contributors
• Excellent written and verbal communication skills
• Experience in planning, structuring and writing client proposals
• Goal oriented individual, with strong business acumen
• Ideally, you have been security cleared.
• Ideally, you have a background in the defense industry or law enforcement
  
  

Education

• Bachelor's degree or equivalent, MBA preferred.