Major Accounts Manager

2 days ago


Melbourne, Australia Fortinet Full time

Location: Australia (Melbourne)

**Role Overview**:
This is an exciting multifaceted role. In this role, you will manage and drive direct sales and marketing engagements into a broad set of telco/service provider accounts. Your focus will be two-fold, create and implement strategic account plans focused on:

- Attaining enterprise-wide deployments of Fortinet products and services with all areas of the named accounts ( _i.e. sell to _)
- Develop business cases to productise on Fortinet solutions, build and execute on joint go to market strategy to drive Fortinet revenue through strategic channel partners ( _i.e. sell with _)

Although this is a predominantly hunter role, the strategic intent is for you to build out a portfolio of long term strategic accounts for SELL TO and SELL WITH.

**Responsibilities**:
Critical elements of the role will include (in order of importance):

- **Development, articulate and execute on a strategic plan to both short and long term pipeline**:

- Develop and communicate strategic narrative on how to approach the telco/service provider markets. Working with your local team comprising of engineering, channel, training, marketing, project management, thought leadership and insides sales teams and others where necessary.
- Understand the difference between SELL TO and SELL WITH and be able to task switch between the two. Also be able to operate on both short/medium tactical opportunities and longer term strategic opportunities
- Understand and develop a narrative around leveraging SELL TO and SELL THROUGH and vice versa.
- **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.
- **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).
- **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.
- **Complex deal experience**:

- Experience in driving complex deals including solution design, negotiating legal T&Cs, and developing innovative commercial models.
- **Complex solution development**:

- The ability to work with internal technical stakeholders and partners in order to articulate solutions to customers with a clear ROI.

**Requirements**:

- A proven track record of quota achievement and demonstrated career stability.
- Proven ability to articulate clear value proposition and competitive differentiation to your customers and partners.
- Experience in closing large deals and ability to demonstrate developing and executing on strategy.
- 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.
- Minimum 3 years selling enterprise network security products and services.
- Competitive, Self-starter, Hunter-type mentality.
- BS or equivalent experience, graduate degree preferred.

Fortinet is an equal opportunity employer.

LI-CR1



  • Melbourne, Victoria, Australia Ausworkwear & Safety Full time $100,000 - $120,000 per year

    Major Account Manager – Gippsland / East VictoriaAusworkwear & Safety is expanding rapidly – we have multiple tenders underway in VIC, and we're looking for a proven leader to help us take things to the next level.As Major Account Manager, you will:Lead and oversee our sales team, driving results and ensuring strong client relationships.Manage major...

  • Major Account Manager

    15 hours ago


    Melbourne, Australia Trend Micro Full time

    When you join Trend, you become part of a unique and diverse global family and you get to work towards a world safe for exchanging digital information. Position Overview The Major Account Manager (MAM) responsibility and focus will be to proactively sell Trend Micro products and services in to Government accounts; this may also include some Major...

  • Major Account Manager

    2 weeks ago


    Melbourne, Australia Alinta Energy Full time

    **BD and account management focus - Major Commercial & Industrial Customers**: - **Fast paced, team focused and collaborative environment**: - **Opportunities for progression** **About Alinta Energy**: **At Alinta Energy, we’re constantly striving to do better. Whether it’s lowering customers costs, providing world class local service or sustainable...


  • Melbourne, Victoria, Australia Trend Micro Full time $80,000 - $120,000 per year

    When you join Trend, you become part of a unique and diverse global family and you get to work towards a world safe for exchanging digital information.Trend Micro, a global cybersecurity leader, helps make the world safe for exchanging digital information. Fueled by decades of security expertise, global threat research, and continuous innovation, Trend...


  • Melbourne, Australia Alinta Energy Full time

    **About Alinta Energy**: **At Alinta Energy, we’re constantly striving to do better. Whether it’s lowering customers costs, providing world class local service or sustainable energy, our aim is to be better. And to keep getting better day after day. Better for our customers. Better for Australia. And better for our environment.** We’re a leading...


  • Melbourne, Australia Fortinet Full time

    Location: Australia (Melbourne) Join Fortinet, a cybersecurity pioneer with over two decades of excellence, as we continue to shape the future of cybersecurity and redefine the intersection of networking and security. At Fortinet, our mission is to safeguard people, devices, and data everywhere. We are currently seeking a dynamic Major Accounts Manager to...


  • Melbourne, Australia Fortinet Full time

    Location: Australia (Melbourne) **Role Overview**: In this key role, you will manage and drive direct sales engagements into a set of Named Accounts and strategic Partners within very large enterprise. Your focus will be to create and implement strategic account plans focused on attaining enterprise-wide deployments of Fortinet products and services....


  • Melbourne, Australia Fortinet Full time

    Location: Australia (Melbourne) **Role Overview**: Join Fortinet, a cybersecurity pioneer with over two decades of excellence, as we continue to shape the future of cybersecurity and redefine the intersection of networking and security. At Fortinet, our mission is to safeguard people, devices, and data everywhere. We are currently seeking a dynamic Major...


  • Melbourne, Australia Fortinet Full time

    Location: Australia (Melbourne) Join Fortinet, a cybersecurity pioneer with over two decades of excellence, as we continue to shape the future of cybersecurity and redefine the intersection of networking and security. At Fortinet, our mission is to safeguard people, devices, and data everywhere. We are currently seeking a dynamic Major Accounts Manager to...


  • Melbourne, Australia Snowflake Full time

    Due to the ongoing growth of our business in APAC we are looking for a Major Account Executive to join our fast growing Melbourne team. **AS A MAJOR ACCOUNT EXECUTIVE YOU WILL**: - Retain and grow revenue in one or a small number of strategic accounts. - Build and develop strategic, deep relationships with your stakeholders. - Create and execute strategies...