Major Account Manager - Public Sector (Critical Infrastructure)

Major Account Manager – Critical Infrastructure

Location: Rome, Italy

Fortinet is seeking a Major Account Manager to drive growth across the Critical Infrastructure market.

This is a direct quota-carrying sales role, responsible for developing and managing strategic customer relationships, creating new business opportunities, and expanding Fortinet’s presence within organisations where cybersecurity, operational resilience, and business continuity are critical priorities.

The successful candidate will own a portfolio of strategic accounts across key Critical Infrastructure segments, including Energy & Utilities, Transportation, Telecommunications, Manufacturing, and other regulated industries. You will be responsible for developing account strategies, engaging with senior stakeholders, and positioning Fortinet’s cybersecurity solutions to address complex security challenges.

This role requires an experienced enterprise sales professional with a proven ability to manage complex sales cycles, build trusted customer relationships, and drive new business within large, strategic accounts.

Key Responsibilities

• Develop and execute account strategies for assigned Critical Infrastructure customers, driving revenue growth and long-term customer value

• Identify, develop, and close new business opportunities through direct engagement with enterprise customers

• Build and maintain strong relationships with senior stakeholders, including C-level executives, security leaders, IT decision makers, and business owners

• Understand customer business priorities, security challenges, regulatory requirements, and technology strategies to position relevant Fortinet solutions

• Manage the complete sales lifecycle, from opportunity creation and qualification through negotiation and contract closure

• Drive strategic customer engagements across network security, cloud security, operational technology security, and secure networking solutions

• Work closely with System Engineers, Solution Specialists, Channel teams, and partners to develop compelling customer solutions and proposals

• Develop and maintain accurate account plans, opportunity strategies, pipeline visibility, and sales forecasts

• Lead customer meetings, executive briefings, business reviews, and commercial negotiations

• Collaborate with system integrators, technology partners, and channel organisations to maximise account penetration and market coverage

• Identify opportunities for expansion within existing customers through cross-sell and up-sell activities

What We Are Looking For

We are looking for an experienced enterprise sales professional with a strong understanding of selling technology solutions into Critical Infrastructure or highly regulated environments.

The ideal candidate will have:

• Proven experience in a direct, quota-carrying enterprise sales role within a technology vendor

• Experience managing strategic accounts and complex enterprise sales cycles

• A strong track record of developing new business and achieving sales targets

• Experience selling into Critical Infrastructure sectors such as Energy & Utilities, Transportation, Telecommunications, Manufacturing, Defence, or other regulated industries

• Experience engaging with senior business, security, and technology stakeholders

• Knowledge of cybersecurity, networking, cloud, infrastructure, or related enterprise technology solutions

• Experience managing multi-stakeholder sales processes involving customers, partners, and internal technical teams

• Strong commercial acumen with the ability to understand customer challenges and align technology solutions to business outcomes

• Excellent communication, negotiation, and presentation skills

• A consultative sales approach combined with the ability to identify and develop new opportunities

Why Join Us

Fortinet values diversity, inclusivity, and the strength of different perspectives. You will join a collaborative environment where knowledge is shared openly, ambition is supported, and innovation is at the centre of everything we do.

We offer:

• Comprehensive onboarding and continuous development through the Fortinet Training Institute

• The opportunity to work with some of the world’s largest and most security-conscious organisations

• Competitive compensation, including stock awards

• A culture that rewards initiative, ownership, and commercial success

• The opportunity to build your career with a global leader in cybersecurity

This role is governed by the applicable CCNL, including its classification, minimum salary levels and pay progression rules. In line with EU pay transparency requirements, the salary range for this position will be provided to all candidates before the interview stage, together with information on the objective criteria used for determining pay and progression. We do not request or consider salary history at any stage of the recruitment process.

About Fortinet

Fortinet (NASDAQ: FTNT) secures the largest enterprise, service provider, and government organisations worldwide. Our Security Fabric platform delivers broad, integrated, and high-performance cybersecurity protection across network, application, cloud, and endpoint environments.

With more than 619 registered global patents and over 500,000 customers worldwide, Fortinet continues to drive innovation in cybersecurity and help organisations build secure, resilient digital infrastructures.