Manager, Major Accounts - Critical InfrastructuresJob Info
* Job Identification 22297
* Job Category Major Accounts
* Posting Date 03/10/2026, 05:08 PM
* Job Schedule Full time
Job Description
Manager, Major Accounts – Central Government (Italy)
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 Manager, Major Accounts to contribute to the success of our rapidly growing business.
In this role, you will lead a team of Major Account Managers responsible for Central Government customers in Italy, with a specific focus on public sector organizations responsible for national critical infrastructures.
As a Manager, Major Accounts, you will:
Lead, coach, and develop a team of Major Account Managers focused on Central Government and critical infrastructure accounts in Italy.
Define and execute the go-to-market and account strategies for your team to drive adoption of Fortinet products and services across critical infrastructure environments.
Support your team in building and strengthening executive-level relationships with key decision‑makers, influencers, and stakeholders in Central Government and critical infrastructure bodies.
Oversee and govern the full sales process across the team, from opportunity creation to deal closure, ensuring high‑quality execution and alignment with public sector requirements.
Coordinate with internal stakeholders (pre‑sales, channel, legal, finance, operations) to deliver winning proposals, bids, RFI/RFP responses, and Statements of Work.
Guide and support commercial negotiations to achieve win‑win outcomes and long‑term, strategic customer partnerships.
Own team pipeline health: drive pipeline generation, qualification, and accurate forecasting to ensure achievement of quarterly and annual sales targets.
We Are Looking For:
An insightful and influential sales leader to join our team. We encourage you to apply for this position if you have the following qualities:
Proven experience leading sales teams selling complex cybersecurity or networking solutions into Central Government or large public sector organizations.
Strong track record of team quota achievement and demonstrated leadership stability.
Experience supporting and closing large, strategic deals with senior government stakeholders and critical infrastructure organizations.
Excellent leadership, coaching, presentation, and communication skills, with the ability to influence at executive level.
Self‑driven, strategic thinker able to navigate long and complex public sector sales cycles and frameworks.
Minimum 5 years of experience selling into large enterprise or public sector accounts.
Minimum 3 years of experience selling network security or related cybersecurity solutions.
Minimum 5 years of experience in a sales management role with direct reports.
Ability to thrive in a fast‑paced, evolving environment with a competitive, hunter‑oriented mindset.
Why Join Us:
At Fortinet, we embrace diversity and inclusivity. We encourage applications from individuals of all backgrounds, identities, and experiences. Explore our welcoming work environment designed for a rewarding career journey, supported by an attractive Total Rewards package that promotes your overall health and financial well‑being. Join us in delivering solutions that make a meaningful and lasting impact to our 660,000+ customers around the world.
We will only notify shortlisted candidates.
Fortinet will not entertain unsolicited resumes. Please refrain from sending them to any Fortinet employees or email aliases. Any unsolicited resumes received will be considered free of any associated fees.
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