ph3Major Account Manager - Public Sector (Critical Infrastructure) /h3pItaly /ph3Job Info /h3ulliJob Identification 23362 /liliJob Category Major Accounts /liliPosting Date 06/25/2026, 07:09 AM /liliLocations Italy /liliJob Schedule Tempo pieno /li /ulh3Job Description /h3pbMajor Account Manager – Critical Infrastructure /b /ppFortinet is seeking a Major Account Manager to drive growth across the Critical Infrastructure market. /ppThis 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. /ppThe 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. /ppThis 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. /ph3Key Responsibilities /h3ulliDevelop and execute account strategies for assigned Critical Infrastructure customers, driving revenue growth and long-term customer value /liliIdentify, develop, and close new business opportunities through direct engagement with enterprise customers /liliBuild and maintain strong relationships with senior stakeholders, including C-level executives, security leaders, IT decision makers, and business owners /liliUnderstand customer business priorities, security challenges, regulatory requirements, and technology strategies to position relevant Fortinet solutions /liliManage the complete sales lifecycle,



from opportunity creation and qualification through negotiation and contract closure /liliDrive strategic customer engagements across network security, cloud security, operational technology security, and secure networking solutions /liliWork closely with System Engineers, Solution Specialists, Channel teams, and partners to develop compelling customer solutions and proposals /liliDevelop and maintain accurate account plans, opportunity strategies, pipeline visibility, and sales forecasts /liliLead customer meetings, executive briefings, business reviews, and commercial negotiations /liliCollaborate with system integrators, technology partners, and channel organisations to maximise account penetration and market coverage /liliIdentify opportunities for expansion within existing customers through cross-sell and up-sell activities /li /ulh3What We Are Looking For /h3pWe are looking for an experienced enterprise sales professional with a strong understanding of selling technology solutions into Critical Infrastructure or highly regulated environments. /ppThe ideal candidate will have: /pulliProven experience in a direct, quota-carrying enterprise sales role within a technology vendor /liliExperience managing strategic accounts and complex enterprise sales cycles /liliA strong track record of developing new business and achieving sales targets /liliExperience selling into Critical Infrastructure sectors such as Energy Utilities, Transportation, Telecommunications, Manufacturing, Defence, or other regulated industries /liliExperience engaging with senior business, security, and technology stakeholders /liliKnowledge of cybersecurity, networking, cloud, infrastructure,



or related enterprise technology solutions /liliExperience managing multi-stakeholder sales processes involving customers, partners, and internal technical teams /liliStrong commercial acumen with the ability to understand customer challenges and align technology solutions to business outcomes /liliExcellent communication, negotiation, and presentation skills /liliA consultative sales approach combined with the ability to identify and develop new opportunities /li /ulh3Why Join Us /h3pFortinet 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. /ph3We offer: /h3ulliComprehensive onboarding and continuous development through the Fortinet Training Institute /liliThe opportunity to work with some of the world’s largest and most security-conscious organisations /liliA culture that rewards initiative, ownership, and commercial success /liliThe opportunity to build your career with a global leader in cybersecurity /li /ulpThis 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. /ph3About Fortinet /h3pFortinet (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. /ppWith 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. /p /p #J-18808-Ljbffr

📌 Major Account Manager - Public Sector (Critical Infrastructure) (Italia)
🏢 Fortinet
📍 Italia