Major Account Manager SLED at Fortinet

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 SLED Account Manager to contribute to the success of our rapidly growing business.

As a Major Accounts Manager focused on Operational Technologies in the Public Sector Space, you will:

• Play an integral role in new business pitches, foster long-term relationships, act as a catalyst in negotiating business terms to achieve enterprise-wide deployments of Fortinet solutions and deliver meaningful results for all parties involved.
• Effectively on-board new clients and proactively focus on growing and developing existing accounts.
• Generate a robust sales pipeline, qualify opportunities, and provide accurate forecasts.
• Collaborate with internal teams to deliver contract bids, proposals, RFI/RFP responses, and Statements of Work that reflect our commitment to excellence.
• Travel throughout the territory to support the needs of the business.

We Are Looking For:

The Operational Technology (OT) Sales Specialist will lead cybersecurity business development and solution sales for clients operating in critical infrastructure sectors such as water treatment, utilities, transportation systems, and airports. This role will serve as a trusted advisor for customers seeking to secure their industrial and operational environments against evolving cyber threats.

The specialist will develop and manage strategic sales opportunities, collaborating with both internal engineering teams and external client stakeholders. The position involves educating clients on cybersecurity risks within OT networks, including SCADA, ICS, and IoT technologies, and recommending tailored architectures that protect reliability, safety, and regulatory compliance. Typical engagements may include assessment and protection of municipal water control systems, securing substation automation in utility networks, deploying intrusion detection for rail or traffic management systems, or enhancing cyber visibility across airport operations networks.

Success in this role requires a strong blend of technical knowledge, consultative sales acumen, and an understanding of industrial operations. The OT Sales Specialist bridges the gap between IT and engineering, developing solutions that integrate cybersecurity best practices into missioncritical systems without disrupting operational continuity.

Key Skills and Competencies Desired

- Strong understanding of industrial control systems (ICS), SCADA, and OT network architectures

- Proven experience selling cybersecurity or industrial automation solutions

- Knowledge of segmented network design, Zero Trust principles, and threat monitoring tools

- Ability to communicate technical topics effectively to operational and executive audiences

- Experience in regulated environments including utilities, transportation, and aviation

- Familiarity with industry frameworks such as NIST, ISA/IEC 62443, and CIP standards

- Background in working with public agencies, municipalities, or large infrastructure operators

- Strong relationshipbuilding and longcycle sales management abilities

- Ability to coordinate crossfunctional teams to deliver integrated solutions

- Relevant certifications such as GICSP, CISSP, or CISM desirable

- Excellent written and verbal communication skills

- 8+ years of experience selling to this vertical

- 2+ years of experience selling enterprise network security products and services

Why Join Us:

We encourage candidates from all backgrounds and identities to apply. We offer a supportive work environment and a competitive Total Rewards package to support you with your overall health and financial well-being.

Embark on a challenging, enjoyable, and rewarding career journey with Fortinet. Join us in bringing solutions that make a meaningful and lasting impact to our 660,000+ customers around the globe.

Fortinet offers employees a variety of benefits, including medical, dental, vision, life and disability insurance, 401(k), 11 paid holidays, vacation time, and sick time as well as a comprehensive leave program.

Wage ranges are based on various factors including the labor market, job type, and job level. On target earnings for this position is expected to be $246,700 - $274,100 per year. Exact salary offers will be determined by factors such as the candidate's subject knowledge, skill level, qualifications, experience, and geographic location.

All roles are eligible to participate in the Fortinet equity program, and this position is also eligible for commissions based on the terms of the Sales Compensation Plan