Major Account Manager (Big 4) - UK

Major Account Manager – (Big 4 Accounting Firms)
Location: London

As a Major Account Manager, you will own and grow Fortinet’s relationships across the Big 4 professional services firms – Deloitte, EY, KPMG and PwC. You will play an integral role in new business pitches, hold responsibility for the effective onboarding of new clients, and focus on growing and developing these strategically important global accounts. This is a high-profile role that will allow you to leverage your existing network and credibility within the Big 4 to run and grow opportunities, write account and business plans for current and prospective tender opportunities, and act as the key interface between the customer and all relevant Fortinet divisions.

Target Accounts

This role is focused specifically on the Big 4 accounting and professional services firms (Deloitte, EY, KPMG and PwC). Given the scale, complexity and global footprint of these organisations, we are looking for a candidate who already understands how these firms buy technology, how their internal IT, cybersecurity and procurement functions operate, and who can credibly navigate their matrixed, multi-territory structures from day one.

At Fortinet You Will

• Learn and demonstrate a fundamental understanding of Fortinet’s technology in order to articulate our value proposition to decision-makers within Big 4 firms.
• Develop strong relationships with customer contacts up to Executive C-level to gain insight into their business imperatives and IT drivers, enabling development of a strategy to sell Fortinet solutions.
• Sell Fortinet products and services through a consultative selling approach and maintain strong relationships with key individuals within your Big 4 accounts.
• Research your accounts, identify decision makers, educate prospects and qualify buying interest and sense of urgency.
• Create and implement strategic account plans through a consultative selling approach focused on attaining enterprise-wide deployments of Fortinet products and services across the Big 4 firms.
• Develop strategies and orchestrate company resources to maximise sales volume within assigned accounts.
• Effectively engage and build cooperative relationships with System Engineers, Channel Managers, and specialist sales teams and executives as required.
• Drive quarterly business reviews with customers to ensure value from Fortinet investment.
• Ensure the customer is kept up to date with Fortinet product roadmaps, enabling the customer to plan and mitigate risks to their business.

Apply If You

• Have proven, direct experience selling into one or more of the Big 4 (Deloitte, EY, KPMG, PwC) – this is essential. You understand their business, their processes, internal stakeholder structures and how technology decisions are made across their member firms and territories.
• Have a proven track record of enterprise sales experience in the hi-tech industry (preferably Cybersecurity and Networking), developing strategic customer relationships.
• Possess a consistent track record of quota (over)achievement and demonstrated career stability and growth.
• Are a highly motivated self-starter with a competitive personality, strong attention to detail, and a hunger to win.
• Have exceptional communication skills, both oral and written, coupled with excellent listening skills.
• Are fluent in English (essential).