Major Account Manager – BT

Overview

You will drive platform-led security growth for BT by expanding Fortinet’s broader portfolio across BT and its customers. You’ll collaborate with the BT account team to align business challenges with Fortinet solutions, moving from point solutions to strategic outcomes. You’ll identify new services and security capabilities to enhance value and revenue, working with cross-functional teams to deliver transformed security outcomes. This role offers the chance to shape how BT adopts comprehensive security across networking, cloud, and operations, tackling evolving cyber challenges with Fortinet technology.

Responsibilities

• Drive adoption of the full Fortinet Security Fabric across BT and its customer base
• Identify opportunities to expand into adjacent Fortinet solutions (SASE, Security Operations, Cloud Security, AI-driven Security, OT Security, Data Protection, Managed Security Services)
• Develop account growth plans to increase wallet share and platform adoption
• Position Fortinet as a strategic cybersecurity partner rather than a product supplier
• Engage with BT stakeholders and end customers to translate requirements into outcome-based Fortinet solutions
• Identify emerging customer needs and align Fortinet capabilities to support them
• Work with BT service teams to identify opportunities for new managed and professional services
• Contribute to go-to-market planning for new services and solutions
• Collaborate with GAM and CAMs to support account objectives and coordinate specialists and product teams
• Share insights across the account team to maximize growth opportunities and customer outcomes

Key requirements

• Relevant sales experience in hi-tech industry (preferably cybersecurity and networking) driving new business sales and developing strategic customer relationships within the Telco Service Provider market
• Consistent track record of quota attainment and career growth
• Highly motivated self-starter with a competitive personality, strong attention to detail, and a hunger to win
• Exceptional communication skills, both oral and written, coupled with excellent listening skills

• communication skills (oral and written)
• self-motivation and competitiveness
• attention to detail
• collaboration across cross-functional teams
• cybersecurity and networking knowledge
• experience with Fortinet portfolio and security solutions (SASE, Security Operations, Cloud Security, AI-driven Security, OT Security, Data Protection, Managed Security Services)

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