Major Account Manager

Role Overview

As a Major Account Manager covering the East Africa region, you will own the full sales cycle for a defined set of enterprise accounts, from identifying fresh opportunities to closing expansions with existing customers. Your daily focus is on understanding each client’s business strategy, aligning Fortinet’s security and networking portfolio to their priorities, and coordinating internal experts to deliver value. This role matters because it directly drives revenue growth and strengthens Fortinet’s presence in a fast-growing enterprise market across East Africa.

Key Responsibilities

• Build and maintain senior-level relationships within assigned enterprise accounts to understand their business goals, IT challenges, and purchasing cycles.
• Develop and execute strategic account plans that map out short-term wins and long-term growth for both new and existing business.
• Lead the preparation of proposals and responses for tender opportunities, ensuring all commercial and technical requirements are met.
• Act as the central point of contact between customers and Fortinet’s internal divisions, including pre-sales engineering, support, and specialist teams.
• Coordinate with channel partners and system engineers to create tailored solutions that address customer-specific security and networking needs.
• Conduct quarterly business reviews with customers to demonstrate the value delivered from their Fortinet investment and identify areas for expansion.
• Keep customers informed about product roadmap developments so they can plan their technology strategy and anticipate potential risks.
• Proactively hunt for new enterprise accounts across East Africa while growing revenue from the existing installed base.

Requirements & Qualifications

• Proven track record in enterprise sales within the high-tech industry, ideally in cybersecurity, networking, or related infrastructure solutions.
• Demonstrated success in selling complex technical solutions through a consultative, value-based approach.
• Experience working with enterprise customers across East Africa, with a solid understanding of the regional market landscape and procurement practices.
• Strong ability to build relationships with executives (CISO, CTO, procurement) and influence decision-makers.
• High levels of self-motivation, resilience, and a competitive drive to exceed sales targets.
• Excellent verbal and written communication skills in English, with strong listening and presentation abilities.
• Ability to work independently while also collaborating effectively with remote and cross-functional teams.
• A bachelor's degree in business, IT, or a related field is preferred; equivalent sales experience will also be considered.