Major Account Manager- Communications Service Providers

Position: Major Account Manager (MAM) – Canadian Communications Service

Providers (Telco)

• Location: Toronto, ON (Hybrid)
• Department: Communications Service Providers, Canada
• Reports to: VP, Communications Service Providers, Canada

About the Role

• Fortinet Canada is seeking a Major Account Manager (MAM) to drive strategic
• growth and executive engagement with large Canadian Communications Service
• Providers (CSPs), including Tier-1 telcos. This role requires a strategic,
• consultative sales leader who thrives in complex enterprise environments,
• combining business acumen, technical understanding, and executive relationship
• management to shape the cybersecurity strategy of Canada’s largest network
• operators. The ideal candidate can operate effectively at the C-level to drive
• strategic alignment while also executing tactically to deliver measurable
• results across large, matrixed organizations. As part of Fortinet’s
• growth-focused team, you will expand our presence within existing CSP accounts
• while driving new opportunities across Secure Networking, Unified SASE, and
• AI-driven Security Operations. You will represent one of the industry’s broadest
• portfolios, our competitive differentiation lies in our core technologies, which
• provides unprecedented performance, unrivaled security, maximum flexibility, and
• seamless integration across diverse environments.

Key Responsibilities

• Strategic Account Ownership: Develop and execute multi-year account plans that

• accelerate growth within existing customers and capture new opportunities
• aligned with partner transformation goals.

• Executive Relationship Management: Build and nurture relationships across

• business, network, and security leadership levels to position Fortinet as a
• trusted innovation partner.

• Business Growth: Lead new business pitches, manage renewals, and negotiate

• complex agreements that drive enterprise-wide adoption of Fortinet solutions and
• double digit growth.

• Solution Development: Collaborate with internal engineering, product, and

• marketing teams to design and deliver tailored cybersecurity and managed service
• proposals.

• Sales Execution: Consistently achieve quarterly and annual sales goals through

• disciplined pipeline generation, accurate forecasting, and proactive territory
• planning.

• Market Engagement: Represent Fortinet in key industry forums, customer

• workshops, and executive reviews to influence market perception and customer
• direction.

• Leadership and Collaboration: Embody Fortinet’s values of teamwork, openness,

• and innovation by mentoring peers, contributing to team strategy, and working
• with a high degree of collaboration across sales, channel, and technical teams.

Required Skills and Experience

• Experience: 10+ years in sales and pre-sales roles within the networking,

cybersecurity, or telecommunications industry.

• Proven Success: Demonstrated record of exceeding sales targets and driving

growth in enterprise and managed services solutions.

• Account Management: 5–8 years managing Fortune 1000 or large enterprise

• accounts, preferably within the Canadian telco or service provider segment.
• Existing executive relationships within Canadian telcos (Bell, Rogers, TELUS, or
• equivalent) are preferred.

• Technical Acumen: Minimum 3 years selling network security products or managed

• security services, with exposure to AI-driven security operations considered an
• asset.

• Communication Skills: Exceptional presentation and storytelling abilities for

both executive and technical audiences; strong written and verbal communication.

• Leadership: Goal-oriented, self-motivated professional with strong business

• acumen, interpersonal influence, and proven success working independently and
• within a matrix organization.

• Strategic Mindset: Skilled in building business plans and go-to-market

strategies that expand market share and accelerate growth.

Education

• Bachelor’s degree in Business, Engineering, or a related field required.
• Graduate degree (MBA or equivalent) preferred.

• Fortinet strives to provide you and your family with a comprehensive benefits
• package. Benefits eligibility starts on your first day of hire and comprises of
• 100% company paid medical, dental, and vision coverage, including a Health
• Spending Account and a Personal Spending Account that gives you flexibility to
• spend where you need it the most. Our Employee & Family Assistance Plan (EFAP)
• offers you and your family access to various services like counseling, legal
• advice, mental health resources etc. We also provide critical illness,
• disability, and life insurance, as well as a Group Registered Retirement Savings
• Plan (RRSP) with a company match to help you save faster for retirement. We
• offer competitive Paid Time Off and flexible leave policies, including paid
• health days, to help you take care of yourself and your family members.

• Wage ranges are based on various factors including the labour market, job type,
• and job level.  Exact salary offers will be determined by factors such as the
• candidate’s subject knowledge, skill level, qualifications, and experience.

• All roles are eligible to participate in the Fortinet equity program.  Bonus
• eligibility is reviewed at time of hire and annually at the Company’s
• discretion.

• Fortinet (NASDAQ: FTNT) secures the largest enterprise, service provider, and
• government organizations around the world. Fortinet empowers its customers with
• intelligent, seamless protection across the expanding attack surface and the
• power to take on ever-increasing performance requirements of the borderless
• network - today and into the future. Only the Fortinet Security Fabric
• architecture can deliver security without compromise to address the most
• critical security challenges, whether in networked, application, cloud or mobile
• environments. Fortinet ranks number one in the most security appliances shipped
• worldwide and more than 500,000 customers trust Fortinet to protect their
• businesses.

• We are committed to providing reasonable accommodations for all qualified
• individuals with disabilities. If you require assistance or accommodation due to
• a disability, please contact us at accommodations@fortinet.com.

• Fortinet is an equal opportunity employer. We value diversity in our company,
• and all qualified applicants will receive consideration for employment without
• regard to race, color, religion, sex, sexual orientation, gender identity,
• national origin, disability, age, military/veteran status or any other
• applicable legally protected characteristics in the location in which the
• candidate is applying.