Global Client Partner - NATO & Defence

Global Client Partner – NATO & Defence (EMEA)

Role Overview

Join Fortinet, a cybersecurity pioneer with over two decades of innovation, as we continue to shape the future of cybersecurity and redefine the intersection of networking and security. At Fortinet, our mission is to protect people, devices and data everywhere.

We are seeking an experienced Global Client Partner to drive Fortinet’s engagement strategy across NATO and Defence organisations throughout EMEA.

This role will focus on building strategic relationships, increasing Fortinet’s visibility and influence across the Defence ecosystem, and providing market insight to support long-term business growth. The successful candidate will have a strong understanding of NATO and Defence structures, decision-making processes and stakeholder landscapes, with the ability to identify where strategic technology decisions are made and how Fortinet can effectively engage.

The Global Client Partner will act as a trusted advisor, working closely with Sales, Systems Engineering, Government Affairs, Alliances and leadership teams to shape engagement strategies, identify opportunities and strengthen Fortinet’s position across NATO and Defence markets.

As Global Client Partner you will:

• Develop and execute Fortinet’s engagement strategy across NATO and Defence organisations within EMEA. 
• Build and maintain strong knowledge of NATO structures, agencies, commands, programmes, procurement processes and decision-making frameworks. 
• Map complex organisations to identify key stakeholders, decision makers and technology owners. 
• Establish and maintain trusted relationships with Defence stakeholders, NATO representatives, government bodies, industry partners and the wider Defence ecosystem. 
• Provide market insight into Defence priorities, procurement trends and competitive positioning. 
• Identify emerging programmes, initiatives and opportunities where Fortinet can support Defence cybersecurity objectives.  
• Work closely with regional sales teams to develop engagement strategies and accelerate opportunities. 
• Partner with Systems Engineering, Government Affairs, Channel, Alliances and leadership teams to coordinate customer engagement. 
• Support executive briefings, strategic meetings, industry forums and Defence events to strengthen Fortinet’s market presence. 
• Develop stakeholder maps, engagement plans and account intelligence to support long-term growth. 
• Build relationships with Defence ecosystem partners, system integrators and technology providers. 
• Act as an internal subject matter expert on NATO and Defence engagement, sharing knowledge across the organisation. 

We Are Looking For:

An experienced professional with a deep understanding of NATO and Defence environments and the ability to navigate complex, multinational organisations.

The ideal candidate will have:

• Significant experience working within or alongside NATO, Defence organisations, government security agencies or the wider Defence ecosystem. 
• Strong understanding of NATO organisational structures, governance models, procurement processes and decision-making dynamics. 
• Established relationships and credibility with Defence stakeholders, decision makers and industry participants. 
• Ability to navigate complex stakeholder environments and understand where strategic decisions are made. 
• Experience influencing outcomes through relationship building, engagement and executive alignment. 
• Strong understanding of cybersecurity, secure networking and Defence technology requirements. 
• Ability to translate customer priorities and strategic initiatives into business opportunities. 
• Excellent communication, presentation and stakeholder management skills. 
• Experience operating across multiple countries and cultures within an EMEA environment. 
• Ability to collaborate effectively across global, regional and cross-functional teams. 

Preferred Experience:

• Previous experience engaging with NATO agencies, Defence ministries, armed forces, national security organisations or defence-related programmes. 
• Ideally served up until senior level / rank in the military in a NATO
• Background in cybersecurity, networking, defence technology or critical infrastructure. 
• Experience working with defence primes, system integrators and strategic technology partners. 
• Understanding of Defence procurement frameworks, long-cycle programmes and government decision-making processes. 
• Existing network and credibility across NATO and Defence communities. 

Why Join Us:

At Fortinet, we embrace diversity and inclusivity. Join a global cybersecurity leader where your expertise and relationships will help shape how some of the world’s most critical organisations protect their people, systems and data.