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.