Named Acct Manager - Public Sector

Public Sector Named Account Manager (NAM)

As a Public Sector Named Account Manager, you will play an integral role in driving new business within government agencies, critical national infrastructure, and public entities. You will hold responsibility for managing complex, large-scale public tenders, effectively onboarding public sector clients, and focusing on expanding existing footprints. This role requires leveraging an extensive network to navigate strict regulatory landscapes, writing comprehensive strategic account plans for current and upcoming tender opportunities, and acting as the key trusted advisor between government stakeholders and Fortinet’s internal divisions.

Key Public Sector Sales Categories to Manage:

• Government Ministries & Central Agencies: Managing relationships across civil government offices, national registries, and administrative ministries, focusing on securing digital transformation initiatives and centralized IT infrastructure.
• Defense & National Security: Navigating highly sensitive, classified environments (military units, intelligence frameworks, and defense bodies) requiring specialized security compliance, strict validation processes, and robust operational resilience.
• Healthcare & Public Medical Services: Partnering with national health funds, public hospital networks, and medical services to protect critical patient data and secure massive, distributed medical networks.
• Local Authorities & Municipalities: Driving the adoption of secure smart-city initiatives, localized infrastructure, and municipal cloud and data center security.
• Critical National Infrastructure (CNI) & State-Owned Enterprises: Securing vital utilities, transportation hubs, and public services that require specialized Operational Technology (OT) and Converged IT/OT security solutions.

At Fortinet you will:

• Learn and demonstrate a fundamental understanding of Fortinet’s technology—including advanced networking, zero-trust architectures, and operational technology (OT) security—to articulate our value proposition to public sector decision-makers.
• Develop strong relationships with key stakeholders up to Director General, CIO, and C-level executives within government entities to align Fortinet strategies with national digital agendas and cyber compliance directives.
• Navigate complex public procurement processes, government frameworks, and multi-year tender structures to position Fortinet as the vendor of choice.
• Sell Fortinet products and services through a consultative selling approach, building long-term institutional trust within assigned public accounts.
• Research public sector budgets, identify decision-makers and key influencers, and systematically track upcoming public tenders to create a predictable pipeline.
• Create and implement strategic, long-term account plans focused on attaining wide-scale institutional deployments of Fortinet products and services.
• Orchestrate internal company resources, including specialized System Engineers, Channel Partners, and Public Sector specialist teams, to maximize sales volume and deliver tailored solutions.
• Drive regular business reviews with public entities to ensure ongoing optimization, value extraction, and compliance alignment from their Fortinet investments.
• Ensure customers are kept up-to-date with Fortinet product roadmaps, enabling public bodies to plan multi-year budget cycles and mitigate national infrastructure risks.

Apply if you:

• Have a proven track record of enterprise sales experience in the hi-tech industry (preferably Cybersecurity and Networking), with a specific focus on managing complex Public Sector, Defense, or Government accounts.
• Possess deep knowledge of public procurement laws, complex tender mechanisms, and framework agreements.
• Demonstrate a consistent track record of quota over-achievement and career stability, with experience managing long, complex sales cycles.
• Are a highly motivated self-starter with a strategic mindset, exceptional attention to detail, and a hunger to secure critical infrastructure.
• Have exceptional communication and presentation skills, both oral and written, with the ability to bridge the gap between technical requirements and public policy/governance objectives.

Fortinet: