Major Account Manager - BT

Location: UK

The Major Account Manager (MAM) will play a strategic role within the Fortinet BT account team, working alongside the Global Account Manager (GAM) and Channel Account Managers (CAMs) to accelerate growth across BT and its customer base.

Whilst the GAM leads the executive relationship and overall account strategy, and the CAMs focus on Public Sector and Private Sector business development, the MAM is responsible for expanding the adoption of Fortinet's broader cybersecurity portfolio. The role focuses on helping BT and its customers address evolving cyber, networking, cloud, and operational challenges through innovative use of Fortinet solutions.

The MAM will identify opportunities to introduce new technologies, security capabilities, and managed service offerings into BT's portfolio, driving increased customer value and incremental revenue growth. Success in this role requires strong collaboration across Fortinet sales, engineering, product, and channel teams, as well as deep engagement with BT stakeholders, architects, service owners, and customer-facing teams.

This role is ideally suited to an individual who can connect customer business challenges with Fortinet's wide-ranging technology portfolio, helping BT evolve from point-solution opportunities to strategic platform-led security outcomes.

Role

Partner with the BT account team to increase the adoption of Fortinet's broader security portfolio by identifying customer challenges, creating new solution opportunities, supporting service innovation, and driving security transformation outcomes across BT and its enterprise customers. This role will be responsible for selling to BT and with BT

Key Responsibilities

Portfolio Expansion & Solution Growth

• Drive adoption of the full Fortinet Security Fabric across BT and its customer base.
• Identify opportunities to expand beyond incumbent technologies into adjacent Fortinet solutions including SASE, Security Operations, Cloud Security, AI-driven Security, OT Security, Data Protection and Managed Security Services.
• Develop account growth plans focused on increasing wallet share and platform adoption.
• Position Fortinet as a strategic cybersecurity partner rather than a product supplier.

Customer Challenge Alignment

• Engage with BT stakeholders and end customers to understand strategic business and cybersecurity challenges.
• Translate customer requirements into outcome-based Fortinet solutions that improve security posture, operational efficiency and resilience.
• Identify emerging customer needs and align Fortinet capabilities to support them.
• Act as a trusted advisor to customers navigating digital transformation, cloud migration, AI adoption and cyber risk management initiatives.

Service Creation & Innovation

• Work with BT service teams to identify opportunities for new managed and professional services powered by Fortinet technology.
• Support the development of differentiated security propositions that address changing market demands.
• Contribute to go-to-market planning for new services and solutions.

Cross-Functional Leadership

• Collaborate closely with the GAM and CAMs to support overall account objectives and growth targets.
• Coordinate Fortinet specialists, systems engineers, architects and product teams to support strategic opportunities.
• Share insights across the account team to maximise growth opportunities and customer outcomes.
• Apply if you

• Have relevant sales experience in hi-tech industry (preferably Cybersecurity and Networking) driving new business sales and developing strategic customer relationships within the Telco Service Provider market.
• Possess a consistent track record of quota (over) achievement and demonstrated both career stability and growth.
• Are a highly motivated self-starter with a competitive personality, strong attention to detail, and a hunger to win.
• Have exceptional communication skills, both oral and written, coupled with excellent listening skills.