Named Account Manager (Public Sector) - Tokyo

Fortinet · Tokyo

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Location: Japan (Tokyo)

Join Fortinet, a cybersecurity pioneer with over two decades of excellence, as we continue to shape the future of cybersecurity and redefine the intersection of networking and security. At Fortinet, our mission is to safeguard people, devices, and data everywhere. We are currently seeking a dynamic Named Account Manager to contribute to the success of our rapidly growing business.

You would act as the key Account Manager for Public Sector.

The Named Account Manager (NAM) will drive Fortinet's growth in an assigned set of 15–75 named accounts in the Japanese public sector, centered on central government ministries and agencies and related public organizations, including incorporated administrative agencies, social insurance, pension and mutual aid organizations, and consumer cooperatives. Healthcare institutions are covered by a dedicated team and are outside the scope of this role.

In this key role, you will own the full sales cycle for your named accounts, from early budget planning through procurement and closure, working closely with system integrators, distributors and Fortinet's internal teams. Your focus will be to create and execute named account plans that expand Fortinet's footprint across the Security Fabric (Secure Networking, Unified SASE and Security Operations) and to build long-term, trusted relationships with key decision makers and influencers.

This is a quota carrying role.

As a Named Account Manager, you will:

• Develop and execute account plans for assigned named accounts, aligned with each customer's budget cycle, IT modernization plans and government security guidelines.
• Engage customers from the budget planning stage, including support for budget requests, RFI responses, comments on draft specifications and reference pricing.
• Generate business opportunities and manage the sales process through general competitive bidding and other procurement processes to closure.
• Build and manage relationships with system integrators (SIers) and distributors, and drive joint proposals that position Fortinet as the preferred solution.
• Achieve agreed quarterly and annual sales goals.
• Generate a sales pipeline, qualify opportunities and forecast accurately in SFDC (Commit / Best Case / Pipeline).
• Leverage install base data (Customer Insight, Tableau Refresh Opps) to drive renewal, refresh and upsell opportunities.
• Coordinate with Systems Engineering, Inside Sales, BDR, Marketing and Support to deliver winning proposals and ensure customer success.

We Are Looking For:
An insightful and influential collaborator to join our team. We encourage you to apply for this position if you have the following qualities:

• Minimum 5 years of sales experience in the Japanese public sector, preferably central government ministries, agencies or incorporated administrative agencies.
• Minimum 3 years selling network security products and services.
• Hands-on experience with Japanese government procurement processes (general competitive bidding, specification drafting support, RFI/RFC responses).
• Established relationships with major system integrators in the public sector.
• Experience in closing large and complex deals with multiple stakeholders.
• A proven track record of quota achievement and demonstrated career stability.
• Excellent presentation skills to executives and individual contributors.
• Excellent written and verbal communication skills in Japanese; business-level English preferred.
• SFDC/Salesforce.com knowledge advantageous.
• A self-motivated, independent thinker that can move deals through long and complex selling cycles.
• Candidate must thrive in a fast-paced, ever-changing environment.
• Bachelor's degree or equivalent, graduate degree preferred

Why Join Us:

At Fortinet, we embrace diversity and inclusivity. We encourage applications from diverse backgrounds and identities. Explore our welcoming work environment designed for a rewarding career journey with an attractive Total Rewards package to support you with your overall health and financial well-being. Join us in bringing solutions that make a meaningful and lasting impact to our 660,000+ customers around the globe.

We will only notify shortlisted candidates.

Fortinet will not entertain any unsolicited resumes, please refrain from sending them to any Fortinet employees or Fortinet email aliases. Should any Agency submit any resumes to Fortinet, these resumes if considered, will be assumed to have been given by the Agency free of any related fees/charges.

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