The Opportunity
Ip.Glass is building out a three-role commercial team to support deliberate growth in managed
services and new client acquisition. The Strategic Account Manager owns the existing portfolio. The
Senior Account Executive hunts net-new. This role sits between them — managing Fortinet-sourced
inbound leads and developing accounts outside the strategic named portfolio into long-term
managed services relationships. It is a role with real ownership and clear territory, joining a business
at a point where the commercial team is being built, not inherited.
About Ip.Glass
Ip.Glass is Australia’s specialist enterprise network security firm. We design, deploy, and manage
complex network security environments for enterprise clients across critical infrastructure,
manufacturing, government, and automotive sectors. We are Australia’s first Fortinet Engage
Preferred Services Partner (EPSP), holding PLD (Partner Led Delivery) designation and all eight
technology specialisations. Our team holds the highest Fortinet certifications available, including
NSE8 — and our Solutions Architect has won the APAC Fortinet technical challenge twice.
Average client tenure exceeds seven years. We have never had a failed implementation. Our clients
include critical infrastructure operators, large-scale manufacturers, automotive OEMs, government
agencies, and port operators — environments where network security failure has real operational
consequence. The work is technically demanding and the standard is high.
The Fortinet channel is a primary source of new opportunity for this role, and converting those
opportunities into managed services relationships is the central objective.
LEARN MORE
• Case studies — see the environments we work in: https://ip.glass/about-us/case-studies
• Fortinet credentials and PLD designation: https://ip.glass/about-us/ip-glass-fortinet-superpower
What You Will Do
The Account Manager manages inbound leads from the Fortinet channel, develops growth
accounts, and converts opportunities into recurring managed services relationships. The role
requires account management discipline and enough commercial initiative to turn a warm lead into a
long-term client.
CORE RESPONSIBILITIES
• Own and develop growth accounts — build relationships, identify expansion opportunities, and
drive managed services conversion.
• Manage and qualify Fortinet-sourced inbound leads — respond promptly, conduct initial
discovery, and progress qualified opportunities through the pipeline.
• Maintain active engagement with Fortinet account managers to maximise inbound lead volume
and co-sell opportunities.
• Work with the Solutions Architect on technical scoping for opportunities requiring presales
depth.
• Coordinate with the Strategic Account Manager on territory boundaries — CRM is the system
of record.
• Support the SAE during ramp by managing inbound volume as needed.
• Keep CRM records current — every account and opportunity updated with stage, value, and
next action before the weekly pipeline meeting.
• Develop working knowledge of the Ip.Glass service catalogue — managed firewall, SD-WAN,
OT security, and managed security services — sufficient to position solutions credibly in a first
meeting.
What We Are Looking For
• Experience in account management or business development in enterprise technology —
network security, cybersecurity, or managed services strongly preferred.
• Familiarity with the Fortinet portfolio or Fortinet channel — you need to understand what you
are selling and how the channel works.
• Demonstrated ability to manage multiple opportunities simultaneously across different pipeline
stages.
• Commercial acumen: identify expansion opportunities in existing accounts and convert inbound
leads without heavy support.
• Organised and process-disciplined — CRM hygiene is not optional here.
• Sydney-based. On-site is required.
ADVANTAGEOUS
• Fortinet NSE certification at any level.
• Prior experience in a specialist reseller, MSP, or systems integrator.
• Experience with managed services commercial models — recurring revenue, term agreements,
renewal management.
