The Opportunity
Ip.Glass is at a commercial inflection point. Managed services is growing, vendor diversification is
underway, and the business has clear ambition to scale significantly over the next three years. The
commercial team is being rebuilt to support that — a Strategic Account Manager owns the existing
portfolio, and this hire owns everything new. There is no incumbent pipeline to inherit, which means
there is no ceiling either. The accounts you open are yours. The managed services you originate
generate commission that stays with you even as the account matures. For the right hunter, this is
the role.
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.
We operate as a genuine extension of our clients’ teams — long-term partnerships, not transactions.
Growing the managed services base is a primary commercial objective and the central focus of this
role.
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 SAE owns all net-new client acquisition — from first contact through signed contract. You build
your own pipeline, run your own engagements, and close your own deals. The Solutions Architect
supports on technical scoping; everything commercial is yours.
CORE RESPONSIBILITIES
• Independently prospect and qualify enterprise targets across priority sectors: critical
infrastructure, manufacturing, government, automotive, and financial services.
• Build and manage a qualified pipeline through outbound activity, Fortinet channel co-sell, and
referral networks — proactively, not reactively.
• Engage Fortinet account managers and channel contacts to generate joint pipeline. This role
co-sells with Fortinet; it does not wait for Fortinet to deliver leads.
• Lead client engagements end-to-end: initial conversation, technical discovery, solution
positioning, proposal development, commercial negotiation, and close.
• Collaborate with the Solutions Architect on scoping and pricing for complex or large-value
engagements.
• Process Fortinet-sourced inbound leads until the Account Manager (Channel Growth) role is
fully onboarded.
• Manage a government sector account requiring structured tender engagement above contract
threshold.
• Transition originated managed services accounts to the Account Manager within 30 days of
go-live. Commission on originated managed services contracts is retained.
• Keep CRM records current — every opportunity updated with stage, value, and next action
before the weekly pipeline meeting.
What We Are Looking For
• A track record of independently sourcing and closing net-new enterprise technology business
— not managing inbound, not farming existing accounts.
• Experience in network security, cybersecurity, or managed services. You need to hold a
credible technical conversation without an SE in the room.
• Fortinet channel experience or existing Fortinet AM relationships — significant advantage. You
need to know how Fortinet co-sell works and how to activate it.
• Commercial fluency across complex, multi-stakeholder sales cycles: technical discovery,
executive engagement, proposal, negotiation, close.
• Sector experience in at least one of: critical infrastructure, OT/manufacturing, government, or
enterprise.
• Comfortable in a specialist boutique — you build your own pipeline.
• Sydney-based. On-site is required.
ADVANTAGEOUS
• Fortinet NSE certification at any level.
• Prior experience in a specialist reseller or systems integrator.
• Existing C-level or IT leadership relationships in target sectors
• Experience selling managed security services.
