Jonathan Elford
Major Account Manager @Fortinet
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WORK HISTORY
Major Account Manager @Fortinet
Responsible for strategic growth across 15 global Industrial Control Vendors (ICVs), driving Fortinet’s OT cybersecurity strategy across both vendor internal environments and downstream industrial ecosystems.Core Responsibilities - Strategic account ownership of major global ICVs - Development of sell-to and sell-through engagement models - Embedding Fortinet as a design standard within industrial solutions - Alignment to IEC 62443, NIS2, and critical infrastructure regulations - Executive-level engagement across technical, commercial and operational stakeholdersFocus Areas - OT network segmentation & ruggedised firewall architectures - Secure remote access & privileged access management for industrial engineers - SASE and Zero Trust in hybrid industrial environments - Channel partner enablement across OEMs and System Integrators - Joint go-to-market strategy with OT vendors
EDUCATION
Royal School of Signals
Telecommunications and Cryptography
SKILLS
ABOUT JONATHAN ELFORD
I am a strategic Industrial Cybersecurity and Operational Technology (OT) business leader focused on securing global Industrial Control Vendors (ICVs) and enabling secure-by-design architectures across critical infrastructure.Currently a Major Account Manager at Fortinet, I am responsible for driving growth across a portfolio of Industrial Control Vendors.My focus spans both:• Sell-To – securing vendor internal IT & OT environments• Sell-Through – embedding Fortinet into OEM, system integrator and end-user industrial architecturesI work at the intersection of:• OT Security (IEC 62443 / NIS2 aligned architectures)• Secure remote access & privileged access for industrial environments• SASE & Zero Trust in converged IT/OT networks• Channel enablement & design-standard positioning• Executive stakeholder engagementMy background combines deep commercial leadership with strong technical foundations. I have led multi-million-pound global transformation programmes, complex outsourcing deals (€200M+ TCV), and cybersecurity-driven value propositions across financial services, utilities, energy, and telecommunications.I am known for: Driving new logo growth while protecting strategic revenue Leading complex, multi-stakeholder transformation deals Translating technical architectures into board-level value Aligning commercial strategy with operational executionWith experience across engineering, pre-sales, product strategy and enterprise sales, I bring both commercial credibility and technical depth into executive conversations.
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