About this role
Fortinet makes possible a digital world that we can always trust through its mission to protect people, devices, and data everywhere. This is why the world’s largest enterprises, service providers, and government organizations choose Fortinet to securely accelerate their digital journey. The Fortinet Security Fabric platform delivers broad, integrated, and automated protections across the entire digital attack surface, securing critical devices, data, applications, and connections from the data center to the cloud to the home office. Ranking #1 in the most security appliances shipped worldwide, more than 615,000 customers trust Fortinet to protect their businesses. And the Fortinet NSE Training Institute, an initiative of Fortinet’s Training Advancement Agenda (TAA), provides one of the largest and broadest training programs in the industry to make cyber training and new career opportunities available to everyone. Channel Account Manager – Carrier / Service Provider Location: Germany 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 Channel Account Manager to contribute to the success of our rapidly growing business. The Role The Channel Account Manager (CAM) will promote and expand Fortinet’s position as the worldwide leader in Cybersecurity through our Carrier and SP partners in Germany. Specifically, we are seeking a Channel Account Manager for our “Telcos” subsegment, a strategic segment comprising 11 primarily international telecommunications providers. (Please note that this role is focused exclusively on driving the business in Germany with these accounts). The successful candidate will be responsible for managing a designated set of these accounts, aligned with their industry experience and existing customer relationships. Working within a virtual account team, the Channel Account Manager will partner closely with another Channel Account Manager, a Major Account Manager responsible for sell-to engagements, and Systems Engineers as well as Fortinet’s Global Account Teams for the assigned accounts. As a Channel Account Manager, you will play a critical role in driving revenue growth across Germany and contributing to Fortinet’s overall growth objectives. You will be responsible for managing a set of telco partners in accordance with Fortinet’s channel programs. In this role, you will develop, execute, and track joint business and marketing plans, as well as engage, educate, and enable partners on Fortinet’s technology and value proposition. You will work closely with the partners’ sales and technical teams, aligning them with their Fortinet counterparts to identify new opportunities and ensure successful project outcomes. Additionally, you will cultivate strong relationships with key stakeholders within both partner organizations and Fortinet. For accounts with product management teams in Germany, you will be responsible for driving the inclusion of Fortinet products and services within their standardized Managed Security Services portfolios. This includes building strong relationships with key product stakeholders, identifying opportunities to expand Fortinet’s footprint, and supporting the partners along the entire service creation chain until the Ready for Sales/Operations phase. At Fortinet you will
• Manage key Fortinet telco and managed (security) service provider partners in Germany
• Build, execute, track business plans with these partners
• Motivate, educate and train partners in Fortinet products and technologies (together with the account team’s System Engineers)
• Organize and track ongoing alignment between partners’ and Fortinet’s sales and technical teams, including the definition of join target accounts and push for joint customer meetings
• Contribute to the accurate forecasting of Fortinet’s sales teams
• Build marketing plans to drive incremental sales pipeline and revenues with development funds
• Ensure jointly created leads are followed up by partner and/or Fortinet sales teams
• Drive the inclusion of Fortinet products and services within partners’ standardized Managed (Security) Services portfolios.Cultivate strong relationships with key stakeholders within both partner organizations and Fortinet
• Build and expand executive engagements within partner organizations
• Promote partners within Fortinet’s sales and sales management teams
• Collaborate with Fortinet’s account managers, business development managers, engineering, and marketing in Germany as well as Fortinet’s global account teams to drive revenue growth within these partners
• Gain account insights to develop and continuously adapt account strategy
• Become the partners’ go-to person for all matters related to Fortinet
• Carry quarterly and annual revenue targets
Apply if you have the following experience and skills: Professional:
• Minimum of 5 years of experience in channel/partner management, ideally in cybersecurity and/or networking
• A proven track record of quota achievement and demonstrated career stability
• Experience in successfully working with large, strategic partners in a fast-paced environment
• Expertise in creating and executing successful business and marketing plans with partners, specifically focused towards the Enterprise market
• Experience in delivering sales training
• Experience in working with large international telcos such as Telefónica, Vodafone, BT, Orange, etc. (preferred)
• Experience in managed security services (MSSP) (preferred)
• Experience in working in a two-tier distribution channel sales partner model (preferred)
• Understanding of typical partner-related contracts and commercial frameworks (partner programs, discounts, MDF, etc.) (preferred)
• Experience in pipeline management and forecasting with partners (preferred)
• Bachelor’s or Master’s degree in business administration or related field (preferred)
• Deep knowledge of Microsoft Office suite of tools (particularly Excel)
• Knowledge of Salesforce.com and Tableau (preferred)
Personal:
• Willing to travel several times per week within Germany
• Able to thrive in a fast-paced environment
• Self-motivated, well-organized, with excellent time management
• Proven team player, nevertheless, competitive, with a hunter-type mentality
• Excellent communication and interpersonal skills
• Excellent presentation skills
• Comfortable engaging with C-level stakeholders
• Comfortable stepping outside of personal comfort zone to rapidly learn and embrace emerging technologies, proactively articulate their business value to partners, and identify new growth opportunities
• Highly reliable
What you can expect from us:
• Excellent training and development opportunities, providing you with all the tools you need to be successful. • An open working environment, sharing knowledge and information collaboratively and transparently, with respect to everyone’s thoughts and opinions. • The opportunity to be part of an innovative, collaborative and winning team. • A market competitive salary package, including stock awards, and opportunity to over-achieve. Why Join Us? At Fortinet, we embrace diversity and inclusion. We encourage candidates from all backgrounds and identities to apply. Our Total Rewards package is competitive, supporting your overall health and financial well-being, and we offer flexible work arrangements in a supportive work environment. Embark on a challenging, enjoyable, and rewarding career journey with Fortinet. Join us in bringing solutions that make a meaningful and lasting impact to our 660,000+ customers around the globe. #LI-Remote