Job Description

Location: Hamburg or Northern Germany

Specifically, we are looking for a Channel Account Manager for our Northern Region (ZIP codes 2 and 3). (Please note that this position focuses exclusively on business development in Germany with these partners.) The successful candidate will be responsible for managing a specific portfolio of partners in this segment, tailored to their industry experience and existing customer relationships.

As part of a virtual account team, the Channel Account Manager works closely with other Channel Account Managers, the relevant Regional and Major Account Managers, and Fortinet system engineers to support the assigned partners.

As a Channel Account Manager, you play a crucial role in driving revenue growth throughout Germany and contribute to achieving Fortinet’s overall growth goals. You are responsible for supporting a number of regional partners as part of Fortinet’s channel programs.

In this role, you will develop, implement, and monitor joint business and marketing plans, and engage, train, and support partners regarding Fortinet’s technology and value proposition. You will work closely with the partners’ sales and technical teams and coordinate with the relevant colleagues at Fortinet to identify new opportunities and ensure successful project outcomes. In addition, you will maintain close relationships with key decision-makers at both the partner companies and Fortinet.

This includes building strong relationships with key product managers, identifying opportunities to expand Fortinet’s market presence, and supporting partners throughout the entire value chain.

At Fortinet you will:

• Manage key Fortinet partners in northern 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 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 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
• Experience in delivering sales training
• Experience in managed security services (MSSP) (preferred)
• Experience in working in a two-tier distribution channel sales partner model
• 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
• 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
• Class B Driver's License (PKW Führerschein)

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 830,000+ customers around the globe.