Strategic Channel Account Manager

Fortinet
Sunnyvale
Workplace: RemoteFull timeFunction: Customer Success & Account ManagementExperience: 10+ yearsSkills: ["Executive presence","Analytical skills","Communication skills","Negotiation skills","Stakeholder management"]

Own and strategically develop up to two of Fortinet’s largest strategic partner relationships in Germany. Build annual and multi-year business and joint investment plans (including MDF, enablement, marketing, and growth initiatives) to drive sustainable revenue growth and solution adoption. Lead executive business reviews and partner transformation efforts, collaborate with internal teams across Sales, Marketing, Engineering, and Customer Success, and consistently achieve quarterly and annual revenue targets.

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Fortinet
Fortinet
2 days ago

Strategic Channel Account Manager

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Job Summary

Own and strategically develop up to two of Fortinet’s largest strategic partner relationships in Germany. Build annual and multi-year business and joint investment plans (including MDF, enablement, marketing, and growth initiatives) to drive sustainable revenue growth and solution adoption. Lead executive business reviews and partner transformation efforts, collaborate with internal teams across Sales, Marketing, Engineering, and Customer Success, and consistently achieve quarterly and annual revenue targets.
Location: Sunnyvale
Workplace: Remote
Employment Type: Full time
Job Function: Customer Success & Account Management

Key Responsibilities

  • •Strategically develop and manage up to two of Fortinet’s largest partner relationships in Germany.
  • •Develop and execute comprehensive annual and multi-year business plans to drive revenue growth, market expansion, and solution adoption.
  • •Create and manage joint investment plans, including MDF strategy, resource allocation, enablement initiatives, marketing programs, and growth acceleration activities.
  • •Lead business reviews, executive sponsor engagements, and strategic planning sessions with partner leadership teams.
  • •Drive partner transformation and growth initiatives, manage channel programs/registrations/renewals and performance metrics, and achieve quarterly and annual revenue targets.

Key Requirements

  • •Minimum 10 years of channel sales, partner management, or business development experience in cybersecurity, networking, or enterprise technology.
  • •Proven experience managing and developing large, strategic partner organizations with complex business structures and significant revenue responsibility.
  • •Demonstrated success creating and executing business plans, investment plans, marketing strategies, and growth programs with measurable outcomes.
  • •Strong executive presence with experience engaging and influencing C-Level executives and senior management across partner organizations.
  • •Deep understanding of channel business models, partner profitability drivers, and ecosystem development.
Experience:10+ yearsCybersecurityNetworkingEnterprise technologyChannel salesPartner managementB2BEcosystem development
Skills:Executive presenceAnalytical skillsCommunication skillsNegotiation skillsStakeholder management

Company Brief

Fortinet
Provides enterprise cybersecurity solutions including data protection, cloud security, network security, and user and entity behavior analytics to help organizations prevent insider threats, secure cloud and on-premises environments, and enforce data loss prevention policies.
Industry: Cybersecurity
Company Size: Enterprise (1,001+ employees)
Growth: Established Company
Funding: Private Equity Backed
Headquarters: Austin, United States
Founded: 1994
WebsiteLinkedIn