Strategic Channel Account Manager

🔥 6 minutes ago

🇩🇪 Germany – Remote

⏰ Full Time

🟠 Senior

🔴 Lead

💰 Account Manager

👻 Ghost score 10%

What it means: how likely this posting is sitting open without active hiring.How to read it: 60% or higher means we think this is a ghost. Lower scores are less of a worry.How we score it: age, reposts, open roles vs team size, how fast jobs close, and whether pay is listed.Fine print: an estimate from public data, not a judgment of the company. Real jobs can score high, so treat it as a hint, not a fact.

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Fortinet

WebsiteLinkedInAll Job Openings

10,000+ employees

🔒 Cybersecurity

☁️ SaaS

🤝 B2B

💰 $6.5M Series B on 2005-01

Cybersecurity • SaaS • B2B

Fortinet is a leading provider of cybersecurity solutions, focusing on securing networks, applications, and data across various environments. The company offers a comprehensive platform that includes advanced threat protection, secure access service edge (SASE), and networking solutions, all integrated into a single point of management. With a commitment to innovation and efficiency, Fortinet serves a wide range of industries, securing over 700,000 enterprise customers and government organizations globally.

📋 Description

• Own and strategically develop no more than two of Fortinet’s largest and most strategic partner relationships in Germany • Develop and execute comprehensive annual and multi-year business plans driving sustainable 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 • Build trusted relationships with partner executive leadership, sales management, technical leadership, and key stakeholders • Identify, develop, and execute strategic growth initiatives increasing market share, customer acquisition, and wallet share • Lead regular business reviews, executive sponsor engagements, and strategic planning sessions with partner leadership teams • Drive partner transformation initiatives into new solution areas, markets, and customer segments • Collaborate with Fortinet Sales, Marketing, Engineering, and Customer Success teams to maximize joint business opportunities • Develop and execute account penetration strategies and regional growth plans aligned with Fortinet’s strategic objectives • Manage channel programs, registrations, renewals, and performance metrics aligned with business plan objectives • Carry and consistently achieve quarterly and annual revenue targets

🎯 Requirements

• Minimum 10 years of channel sales, partner management, or business development experience within the cybersecurity, networking, or enterprise technology industry • Proven experience managing and developing large, strategic partner organizations with complex business structures and significant revenue responsibility • Demonstrated success in creating and executing business plans, investment plans, marketing strategies, and growth programs with measurable business 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 • Proven ability to identify market opportunities, drive strategic initiatives, and accelerate revenue growth • Experience managing substantial revenue targets in a fast-paced, highly competitive environment • Excellent analytical, communication, negotiation, and stakeholder management skills • Strong knowledge of cybersecurity and networking markets, industry trends, and strategic partner ecosystems • Strong network within the German IT channel ecosystem • Extensive experience in business planning, investment planning, executive engagement, and long-term partner development for large enterprise-focused solution providers