Channel Sales Account Manager - Scale Partners

Channel Account Manager – Scale Partner Germany

Based in either Munich, Frankfurt or Hamburg

We are currently seeking a dynamic Inside Channel Account Manager to contribute to the success of our rapidly growing Channel Partner Business in Germany.

Job Description

Channel Account Manager – Scale Partner Germany

Based in either Munich, Frankfurt or Hamburg

We are currently seeking a dynamic Inside Channel Account Manager to contribute to the success of our rapidly growing Channel Partner Business in Germany.

You would act as a key team member supporting new and entry level partners, enabling strong partner engagement, and contributing to regional sales growth.

Your Responsibilities in this role:

• Act as the primary channel contact for a large set of entry level and net new partners.
• Responsible for qualifying and onboarding new partners
• Enable targeted accounts through product training, sales best practices, and partner resources.
• Help Channel Partners obtain necessary information and materials, such as quotes and product information
• Expand Fortinet’s product portfolio within key accounts.
• Accountable for evaluating account success through deal registrations, revenue growth, and other key performance indicators.
• Responsible for promoting and driving Marketing success within Channel community.
• Responsible for understanding our partners’ business models/structures.
• Manage and drive partner pipelines to successful close rate.
• Establish key relationships and build mindshare within partner accounts.
• Close collaboration with our Distribution partners and their teams.
• Connect Fortinet Account Managers with their counterparts at channel partners.
• Contribute to basic marketing campaigns, including Channel mailing activities and other partner-focused initiatives
• Maintain accurate records of Channel Partners and their sales activities using CRM tools such as Salesforce
• Participate in ongoing learning and development activities to expand knowledge of Fortinet’s products and services

We Are Looking For:

An insightful and highly motivated collaborator to join our team. We encourage you to apply for this position if you possess the following qualities:

• 3+ years of channel sales experience in the networking or cybersecurity sectors.
• Competitive, self-starting, hunter-type mentality.
• Proven track record of exceeding sales quotas.
• Exceptional listening and communication skills.
• Experience in channel sales within the networking or cybersecurity sector.
• Experience working in a fast-paced environment with revenue responsibilities.
• This role requires occasional work outside the office, including maintaining an on-site presence at partner locations and Fortinet events.
• Excellent verbal and written communication skills in both German and English.
• Comfortable working with people and building relationships in a hybrid (in-office and remote) environment.
• Well-organized, proactive, and able to manage multiple tasks efficiently.
• A positive, curious mindset and a strong desire to learn.
• Strong attention to detail and the ability to work effectively across different processes, systems, and tools.
• Advanced skills in Excel (e.g., PivotTables), Salesforce (e.g., dashboards and reports), and Tableau are beneficial.
• Experience in building scalable processes or adapting existing processes to support partner activities is an advantage.
• An interest in technology and cybersecurity is a plus.

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 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 900,000+ customers around the globe.