Inside Channel Account Manager

In this role you will act as the primary channel contact for a broad set of entry-level and net-new partners, accelerating their onboarding and engagement. You will enable partners with product training and sales best practices, while expanding Fortinet’s portfolio within key accounts. The position drives partner pipeline, measures success via deals and revenue, and collaborates closely with distribution and account managers. You join a fast-paced, collaborative team focused on growing the channel business in Germany and delivering meaningful impact across customers and partners.

• training and development opportunities
• open, collaborative work environment
• stock awards
• market competitive salary
• Total Rewards package

• Be the main channel liaison for a large group of entry-level and new partners
• Qualify and onboard new partners
• Enable targeted accounts through training, sales best practices, and resources
• Provide quotes and product information to partners as needed
• Expand Fortinet’s product portfolio within key accounts
• Evaluate account success via deal registrations, revenue growth, and KPI tracking
• Promote and drive marketing success within the channel community
• Understand partners’ business models and structures
• Manage and drive partner pipelines toward successful closes
• Establish relationships and build mindshare within partner accounts
• Collaborate closely with distribution partners and teams
• Coordinate with Fortinet Account Managers and partner counterparts
• Contribute to basic marketing campaigns and partner-focused initiatives
• Maintain accurate records of partners and sales activities in CRM (Salesforce)
• Engage in ongoing learning about Fortinet’s products and services

• 3+ years of channel sales experience in networking or cybersecurity
• Competitive, self-motivated hunter mindset
• Proven track record of meeting or exceeding quotas
• Strong listening and communication skills
• Experience in channel sales within networking or cybersecurity
• Experience in fast-paced environments with revenue responsibility
• Frequent on-site partner engagement and Fortinet events
• Fluent German and English oral and written communication
• Comfort with hybrid in-office/remote work
• Well-organized, proactive, able to manage multiple tasks
• Curious mindset and desire to learn
• Attention to detail with ability to work across processes and tools
• Advanced Excel (PivotTables), Salesforce dashboards/reports, and Tableau
• Experience building scalable processes for partner activities is a plus
• Interest in technology and cybersecurity is beneficial

• excellent communication
• relationship-building
• proactive and self-driven
• Excel PivotTables
• Salesforce dashboards and reports
• Tableau