Major Account Manager - MSSP - Germany

In this role you will manage Fortinet's Telco-MSSP partners, shaping revenue and non-revenue plans and driving new business through strategic collaborations. You’ll act as the primary interface between customers and Fortinet divisions, onboarding partners and expanding existing offers. You will leverage your network to pursue opportunities, write business and account plans, and lead MSSP sell-to initiatives across the region. You will train partners on Fortinet products, develop marketing and MDF-based campaigns, and help achieve quarterly and annual targets. This role sits at the intersection of sales, partnerships, and cybersecurity across a global service provider ecosystem.

• training and development opportunities
• stock awards
• competitive salary package
• flexible work arrangements
• open, collaborative environment
• supportive work culture

• Manage Fortinet Telco-MSSP partners, building revenue and non-revenue business plans.
• Contribute to revenue growth of the Telco-Service Provider business.
• Manage Telco partnerships within MSSP program guidelines; develop alliances with key solution provider accounts.
• Motivate, educate and train Telco teams on Fortinet products and technologies.
• Expand sales with business plans including MDF strategy, penetration strategy, and profitability targets.
• Provide ongoing sales and technical training to Telco partners.
• Build marketing plans to drive incremental sales pipeline and revenues using development funds.
• Act as MSSP Sell-To strategist to regional sales managers; collaborate with Fortinet marketing and engineering.
• Provide geographic Telco coverage for the region.
• Carry quarterly and annual revenue targets.
• Develop MSSP corporate strategy into the Telco.

• Proven enterprise sales experience in hi-tech, preferably cybersecurity and networking, with strategic customer relationships.
• Experience creating and building new propositions within large international Service Providers.
• Led and closed sales of cybersecurity and networking platforms with cross-functional SP organization; addressed market strategy, financial models, and technology aspects.
• Innovative and entrepreneurial mindset to open new fields within SP and close deals as managed services (B2B2B).
• Consistent quota achievement and strong career stability and growth.
• Self-motivated, competitive, detail-oriented with a strong will to win.
• Exceptional oral and written communication and listening skills.

• strong communication
• self-motivation
• attention to detail
• cybersecurity
• networking
• MSSP programs