Strategic Channel Account Manager

In this role, you will lead strategic development and transformation of Fortinet’s top German partners to fuel growth. You will craft and execute multi-year business and investment plans, aligning with Fortinet’s market objectives and solution strategy. You’ll influence partner executives, drive joint GTM programs, MDF investments, and enablement to expand Fortinet’s footprint. You collaborate across Sales, Marketing, Engineering, and Customer Success to maximize joint opportunities and revenue. This is a high-impact, partner-centric position that shapes strategic growth in a fast-paced cybersecurity ecosystem.

• Own and strategically develop up to two of Fortinet’s largest German partner relationships
• Create and execute annual and multi-year business plans for revenue growth and market expansion
• Build and manage joint investment and enablement plans (MDF, marketing programs, growth acceleration)
• Engage partner executive leadership and key stakeholders to drive collaboration
• Lead business reviews and strategic planning with partner leadership
• Drive transformation to expand Fortinet into new solution areas, markets, and customer segments
• Coordinate with Fortinet Sales, Marketing, Engineering, and Customer Success to maximize opportunities
• Develop account penetration strategies and regional growth plans
• Manage channel programs, registrations, renewals, and performance metrics
• Consistently achieve quarterly and annual revenue targets

• Minimum 10 years in channel sales, partner management, or business development in cybersecurity, networking, or enterprise tech
• Proven track record managing large, strategic partners with complex structures and high revenue responsibility
• Experience creating/executing business plans, investment plans, and growth programs with measurable outcomes
• Strong executive presence with capability to influence C-level executives
• Deep understanding of channel business models and ecosystem development
• Proven ability to identify market opportunities and accelerate revenue growth
• Experience managing substantial revenue targets in fast-paced, competitive environments
• Excellent analytical, communication, negotiation, and stakeholder management skills
• Strong knowledge of cybersecurity and networking markets and trends

• Executive presence
• Strategic thinking
• Stakeholder management
• Cybersecurity and networking market knowledge
• Channel business models and ecosystem development
• Strategic planning and investment planning