Strategic Channel Account Manager

This is a fully remote position, open to applicants in Germany.

📋 Description

• Take ownership of and strategically cultivate no more than two of Fortinet’s largest and most significant partner relationships within Germany.

• Formulate and implement detailed annual and multi-year business plans that drive sustainable revenue growth, market expansion, and solution adoption.

• Develop and oversee joint investment strategies, including MDF planning, resource allocation, enablement initiatives, marketing programs, and growth acceleration efforts.

• Establish trusted relationships with partner executive leadership, sales management, technical leaders, and key stakeholders.

• Identify, develop, and execute strategic initiatives that enhance market share, customer acquisition, and wallet share.

• Lead regular business reviews, engage with executive sponsors, and facilitate strategic planning sessions with partner leadership teams.

• Propel partner transformation initiatives into new solution areas, markets, and customer segments.

• Collaborate with Fortinet Sales, Marketing, Engineering, and Customer Success teams to optimize joint business opportunities.

• Create and implement account penetration strategies and regional growth plans that align with Fortinet’s strategic goals.

• Oversee channel programs, registrations, renewals, and performance metrics that align with business plan objectives.

• Achieve and maintain quarterly and annual revenue targets consistently.

⛳️ Requirements

• At least 10 years of experience in channel sales, partner management, or business development within the cybersecurity, networking, or enterprise technology sectors.

• Proven track record in managing and developing large, strategic partner organizations with intricate business structures and substantial revenue responsibilities.

• Demonstrated success in crafting and executing business plans, investment strategies, marketing initiatives, and growth programs that yield measurable business outcomes.

• Strong executive presence with experience in engaging and influencing C-Level executives and senior management within partner organizations.

• In-depth understanding of channel business models, partner profitability factors, and ecosystem development.

• Proven capability to identify market opportunities, drive strategic initiatives, and accelerate revenue growth.

• Experience in managing significant revenue targets in a fast-paced and highly competitive environment.

• Exceptional analytical, communication, negotiation, and stakeholder management skills.

• Strong knowledge of cybersecurity and networking markets, industry trends, and strategic partner ecosystems.

• Well-established network within the German IT channel ecosystem.

• Extensive experience in business planning, investment strategy, executive engagement, and long-term partner development for large enterprise-focused solution providers.

🏝️ Benefits

• Competitive salary with performance-based incentives.

• Comprehensive health and wellness programs.

• Opportunities for professional development and career advancement.

• Flexible working arrangements and a supportive company culture.