Channel Account Manager - GSI
Location - Germany
The Channel Account Manager (CAM) will build and promote the Fortinet’s position as the worldwide leader in Unified Threat Management, specifically through the GSI community in country. Must be a key contributor to the revenue growth of the region and manage to the company growth targets. Accountable for managing assigned reseller partnerships within the guidelines of Fortinet’s channel programs, spearheading new business development and successfully developing alliances with key solution provider accounts. Will motivate, educate and train the partners in the Company’s products and technologies. Expand sales with by building business plans including MDF strategy, account penetration strategy and profitability targets.
Responsibilities:
- Manage key Global System Integrators in Germany (Accenture, Kyndryl, TCS etc).
- Build revenue and non-revenue business plans with these partners.
- Provide ongoing sales and technical trainings to these partners.
- Build marketing plans to drive incremental sales pipeline and revenues with development funds.
- Act as key channel strategist to regional sales managers within region.
- Partner with Fortinet marketing and engineering teams to drive revenue growth within region.
- Provide geographic channel coverage for the region.
- Carry quarterly and annual revenue targets.
Required Skills
- 10+ years channel sales and territory management in the IT sector.
- Experienced working with GSI and / or global advisories with an already existing business network.
- Experience building business and marketing plans with partners.
- Must have experience in delivering sales trainings, and experience in working in a fast pace. environment with revenue responsibilities.
- Excellent presentation skills to executives & individual contributors.
- Excellent written and verbal communication skills.
- Candidate must thrive in a fast-paced, ever-changing environment.
- Competitive, Self-starter, Hunter-type mentality.
- College or University degree preferred.
Language:
- German & English at professional level.
Fortinet is an equal opportunity employer. We value diversity in our company, and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or any other applicable legally protected characteristics in the location in which the candidate is applying.
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Skills Required
- 10+ years channel sales and territory management in the IT sector
- Experience working with GSI and/or global advisories with an existing business network
- Experience building business and marketing plans with partners
- Must have experience in delivering sales trainings and working with revenue responsibilities in a fast-paced environment
- Excellent presentation skills to executives and individual contributors
- Excellent written and verbal communication skills
- Competitive, self-starter, hunter-type mentality
- College or University degree
- German and English at professional level
Fortinet Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Fortinet and has not been reviewed or approved by Fortinet.
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Affordable Benefits — Medical coverage includes a no-premium HDHP option with HSA funding alongside PPO/HMO choices, reducing employee costs at enrollment. Eligibility starts on the date of hire and includes company-paid life and disability coverage.
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Wellbeing & Lifestyle Benefits — Mental-health access through Modern Health and an EAP offers therapy, coaching, and counseling resources. Lifestyle extras such as legal assistance, commuter benefits, pet-insurance discounts, and subsidized meals and snacks enhance everyday support.
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Strong & Reliable Incentives — Compensation packages include annual bonuses, sales commissions, and stock awards. Earnings potential can be strong in sales when quotas are realistic and attainment is high.
Fortinet Insights
What We Do
Fortinet develops and sells cybersecurity solutions.
