Channel Sales Account Manager - Telco/MSSP

Telco/MSSP Channel Account Manager Location: Milan

Role Overview:

Join Fortinet, a cybersecurity pioneer with over two decades of excellence, as we continue to shape the future of cybersecurity and redefine the intersection of networking and security. At Fortinet, our mission is to safeguard people, devices, and data everywhere. We are currently seeking a dynamic Telco/MSSP Channel Account Manager to contribute to the success of our rapidly growing business.

You would act as the Channel Account Manager for assigned Telco Providers within the Italian B2B market, driving Fortinet's sell-through business and expanding our footprint across strategic Telco and MSSP partners.

As a Telco/MSSP Channel Account Manager, you will:

• Be a key contributor to Fortinet's sell-through business with assigned Telcos
• Carry quarterly and annual revenue targets
• Work as part of a large, well-established Account Team
• Drive business development activities across your Telco portfolio
• Provide ongoing sales and technical training to Telcos, together with the Account Team's System Engineers
• Build marketing plans to drive incremental pipeline and revenue using development funds
• Contribute to the expansion of the Telcos' managed service portfolios based on Fortinet technology
• Develop and expand Fortinet's footprint within assigned Telcos

Sales Responsibilities:

• Organise and track ongoing alignment between Telcos and Fortinet's sales teams, including defining joint target accounts and coordinating joint customer meetings
• Contribute to accurate forecasting for Fortinet's sales teams
• Ensure jointly created leads are followed up by both Telcos and Fortinet sales teams
• Promote Telcos within Fortinet's sales and sales management teams

Account Management Responsibilities:

• Become the Telcos' go-to person for all matters related to your segment and area of responsibility
• Build and expand executive-level engagements
• Gain account insights to develop and continuously adapt account strategy

We Are Looking For:

An insightful and influential collaborator to join our team. We encourage you to apply for this position if you have the following qualities:

• A proven track record of quota achievement
• Experience working successfully with large, strategic Telcos in a fast-paced environment
• Experience building business and marketing plans with Telcos
• Excellent written and verbal communication skills
• Excellent presentation skills suitable for executives and individual contributors
• Self-motivated, well-organised, with strong time-management skills
• A proven team player within an extended team (System Engineers, Sell-To Account Managers, Marketing, etc.) while maintaining a competitive, hunter-type mentality
• Ability to develop new sales concepts and strategies, with a focus on customer satisfaction and long-term relationships

Experience Required:

• Minimum 5+ years channel sales experience, preferably in networking or security
• Experience with Telco or service provider accounts beneficial
• Experience in managed security services (MSSP) beneficial
• Good understanding of cybersecurity technologies such as SASE, SD-WAN, NGFW, ZTNA and SecOps

Why Join Us:

At Fortinet, we embrace diversity and inclusivity. We encourage applications from diverse backgrounds and identities. Explore our welcoming work environment designed for a rewarding career journey with an attractive Total Rewards package to support your overall health and financial well-being. Join us in bringing solutions that make a meaningful and lasting impact to our 660,000+ customers around the globe.

We will only notify shortlisted candidates.

Fortinet will not entertain any unsolicited resumes; please refrain from sending them to any Fortinet employees or Fortinet email aliases. Should any agency submit resumes to Fortinet, these resumes, if considered, will be assumed to have been provided free of any related fees or charges.