Fortinet

MSSP Channel Account Manager

Posted 8 Days Ago

Be an Early Applicant

3 Locations

In-Office

Senior level

Security • Software • Cybersecurity

The Role

Manage and grow MSSP partnerships to drive Fortinet solution adoption and revenue. Recruit and develop MSSP partners in the Northeast, deliver sales and technical training, build business and marketing plans (including MDF), collaborate with internal teams, guide MSSP offer development, and meet quarterly and annual revenue targets.

Summary Generated by Built In

The Emerging MSSP Channel Account Manager will build and promote the Company’s position as the worldwide leader in Unified Threat Management, specifically through the MSSP community. Must be a key contributor to the revenue growth of the partner and Fortinet’s growth targets. Accountable for managing MSSP partnerships within the guidelines of Fortinet’s channel programs, spearheading new business development and enabling your partners to build new Fortinet solutions within their portfolio. Will motivate, educate and train the partners in the Company’s products and technologies. Drive partner solution adoption, partner engagement and certifications. Expand sales with by building business plans including MDF strategy, account penetration strategy and profitability targets.

Responsibilities:

Manage key Fortinet partners and end users in the assigned list of target partners.
Identify new qualifying MSSP partners in the Northeast region and recruit them into the MSSP Program.
Establish new MSSP relationships and develop emerging existing MSSP partners.
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 all sales managers within Fortinet.
Partner with Fortinet marketing and engineering teams to drive revenue growth.
Guide MSSP partners through the MSSP Offer Development program.
Pursue new service enablement of Fortinet products within the partner’s service offering.
Deliver quarterly and annual revenue targets.

Required Skills

5+ years channel sales, business development and territory management in networking or security sectors.
Experience building business and marketing plans with partners.
Knowledge of Managed Security Services Providers and how they operate.
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 required
The Channel Account Manager is required to customarily and regularly work outside of their office or home office engaged in selling, including travel as needed to make a sale.

Fortinet offers employees a variety of benefits, including medical, dental, vision, life and disability insurance, 401(k), 11 paid holidays, vacation time, and sick time as well as a comprehensive leave program.

Wage ranges are based on various factors including the labor market, job type, and job level. Exact salary offers will be determined by factors such as the candidate's subject knowledge, skill level, qualifications, experience, and geographic location.

All roles are eligible to participate in the Fortinet equity program, and this position is also eligible for commissions based on the terms of the Sales Compensation Plan

About Us

Fortinet (NASDAQ: FTNT) secures the largest enterprise, service provider, and government organizations around the world. Fortinet empowers its customers with intelligent, seamless protection across the expanding attack surface and the power to take on ever-increasing performance requirements of the borderless network - today and into the future. Only the Fortinet Security Fabric architecture can deliver security without compromise to address the most critical security challenges, whether in networked, application, cloud or mobile environments. Fortinet ranks number one in the most security appliances shipped worldwide and more than 500,000 customers trust Fortinet to protect their businesses.

We are committed to providing reasonable accommodations for all qualified individuals with disabilities. If you require assistance or accommodation due to a disability, please contact us at [email protected].

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, disability, age, military/veteran status or any other applicable legally protected characteristics in the location in which the candidate is applying.

Skills Required

5+ years channel sales, business development, and territory management in networking or security sectors.
Experience building business and marketing plans with partners (including MDF strategy).
Knowledge of Managed Security Service Providers and how they operate.
Experience delivering sales and technical trainings to partners.
Proven ability to recruit and develop MSSP partners and manage partner relationships.
Track record of meeting quarterly and annual revenue targets and driving partner solution adoption.
Excellent presentation, written, and verbal communication skills for executive and individual contributor audiences.
Competitive, self-starter, hunter mentality; thrives in a fast-paced, changing environment.
College or University degree.
Ability to customarily and regularly work outside the office and travel as needed to make sales.

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.

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.
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.
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.