Strategic Channel Account Manager

Strategic Channel Account Manager – Germany

The successful candidate will be responsible for the strategic development and transformation of key partners, ensuring alignment with Fortinet’s growth priorities and market objectives. As a trusted business advisor, the Strategic Channel Account Manager will create and execute multi-year business and investment plans, including revenue growth initiatives, go-to-market strategies, MDF investments, solution expansion programs, sales enablement activities, and profitability targets.

This role demands deep industry expertise, strong business acumen, and a proven track record of successfully managing and growing large, complex strategic partnerships. The individual must be capable of influencing partner executive leadership, identifying new growth opportunities, and driving measurable business outcomes across multiple Fortinet solution areas.

Job Duties & Responsibilities

• Own and strategically develop no more than two of Fortinet’s largest and most strategic partner relationships in Germany.
• Develop and execute comprehensive annual and multi-year business plans that drive sustainable revenue growth, market expansion, and solution adoption.
• Create and manage joint investment plans, including MDF strategy, resource allocation, enablement initiatives, marketing programs, and growth acceleration activities.
• Build trusted relationships with partner executive leadership, sales management, technical leadership, and key stakeholders.
  Identify, develop, and execute strategic growth initiatives that increase market share, customer acquisition, and wallet share across the partner base.
• Lead regular business reviews, executive sponsor engagements, and strategic planning sessions with partner leadership teams.
• Drive partner transformation initiatives to expand Fortinet’s footprint into new solution areas, markets, and customer segments.
  Collaborate closely with Fortinet Sales, Marketing, Engineering, and Customer Success teams to maximize joint business opportunities.
• Develop and execute account penetration strategies and regional growth plans aligned with Fortinet’s strategic objectives.
• Manage channel programs, registrations, renewals, and performance metrics while ensuring alignment with business plan objectives.
• Carry and consistently achieve quarterly and annual revenue targets.

Qualifications

• Minimum 10 years of channel sales, partner management, or business development experience within the cybersecurity, networking, or enterprise technology industry.
• Proven experience managing and developing large, strategic partner organizations with complex business structures and significant revenue responsibility.
• Demonstrated success in creating and executing business plans, investment plans, marketing strategies, and growth programs with measurable business outcomes.
• Strong executive presence with experience engaging and influencing C-Level executives and senior management across partner organizations.
• Deep understanding of channel business models, partner profitability drivers, and ecosystem development.
• Proven ability to identify market opportunities, drive strategic initiatives, and accelerate revenue growth.
• Experience managing substantial revenue targets in a fast-paced, highly competitive environment.
• Excellent analytical, communication, negotiation, and stakeholder management skills.
• Strong knowledge of cybersecurity and networking markets, industry trends, and strategic partner ecosystems.

Preferred Candidate Profile

The ideal candidate is a highly experienced channel leader with a strong network within the German IT channel ecosystem and a proven ability to build, influence, and transform strategic partnerships. They combine strategic thinking with execution excellence and possess extensive experience in business planning, investment planning, executive engagement, and long-term partner development for large enterprise-focused solution providers.