Channel Account Manager - Healthcare

Fortinet, Inc.; Deutschland; On-site; EUR 90,000 - 120,000; Full time

Job summary

Fortinet, Inc. seeks a Channel Account Manager to lead partner relations across the healthcare sector, driving strategy, enablement and revenue through a strong partner ecosystem.

The CAM will recruit and onboard partners, develop joint business plans, and coordinate with IT Security, OT, and Compliance teams to ensure regulatory alignment and successful tenders. The role emphasizes go-to-market execution, co-selling and quarterly business reviews to build long-term value for Fortinet and its

Qualifications

• Minimum of 5 years of experience in channel/partner management at a technology vendor, healthcare or regulated industries preferred.
• Proven track record of building and scaling partner-led revenue.
• Strategic business planning for market penetration and revenue targets.
• Channel knowledge in a two-tier distribution partner model.
• Solid understanding of IT security and OT security fundamentals.
• Knowledge of standards/regulations (BSI, NIS2, IEC 62443, ISO 27001) a plus.

Responsibilities

• Define and execute channel strategy for healthcare segment with partner segmentation.
• Identify, recruit, qualify, and onboard new healthcare partners.
• Develop business plans with top partners (pipeline, revenue targets, use cases).
• Create and deliver joint business plans (targets, pipeline, campaigns).
• Manage co-selling and co-marketing activities tailored to healthcare requirements.
• Ensure a solid pipeline, forecasting, and deal qualification.
• Support tenders, framework agreements, procurement processes, and deal registrations as needed.
• Understand regulatory requirements and position Fortinet solutions for IT/OT security.
• Plan partner enablement (sales, presales, technical), certifications, and workshops.
• Lead QBRs and implement structured improvement plans.
• Ensure partners can position and operate Fortinet solutions in healthcare environments.

Skills

Channel/partner management

Partner revenue growth

Strategic planning

IT security basics

Regulatory standards knowledge

Education

Master's degree in business administration

Tools

Salesforce.com

Tableau

MS Excel

Job description

The Channel Account Manager (CAM) in general will be responsible to build and promote Fortinet's position as the worldwide leader in cybersecurity through selling, enablement, and training to and through our authorized partner community.

The CAM will be accountable for managing the partners within the guidelines of Fortinet's channel programs, spearheading new business development, and successfully developing alliances with key internal stakeholders and distributor partners. The CAM will motivate, educate, and train the partners, focusing on effective strategic business planning, account penetration, and the benefits of selling the full Fortinet portfolio.

As Channel Manager – Healthcare, you will own the strategy, build-out, and performance management of our partner ecosystem across the healthcare sector (hospital groups, university hospitals, laboratories, healthcare service providers, and health-focused MSPs/MSSPs) The role focuses on establishing long-term partner relationships, understanding healthcare environments and expectations of a regulated / critical environment, also coordinating internal stakeholders such as IT Security, OT, and Compliance.

Channel Strategy & Ecosystem Development (Healthcare)

• Define and execute a channel strategy for healthcare segment, including partner segmentation (MSPs/MSSPs, system integrators, OT specialists, hosting/cloud partners, specialized healthcare IT partners and GSIs).
• Identify, recruit, qualify, and onboard new partners with proven healthcare expertise.
• Develop business plans with top partners (pipeline, revenue targets, use cases, vertical focus).

Go-to-Market & Sales

• Create and deliver joint business plans (targets, pipeline, focus accounts, campaigns, enablement).
• Manage co-selling and co-marketing activities (events, webinars, campaigns) tailored to healthcare-specific requirements.
• Ensure a solid pipeline, forecasting, and deal qualification.
• Where required, support tenders, framework agreements, procurement processes, and deal registration.

Healthcare Compliance & Positioning

• Understand regulatory requirements and processes (e.g.: BSI-requirements, NIS2, German IT Security Act, ISO 27001, where relevant).
• Position Fortinet solutions for IT/OT security, Zero Trust, SOC services, incident response, network segmentation, and secure remote access.

Partner Enablement & Performance

• Plan and deliver partner enablement (sales, presales, technical), certifications, and solution workshops.
• Lead QBRs (Quarterly Business Reviews) and implement structured improvement plans.
• Ensure partners can position, implement, and operate our solutions in healthcare environments, including services and managed services where applicable.

Stakeholder Management

• Act as the interface between partners and internal teams across Sales, Marketing, Product Management, Services, and, where applicable, OT teams.
• Where applicable, maintain relationships with relevant ecosystems/associations/networks (e.g., BITKOM or other depending on context).

Requirements (Skills & Experience):

Professional

• Minimum of 5 years of experience in channel/partner management at a technology vendor (IT security, networking, infrastructure, or cloud), ideally covering healthcare or other regulated industries.
• Proven track record of building and scaling partner-led revenue (pipeline creation, growth, win rates).
• Strategic business planning: Expertise in creating and executing business plans focused on market penetration and meeting revenue targets.
• Channel knowledge: Experience working in a two-tier distribution channel sales partner model.
• Solid understanding of IT security and ideally OT security fundamentals.
• Knowledge of relevant standards and regulations (BSI, NIS2, IEC 62443, ISO 27001, etc.) is a plus.

Methodological

• Partner business planning, pipeline management, forecasting
• Strong negotiation skills; understanding of contracts and commercial frameworks (discounts, MDF, partner programs)
• Excellent Communication and interpersonal skills: The ability to communicate clearly and build strong relationships with partners, team members, and internal stakeholders is essential. (comfortable engaging with C-level stakeholders), collaborative, assertive

Personal

• High reliability, discretion, and sensitivity to security-relevant topics
• Willingness to travel depending on territory/partner landscape
• Master's degree in business administration, marketing or related field (preferred).
• Deep knowledge of Microsoft Office suite of tools (particularly MS Excel).
• Knowledge of Salesforce.com and Tableau (preferred).
• Fluent in German and English.

Interfaces (Internal/External)

• Internal: Sales (field/inside), Presales/SE, Marketing, Professional Services, Support, Legal/Compliance, Partner Operations
• External: System integrators, MSSPs, OT service providers, distributors, technology partners, potentially authorities/operators