Channel Sales Account Manager - Scale Partners

Fortinet, Inc.; Frankfurt; Hybrid; EUR 75,000 - 110,000; Full time

Benefits offered by this job

Stock awards

Training & development

Open work environment

Hybrid work model

Job summary

Fortinet, Inc. is seeking an Inside Channel Account Manager to support our growing German partner network. Based in Munich, Frankfurt, or Hamburg, you will manage entry-level and net-new partners, drive onboarding, and enable sales through training and resources.

You will expand product portfolios, track success with deal registrations and revenue KPIs, collaborate with distribution, and maintain CRM data. Fluency in German and English, plus strong communication, organization, and a proactive

Qualifications

• 3+ years of channel sales experience in networking or cybersecurity.
• Proven track record of exceeding sales quotas.
• Exceptional listening and communication skills.
• Experience in channel sales within networking or cybersecurity sectors.
• Experience in a fast-paced environment with revenue responsibilities.
• Able to work on-site at partner locations and Fortinet events.
• Fluent in German and English.
• Hybrid (in-office and remote) work environment.

Responsibilities

• Act as the primary channel contact for a large set of entry level and net new partners.
• Qualify and onboard new partners.
• Enable targeted accounts through product training, sales best practices, and partner resources.
• Provide quotes and product information to channel partners.
• Expand Fortinet's product portfolio within key accounts.
• Evaluate account success via deal registrations, revenue growth, and KPIs.
• Promote and drive Marketing success within Channel community.
• Manage partner pipelines to successful close rates.
• Establish relationships within partner accounts and with distributors.
• Collaborate with distribution partners and Fortinet account managers.
• Support channel campaigns and partner-focused initiatives.
• Maintain accurate CRM records of channel partners and activities.

Skills

Channel sales

Cybersecurity knowledge

German language

English language

CRM Salesforce

Excel/PivotTables

Quota attainment

Communication skills

Tools

Salesforce

Tableau

Excel

Job description

Job Info

• Job Identification 24675
• Job Category Channel Account
• Posting Date 10/20/2026, 06:20 AM
• Job Schedule Full time

Job Description

Channel Account Manager - Scale Partner Germany

Based in either Munich, Frankfurt or Hamburg

We are currently seeking a dynamic Inside Channel Account Manager to contribute to the success of our rapidly growing Channel Partner Business in Germany. You would act as a key team member supporting new and entry level partners, enabling strong partner engagement, and contributing to regional sales growth.

Your Responsibilities in this role:

• Act as the primary channel contact for a large set of entry level and net new partners.
• Responsible for qualifying and onboarding new partners
• Enable targeted accounts through product training, sales best practices, and partner resources.
• Help Channel Partners obtain necessary information and materials, such as quotes and product information
• Expand Fortinet's product portfolio within key accounts.
• Accountable for evaluating account success through deal registrations, revenue growth, and other key performance indicators.
• Responsible for promoting and driving Marketing success within Channel community.
• Manage and drive partner pipelines to successful close rate.
• Establish key relationships and build mindshare within partner accounts.
• Close collaboration with our Distribution partners and their teams.
• Connect Fortinet Account Managers with their counterparts at channel partners.
• Contribute to basic marketing campaigns, including Channel mailing activities and other partner-focused initiatives
• Maintain accurate records of Channel Partners and their sales activities using CRM tools such as Salesforce
• Participate in ongoing learning and development activities to expand knowledge of Fortinet's products and services

We Are Looking For:

• 3+ years of channel sales experience in the networking or cybersecurity sectors.
• Proven track record of exceeding sales quotas.
• Exceptional listening and communication skills.
• Experience in channel sales within the networking or cybersecurity sector.
• Experience working in a fast-paced environment with revenue responsibilities.
• This role requires occasional work outside the office, including maintaining an on-site presence at partner locations and Fortinet events.
• Excellent verbal and written communication skills in both German and English.
• Comfortable working with people and building relationships in a hybrid (in-office and remote) environment.
• Well-organized, proactive, and able to manage multiple tasks efficiently.
• A positive, curious mindset and a strong desire to learn.
• Strong attention to detail and the ability to work effectively across different processes, systems, and tools.
• Advanced skills in Excel (e.g., PivotTables), Salesforce (e.g., dashboards and reports), and Tableau are beneficial.
• Experience in building scalable processes or adapting existing processes to support partner activities is an advantage.
• An interest in technology and cybersecurity is a plus.

What you can expect from us:

• Excellent training and development opportunities, providing you with all the tools you need to be successful.
• An open working environment, sharing knowledge and information collaboratively and transparently, with respect to everyone's thoughts and opinions.
• The opportunity to be part of an innovative, collaborative and winning team.
• A market competitive salary package, including stock awards, and opportunity to over-achieve.

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 you with your overall health and financial well-being. Join us in bringing solutions that make a meaningful and lasting impact to our 900,000+ customers around the globe.