Channel Sales Account Manager - Scale Partners

Fortinet, Inc.; Deutschland; Hybrid; EUR 60,000 - 100,000; Full time

Benefits offered by this job

Stock awards

Training and development

Open working environment

Job summary

Fortinet, Inc. in Germany is seeking an Inside Channel Account Manager to drive partner engagement and regional sales growth. Based in Munich, Frankfurt or Hamburg, you will support entry level partners and nurture key accounts.

You will qualify and onboard new partners, deliver product training, and provide sales resources to expand Fortinet’s portfolio. Strong communication in German and English is essential in a hybrid work environment.

Qualifications

• 3+ years of channel sales experience in networking or cybersecurity.
• Proven track record of exceeding sales quotas.
• Excellent listening and communication skills in German and English.
• Experience with hybrid (in-office/remote) work environments.
• Strong analytical and relationship-building abilities.

Responsibilities

• Serve as primary channel contact for a large set of entry level and net new partners.
• Qualify and onboard new partners.
• Enable accounts through product training, sales best practices, and resources.
• Collaborate with marketing to promote campaigns and initiatives.
• Maintain accurate CRM records in Salesforce and track deal progress.
• Drive partner pipelines to successful close and revenue growth.
• Collaborate with distribution partners and Fortinet account managers.
• Establish relationships and mindshare within partner accounts.

Skills

Channel sales

Communication skills

Bilingual German/English

Relationship building

Time management

Tools

Excel

Salesforce

Tableau

Job description

Germany

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Job Info

• Job Identification 24676
• Job Category Channel Account
• Posting Date 10/20/2026, 06:26 AM
• Locations Germany
• 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:

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

• 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.