Channel Sales Account Manager - Scale Partners

Perception Point; Germany; Hybrid; EUR 60,000 - 95,000; Full time

Benefits offered by this job

Stock awards

Training & development

Job summary

Fortinet seeks an Inside Channel Account Manager for Germany, based in Munich, Frankfurt, or Hamburg. You will support entry-level and new partners, onboarding them and driving regional growth while expanding the Fortinet product portfolio.

You will manage partner pipelines, run trainings, and collaborate with distributors, using Salesforce and Tableau to track performance, in a hybrid work setup across Germany.

Qualifications

• 3+ years of channel sales experience in networking or cybersecurity.
• Hunter mentality with drive to exceed quotas.
• Proven track record of achieving sales targets.
• Excellent listening and communication skills in German and English.
• Experience in channel sales within networking or cybersecurity sector.
• Ability to work in a fast-paced revenue-focused environment.
• Hybrid working with on-site partner locations and Fortinet events.
• Strong proficiency in Excel, Salesforce, and Tableau.

Responsibilities

• Act as primary channel contact for a large set of entry-level and net-new partners.
• Qualify and onboard new partners to accelerate revenue.
• Enable targeted accounts via product training, sales best practices, and partner resources.
• Provide quotes and product information to partners to close deals.
• Expand Fortinet’s product portfolio within key accounts.
• Track account success through deal registrations, revenue growth, and KPIs.
• Promote marketing initiatives within the Channel community.
• Understand partners’ business models and build relationships in partner accounts.
• Manage partner pipelines to achieve close rates; collaborate with distribution partners.
• Maintain partner records in CRM (Salesforce) and drive channel campaigns.
• Participate in ongoing learning about Fortinet’s products and services.

Skills

Channel sales

Hunters mentality

Quotas achievement

Listening & communication

German & English

CRM proficiency

Salesforce dashboards

Tableau

Sales process design

Relationship building

Tools

Excel

Salesforce

Tableau

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.
• Responsible for understanding our partners’ business models/structures.
• 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.

• 3+ years of channel sales experience in the networking or cybersecurity sectors.
• Competitive, self-starting, hunter-type mentality.
• 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.

Join Fortinet, a cybersecurity pioneer with over two decades of excellence, as we continue to shape the future of cybersecurity and redefine the intersection of networking and security. At Fortinet, our mission is to safeguard people, devices, and data everywhere. We are currently seeking a dynamic Inside Regional Account Manager to contribute to the success of our rapidly growing business.