Major Account Manager - MSSP - Germany

Fortinet Inc.; München; On-site; EUR 90,000 - 130,000; Full time

Benefits offered by this job

Stock awards

Job summary

Fortinet is seeking a Major Accounts Manager – MSSP in Germany to lead enterprise sales with Telco-MSSP partners, expanding strategic relationships and developing new propositions. You will grow revenue by building end-to-end plans, coordinating with product, marketing and regional teams to win large opportunities.

The role emphasizes MSSP strategy, cross-functional collaboration, and hands-on execution to close cybersecurity and networking deals with international service providers.

Qualifications

• Proven enterprise sales in hi-tech, cybersecurity and networking.
• Experience selling to large international service providers.
• Ability to lead and close cybersecurity and networking deals across SP orgs.
• Innovative, entrepreneurial mindset to open new fields.

Responsibilities

• Manage Fortinet Telco-MSSP partners and develop revenue plans.
• Lead new business development with MSSP programs.
• Spearhead alliances with solution provider accounts.
• Provide ongoing sales training to Telco partners.
• Develop marketing plans to drive incremental pipeline and revenue.
• Carry quarterly and annual revenue targets.
• Collaborate with regional sales, marketing and engineering teams.

Skills

Enterprise sales

Strategic relationships

Cybersecurity sales

Networking platforms

MSSP strategy

Quota achievement

Communication skills

Job description

Major Accounts Manager – Managed Security Service Provider (MSSP)

Location: Germany

As a Major Account Manager – MSSP, you will play an integral role in new business pitches, hold responsibility for the effective on-boarding of new and existing Telco-MSSP partners and focus on growing and developing existing offers with them. This exciting role will allow you to use your extensive network to run and grow opportunities, write business and account plans for all current and new business tender opportunities and act as the key interface between the customer and all relevant divisions.

Our Team

The Fortinet Telco-MSSP sales team is a group of highly driven and tenacious professionals, with an entrepreneurial spirit and a hunger for winning. Their mission is to drive new business opportunities via direct sales engagements with named Telco-MSSP partners.

Key Responsibilities

• Manage key Fortinet Telco-MSSP partners, building revenue and non-revenue business plans with these Telco partners.
• You will be a key contributor to the revenue growth of the Telco-Service Provider business.
• Accountable for managing all Telco partnerships within the guidelines of Fortinet’s MSSP programs, spearheading new business development and successfully developing alliances with key solution provider accounts.
• Motivate, educate and train the key people of Telco in the Fortinet products and technologies.
• Expand sales by building business plans including MDF strategy, account penetration strategy and profitability targets.
• Provide ongoing sales and technical training to these Telco partners.
• Build marketing plans to drive incremental sales pipeline and revenues with development funds.
• Act as a key MSSP Sell-To strategist to regional sales managers within region.
• Partner with Fortinet marketing and engineering teams to drive revenue growth within region.
• Provide geographic Telco coverage for the region.
• Carry quarterly and annual revenue targets.
• Develop MSSP corporate strategy into the Telco.

Apply if you

• Have a proven track record of enterprise sales experience in hi-tech industry (preferably Cybersecurity and Networking) developing strategic customer relationships.
• Have successful experience in creating and building new propositions, in a sell-to approach, within large international Service Providers.
• Act as a key Telco-MSSP sell-to strategist.
• Can demonstrate you have directly led and close the sale of cybersecurity and networking platforms, working extensively with the whole SP organisation, addressing both market strategy, financial models as well as technology aspects.
• Have innovation & entrepreneur mindset in you, to open new fields within SP, convince and close deals with them, having them adopting Fortinet solutions on their own and for their end-customers as a managed service (B2B2B).
• Possess a consistent track record of quota (over) achievement and demonstrated both career stability and growth.
• Are a highly motivated self-starter with a competitive personality, strong attention to detail, and a hunger to win.
• Have exceptional communication skills, both oral and written, coupled with excellent listening skills.

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 inclusion. We encourage candidates from all backgrounds and identities to apply. Our Total Rewards package is competitive, supporting your overall health and financial well-being, and we offer flexible work arrangements in a supportive work environment.

Embark on a challenging, enjoyable, and rewarding career journey with Fortinet. Join us in bringing solutions that make a meaningful and lasting impact to our 660,000+ customers around the globe.

About Us

Fortinet makes possible a digital world that we can always trust through its mission to protect people, devices, and data everywhere. This is why the world’s largest enterprises, service providers, and government organizations choose Fortinet to securely accelerate their digital journey. The Fortinet Security Fabric platform delivers broad, integrated, and automated protections across the entire digital attack surface, securing critical devices, data, applications, and connections from the data center to the cloud to the home office. Ranking #1 in the most security appliances shipped worldwide, more than 615,000 customers trust Fortinet to protect their businesses. And the Fortinet NSE Training Institute, an initiative of Fortinet’s Training Advancement Agenda (TAA), provides one of the largest and broadest training programs in the industry to make cyber training and new career opportunities available to everyone.