Channel Sales Leader - Cybersecurity Partnerships

Fortinet; Paris; On-site; EUR 70,000 - 100,000; Full time

Job summary

Fortinet in Paris is seeking a Channel Account Manager to grow our channel ecosystem across distributors, SMB and renewals. You will build strong partner relationships, develop joint business plans and drive revenue, pipeline and customer adoption with distributors and partners.

The role requires 5+ years in channel sales or partner management in networking or cybersecurity, fluency in French and strong English, and a results-driven, collaborative mindset.

Qualifications

• 5+ years of channel sales, partner management or territory management experience within networking, cybersecurity or related tech.
• Proven experience working with distributors, resellers and channel partners.
• Strong understanding of the channel ecosystem and partner-led sales models.
• Experience developing joint business plans, marketing plans and pipeline-generation initiatives with partners.
• Commercially driven with a strong focus on revenue and results.
• Ability to identify new opportunities and develop business with existing and new partners.
• Strong presentation, communication and influencing skills, including at executive level.

Responsibilities

• Manage and develop relationships with Fortinet distributors and channel partners.
• Build and execute joint business and go-to-market plans with partners to drive revenue and pipeline.
• Identify new business opportunities and develop strategies to increase partner contribution.
• Work with partners on sales, marketing and demand-generation activities, including MDF planning.
• Support partner profitability and business development objectives.
• Deliver sales enablement and training to partners to increase Fortinet knowledge and adoption.
• Work closely with Regional Account Managers and other Fortinet teams to identify and develop opportunities.
• Act as a channel strategist and trusted advisor to the regional sales organisation.
• Collaborate with Marketing, Systems Engineering and other internal teams to execute partner programmes and campaigns.
• Drive business across SMB and renewals, working with partners to maximise retention and growth.
• Carry quarterly and annual revenue targets and take ownership of achieving them.

Skills

Channel sales

Partner management

Executive-level communication

Distributors & resellers

Revenue growth

Education

Bachelor's degree or equivalent experience

Job description

Fortinet in Paris is seeking a Channel Account Manager to grow our channel ecosystem across distributors, SMB and renewals. You will build strong partner relationships, develop joint business plans and drive revenue, pipeline and customer adoption with distributors and partners.

The role requires 5+ years in channel sales or partner management in networking or cybersecurity, fluency in French and strong English, and a results-driven, collaborative mindset.