Strategic Channel Partner Manager

Fortinet, Inc.; Paris; On-site; EUR 60,000 - 90,000; Full time

Job summary

Fortinet is seeking a dynamic Channel Account Manager to drive revenue and growth through our distributor and partner network in France. You will develop joint business plans, lead go-to-market activities and accelerate partner adoption while coordinating with regional teams to maximize SMB and renewals opportunities.

The role requires 5+ years in channel sales or partner management within cybersecurity, fluent French and strong English, and a proven track record of building strategic partner

Qualifications

• 5+ years of channel sales, partner management or territory management experience within networking, cybersecurity or a related technology sector.
• Proven experience working with distributors, resellers and/or 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.
• Ability to work collaboratively with sales, marketing and technical teams.
• Self-motivated, adaptable and comfortable working in a fast-paced environment.
• A hunter mentality and strong commercial drive.
• Bachelor's degree or equivalent experience preferred.
• Fluency in French and strong English communication skills.

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

Territory management

Executive communication

French & English fluency

Education

Bachelor's degree or equivalent

Job description

Fortinet is a global leader in cybersecurity, delivering broad, integrated and automated protection across the entire digital attack surface. For more than two decades, Fortinet has been at the forefront of cybersecurity innovation, helping organisations protect people, devices and data.

We are looking for a dynamic Channel Account Manager to join the team, supporting our Distribution, SMB and Renewals business.

The Role

As a Channel Account Manager, you will be responsible for developing and growing Fortinet's business through our channel ecosystem, working closely with distributors and partners to drive revenue, pipeline and customer adoption.

You will build strong relationships with key channel partners, develop joint business plans and identify opportunities to accelerate growth across the territory.

Key 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.

What We Are Looking For

• 5+ years of channel sales, partner management or territory management experience within networking, cybersecurity or a related technology sector.
• Proven experience working with distributors, resellers and/or 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.
• Ability to work collaboratively with sales, marketing and technical teams.
• Self-motivated, adaptable and comfortable working in a fast-paced environment.
• A hunter mentality and strong commercial drive.
• Bachelor's degree or equivalent experience preferred.
• Fluency in French and strong English communication skills.

Why Fortinet?

At Fortinet, we embrace diversity and inclusivity and encourage applications from candidates of all backgrounds, identities and experiences.

Join a global cybersecurity leader where you will have the opportunity to work with a strong partner ecosystem, develop your career and make a meaningful impact in a rapidly growing industry.

We offer an attractive Total Rewards package designed to support your financial well-being and career development.

We will only notify shortlisted candidates.

Fortinet does not accept unsolicited resumes. Please do not send resumes to Fortinet employees or Fortinet email aliases. Any unsolicited resumes submitted by agencies will be considered to have been submitted free of any related fees or charges.