Channel Sales Account Manager

Fortinet; London; On-site; GBP 60,000 - 90,000; Full time

Job summary

A leading cybersecurity company is seeking a FortiCNAPP Channel Development Manager in London. The role involves elevating the FortiCNAPP brand, managing partner collaborations, and driving demand generation activities. Ideal candidates will have a strong background in Cloud Security and experience with AWS Marketplace, along with excellent sales management skills.

Qualifications

• Experience in Cloud Security and partner enablement.
• Strong understanding of AWS Marketplace.
• Proven track record in managing sales pipelines.

Responsibilities

• Elevate the FortiCNAPP brand within the Partner Community.
• Manage collaboration among partners and AWS Sales.
• Support partner demand generation activities.

Skills

Cloud Security

Partner Collaboration

Competitive Intelligence

Sales Management

Tools

SFDC

Job description

FortiCNAPP Channel Development Manager

• Act as a FortiCNAPP Ambassador, elevating the brand within the Fortinet SecOps BU and Partner Community, with a solid understanding of Cloud Security & CNAPP competitive intelligence, as well as AWS Marketplace evangelism and how this delivers customer time-to-security value.
• Drive the power of 3 Co-sell excellence by managing collaboration among CPPO Partners & AWS Sales Segment Reps on net new opportunities (AOS via AWS).
• Take responsibility for partner certifications & enablement of Cloud + NetSec Practices, resulting in FortiCNAPP Champions.
• Own partners' AWS billing account setup and continually define the FortiCNAPP ICP using propensity-to-buy engine, driving proactive outreach to partner sales reps with relevant cloud security messaging to support account discovery. Collaborate with Fortinet-funded heads to accelerate introductions where possible.
• Manage the FortiCNAPP pipeline within SFDC, liaising with Fortinet & Partner Sales, and support as required to ensure forecast accuracy.
• Act as the FortiCNAPP Win-wire owner: regularly review significant deal wins, prepare win-wire templates, and organize overviews for AWS & Partner sales teams to demonstrate FortiCNAPP value drivers and positive customer outcomes, including ROI. Encourage similar account outreach with prescriptive messaging and campaigns.
• Support partner FortiCNAPP demand generation activities such as Capture the Flag, Escape Rooms, and Immersion Days to maximize MDF ROI, resulting in qualified demand responses following a closed-loop strategy.
• Collaborate with Fortinet Sales Teams to understand public cloud projects and align FortiCNAPP industry/vertical value drivers for cross-sell opportunities, utilizing relevant customer case studies & references, and coordinate with FortiCNAPP SE to validate.

Coordinate the partner FortiCNAPP customer evaluation process, including trials and POVs, supporting the delivery of business value realization to aid in successful deal closures.