Channel Sales Account Manager - Public Sector

Fortinet; London; On-site; GBP 70,000 - 90,000; Full time

Job summary

A leading cybersecurity company is seeking a FortiCNAPP Channel Development Manager to enhance brand visibility and drive collaboration with partners. The role requires expertise in Cloud Security and managing partner relationships to achieve sales excellence and customer success.

Qualifications

• Strong understanding of Cloud Security & CNAPP competitive intelligence.
• Experience managing AWS billing accounts and partner certifications.

Responsibilities

• Acting as a FortiCNAPP Ambassador to elevate the brand.
• Driving co-sell excellence with CPPO Partners and AWS Sales.
• Managing the FortiCNAPP pipeline within SFDC.

Skills

Cloud Security

Competitive Intelligence

Sales Collaboration

Tools

SFDC

Job description

FortiCNAPP Channel Development Manager

The FortiCNAPP Channel Development Manager is responsible for:

1. Acting as a FortiCNAPP Ambassador to elevate the brand within the Fortinet SecOps BU and Partner Community, with a strong understanding of Cloud Security & CNAPP competitive intelligence, AWS Marketplace evangelism, and how these deliver customer time-to-security value.
2. Driving co-sell excellence by managing collaboration among CPPO Partners and AWS Sales Segment Reps on net new opportunities (AOS via AWS).
3. Ensuring partner certifications and enablement of Cloud + NetSec Practices, resulting in FortiCNAPP Champions.
4. Managing partner AWS billing accounts and defining the FortiCNAPP ICP using propensity-to-buy engines, while proactively engaging with partner sales reps with relevant cloud security messaging to support account discovery, working with Fortinet-funded teams to accelerate introductions.
5. Managing the FortiCNAPP pipeline within SFDC, liaising with Fortinet and Partner Sales to ensure forecast accuracy.
6. Owning the FortiCNAPP Win-wire process by reviewing significant deal wins, preparing win-wire templates, and organizing overviews for AWS and Partner sales teams to demonstrate value drivers and positive customer outcomes, including ROI and similar account outreach campaigns.
7. Supporting partner demand generation activities such as Capture the Flag, Escape Rooms, and Immersion Days to maximize MDF ROI and generate qualified demand responses.
8. Collaborating with Fortinet Sales Teams to understand public cloud projects, aligning FortiCNAPP industry/vertical value drivers for cross-selling, and coordinating with FortiCNAPP SEs for validation.

Additionally, the role involves coordinating the partner-led customer evaluation process, including trials and POVs, to deliver business value and facilitate successful deal closures.