Channel Sales Account Manager - MSSP

Fortinet, Inc.; Gurugram District; On-site; INR 3,500,000 - 7,000,000; Full time

Job summary

Fortinet, Inc. in India seeks a senior leader to drive partner-led growth with MSSPs, Telcos, ISPs and data center service providers, expanding Fortinet-led security and networking services.

You will co-create MSSP offerings, build executive relationships, tailor solutions with product teams, and enable partners with training and resources for success.

This role requires 12-15+ years in cybersecurity or channel sales, with a proven record in partner-led revenue growth in a fast-growing market.

Qualifications

• 12-15+ years of experience in cybersecurity, networking, managed services, or channel sales.
• Strong background in channel sales or MSSP/MSP business development.
• Proven track record of revenue growth via partner-led models.
• Knowledge of cybersecurity technologies like SASE, SD-WAN, XDR, SIEM, NGFW, Zero Trust.

Responsibilities

• Develop and execute the MSSP sales strategy for India.
• Lead co-creation of service offerings with MSSP partners (SecOps, SASE-as-a-Service, Secure SD-WAN).
• Build and maintain relationships with C-level executives and go-to-market teams at partner organizations.
• Tailor offerings with internal product/solution teams for MSSP delivery.
• Enable MSSPs with training, tools, and resources to drive services.
• Drive joint business planning and quarterly reviews to monitor progress
• Operate as a strategic contributor with national-level responsibility and ownership.
• Stay current on India’s cybersecurity market trends, pricing models, and service frameworks.

Skills

Cybersecurity

Networking

Managed Services

Channel Sales

MSSP/MSP

Job description

This role is focused on driving partner-led growth through MSSPs, Telcos, ISPs, and Data Center Service Providers, with a strong emphasis on expanding Fortinet-led security and networking services.

Key Responsibilities:

Develop and execute the MSSP sales strategy for India

• Lead co-creation of service offerings with MSSP partners, combining technology with managed services (e.g., SecOps, SASE-as-a-Service, Secure SD-WAN)
• Build and maintain strong relationships with C-level executives and go-to-market teams at partner organizations
• Work with internal product and solution teams to tailor offerings for MSSP delivery
• Enable MSSPs with training, tools, and resources to drive successful service offerings
• Drive joint business planning and quarterly reviews to monitor progress and opportunities
• Operate as a strategic individual contributor with national-level responsibility and ownership.
• Stay current on India’s cybersecurity market trends, pricing models, and service frameworks

Drive partner-led revenue growth through MSSP, Telco, and Service Provider ecosystems.

Key Qualifications

• 12-15+ years of experience in Cybersecurity, Networking, Managed Services, or Channel Sales.
• Strong background in channel sales or MSSP/MSP business development
• Proven track record of driving revenue via partner-led models
• Good understanding of cybersecurity technologies like SASE, SDWAN, XDR, SIEM, NGFW, Zero Trust
• Strong network of MSSP and MSP contacts in India is a big plus
• Go-getter, comfortable working in a fast-paced, high-growth environment