Partner Sales Manager

Fortinet Federal; Reston (VA); On-site; USD 100,000 - 130,000; Full time

Job summary

Fortinet Federal is seeking a dynamic Partner Sales Manager to drive partner-led growth across the U.S. Federal Sector, focusing on cybersecurity solutions. This role is pivotal in building and executing strategies with federal partners to enhance the adoption of Fortinet’s solutions.

The ideal candidate will have over 8 years of experience in channel sales and partner management, capable of influencing and driving revenue growth through strong relationships with VARs and MSSPs. Responsibilities include territory management, opportunity development, and partner enablement.

Qualifications

• 8+ years of experience in channel sales or partner management within cybersecurity.
• Proven success with federal partners to drive revenue.
• Strong understanding of federal sales motions and contract vehicles.

Responsibilities

• Own defined federal territory by recruiting and activating key partners.
• Build and grow a partner-sourced pipeline.
• Drive opportunities from joint account planning to deal close.
• Develop and execute business plans for Security Fabric adoption.
• Enable partners through onboarding and training.

Skills

Channel sales experience

Partner management

Influencing skills

Relationship-building

Data-driven approach

Job description

Job Description

Fortinet Federal is seeking a high-impact Partner Sales Manager to drive partner-led growth across the U.S. Federal Sector. This role is responsible for building, enabling, and executing with strategic federal partners to accelerate adoption of Fortinet Federal’s cybersecurity solutions across DoD, Civilian, and Intelligence Community.

Key Responsibilities

• Own a defined federal territory by recruiting, onboarding, and activating key partners including VARs and MSSPs
• Build and grow a partner-sourced and partner-influenced pipeline aligned to territory and agency priorities
• Drive partner-led opportunities from joint account planning through deal close in coordination with Fortinet Federal sales teams
• Develop and execute joint business plans to expand adoption of Fortinet’s Security Fabric
• Enable partners through onboarding, training, and ongoing coaching to effectively position and deliver Fortinet Federal solutions
• Leverage partner relationships to navigate federal procurement processes and influence key stakeholders
• Deliver early wins while scaling toward larger enterprise programs, ELAs, and long-term services opportunities
• Provide accurate pipeline forecasting, partner performance tracking, and weekly reporting
• Collaborate cross-functionally with Sales, Systems Engineering, and Marketing to drive strategic initiatives and campaigns
• Act as a trusted advisor to partners, aligning Fortinet Federal resources to support growth and resolve business or technical challenges

Qualifications

• 8+ years of channel sales, partner management, or alliances experience within cybersecurity, networking, or enterprise IT
• Proven success working with federal partners (SIs, VARs, distributors) to drive revenue growth
• Strong understanding of federal sales motions, including co-selling, contract vehicles (SEWP, GSA, IDIQs), and long sales cycles
• Experience supporting complex opportunities through partner enablement and joint execution
• Familiarity with cybersecurity solutions such as firewalls, SASE, Zero Trust, and secure networking
• Strong relationship-building, communication, and influencing skills across partner and internal teams
• Ability to manage multiple partners and opportunities in a fast-paced, matrixed environment
• Data-driven approach to pipeline management, forecasting, and performance tracking
• Preferred Requirement:Residence in the DMV (DC, Maryland, Virginia) area as regular in-person engagement with federal partners is required.