Channel Sales Account Manager MSSP

Germany: Remote Office

The Channel Account Manager MSSP is responsible for establishing the relationships with large and medium sized businesses (with the top MSSP Partner) on behalf of Fortinet. 

Reporting into the Director Global Alliances in Germany, this role will be to drive incremental revenue growth and own the German partner relationship with key MSSP Partner. 

There will be an expectation to build and deliver against specific German partner plans as well as aligning with the German Carrier team. Collaborating with the German direct touch sales teams will also be critical to this role.

The role holder will manage the engagement and development of significant Managed and Outsourcing Service business and have an outstanding track record of selling complex solutions and services in full collaboration with the in-country/territory team of Account Executives, Manor Account Managers and Channel Managers. In addition, this individual will understand the MSSP business and the market and will build/communicate value towards partners and customers. 

 

Key Role Responsibilities:

Generate incremental revenue and growth through the assigned partners. Own German partner plans for each account, focusing on growth initiatives and areas such as marketing, enablement, executive engagement/peering, solution creation and sales execution. Collaborate closely with Fortinet’s carrier, global and EMEA MSSP teams. Aligning with the overall strategy and executing local initiatives. Maximise Fortinet’s presence, visibility and influence. Establish productive, professional relationships with key personnel. Understand each partner’s core value proposition and go to market strategy. Input into the development of solutions & services. Build repeatable and embedded propositions, where appropriate. Identify and drive early engagement/alignment on large projects. Coordinate the involvement of company personnel, including EMEA/Global Account teams, sales, SE, support, service and management resources in order to meet partner performance objectives and partner’s expectations. Assume full responsibility for accurate sales forecasting by demonstrating an in-depth knowledge of the sales cycle with insight into key opportunities and regular reporting Meet and exceed sales quotas and revenue goals.

 

Job Experience Required

5+ years channel sales and territory management in networking or security sectors. Experience building successful business and marketing plans. Experience in the MSSP space, either working for a MSSP or managing a MSSP relationship at a partner. Sales forecasting, opportunity identification and drive to close. Excellent written and verbal communication skills and able to speak German and English fluently. Excellent presentation skills. Must thrive in a fast-paced, ever-changing environment. Competitive, self-starter, team player.

 

Fortinet is an equal opportunity employer. We value diversity in our company, and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or any other applicable legally protected characteristics in the location in which the candidate is applying.

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