Strategic Channel Account Manager - GSI

Germany

The Strategic Channel Account Manager is responsible for growing the relationships with a GSI in Germany. Reporting into the Director Global Alliances in Germany, this role will be to drive incremental revenue growth and own the German partner relationship. There will be an expectation to build and deliver against specific German partner. Collaborating with the German direct touch sales teams as well as international stakeholder will also be critical to this role.

The role holder will manage the engagement and development of significant CyberSecurity 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 Partner 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 the German partner partner, focusing on growth initiatives and areas such as marketing, enablement, executive engagement/peering, solution creation and sales execution. Collaborate closely with Sales Teams and EMEA 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 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 with GSI's. Experience in managing GSI Partner relationship's. 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. Candidate 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.