Channel Account Manager - KRITIS / Utilities

Channel Account Manager (CAM) – KRITIS / Utilities

Location: Germany

Join Fortinet, a cybersecurity pioneer with over two decades of excellence, as we continue to shape the future of cybersecurity and redefine the intersection of networking and security. At Fortinet, our mission is to safeguard people, devices, and data everywhere. We are currently seeking a dynamic Major Enterprise Account Manager to contribute to the success of our rapidly growing business.

The Role

The Channel Account Manager (CAM) in general will be responsible to build and promote Fortinet’s position as the worldwide leader in cybersecurity through selling, enablement, and training to and through our authorized partner community.

The CAM will be accountable for managing the partners within the guidelines of Fortinet’s channel programs, spearheading new business development, and successfully developing alliances with key internal stakeholders and distributor partners. The CAM will motivate, educate, and train the partners, focusing on effective strategic business planning, account penetration, and the benefits of selling the full Fortinet portfolio.

In addition, the KRITIS CAM, will be responsible for building, developing, and managing a high-performing partner ecosystem for customers in the KRITIS and Utilities (Critical Infrastructure) environment (e.g. energy, water, waste, transportation) to ensure growth, compliance, and sustainable customer coverage. The role focuses on establishing long-term partner relationships, understanding KRITIS regulations (BSIG, BSI-KritisV, NIS2), and coordinating internal stakeholders such as IT Security, OT, and Compliance.

As the KRITIS CAM your role will involve

Partner Strategy & Development:

• Define and execute a channel strategy for KRITIS segments, including partner segmentation (MSPs/MSSPs, system integrators, OT specialists, technology/vendor partners).

• Identify, recruit, and enable suitable partners.

• Develop business plans with top partners (pipeline, revenue targets, use cases, vertical focus).

Go-to-Market & Sales:

• Drive joint account and opportunity planning (Joint Account Planning) with partners and internal sales teams.

• Manage co-selling and co-marketing activities (events, webinars, campaigns) tailored to KRITIS-specific requirements.

• Ensure a solid pipeline, forecasting, and deal qualification.

• Where required, support tenders, framework agreements, procurement processes, and deal registration.

KRITIS Compliance & Positioning:

• Understand regulatory requirements (e.g., IT Security Act/IT-SiG, BSI requirements, NIS2, ISO 27001/27019, IEC 62443).

• Position Fortinet solutions for IT/OT security, Zero Trust, SOC services, incident response, network segmentation, and secure remote access.

Enablement & Partner Performance:

• Define training and certification plans (sales/presales/technical) and run regular Business Reviews.

• Manage partner performance through KPI-driven governance (pipeline, win rate, service quality, certifications, customer satisfaction).

Stakeholder Management:

• Act as the interface between partners and internal teams across Sales, Marketing, Product Management, Services, and, where applicable, OT teams.

Apply if you have the following skills and experience

Professional:

• Minimum of 5 years of experience in channel/partner management, ideally in cybersecurity, networking, or regulated industries.

• Strategic business planning: Expertise in creating and executing business plans focused on market penetration and meeting revenue targets.

• Channel knowledge: Experience working in a two-tier distribution channel sales partner model.

• Solid understanding of IT security and ideally OT security fundamentals.

• Knowledge of relevant standards and regulations (BSI, NIS2, IEC 62443, ISO 27001, etc.) is a plus.

Methodological:

• Partner business planning, pipeline management, forecasting

• Understanding of contracts and commercial frameworks (discounts, MDF, partner programs)

• Excellent Communication and interpersonal skills: The ability to communicate clearly and build strong relationships with partners, team members, and internal stakeholders is essential. (comfortable engaging with C-level stakeholders), collaborative, assertive

Personal:

• High reliability, discretion, and sensitivity to security-relevant topics

• Willingness to travel depending on territory/partner landscape

• Master’s degree in business administration, marketing or related field (preferred).

• Deep knowledge of Microsoft Office suite of tools (particularly MS Excel).

• Knowledge of Salesforce.com and Tableau (preferred).

Interfaces (Internal/External):

• Internal: Sales (field/inside), Presales/SE, Marketing, Professional Services, Support, Legal/Compliance, Partner Operations

• External: System integrators, MSSPs, OT service providers, distributors, technology partners, potentially authorities/operators

What you can expect from us

• Excellent training and development opportunities, providing you with all the tools you need to be successful.

• An open working environment, sharing knowledge and information collaboratively and transparently, with respect to everyone’s thoughts and opinions.

• The opportunity to be part of an innovative, collaborative and winning team.

• A market competitive salary package, including stock awards, and opportunity to over-achieve.

Why Join Us?

At Fortinet, we embrace diversity and inclusion. We encourage candidates from all backgrounds and identities to apply. Our Total Rewards package is competitive, supporting your overall health and financial well-being, and we offer flexible work arrangements in a supportive work environment.

Embark on a challenging, enjoyable, and rewarding career journey with Fortinet. Join us in bringing solutions that make a meaningful and lasting impact to our 660,000+ customers around the globe.