Channel Sales Account Manager TelcoMSSP

Telco/MSSP Channel Account ManagerLocation: Milan

Role Overview:

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 Telco/MSSP Channel Account Manager to contribute to the success of our rapidly growing business.

You would act as the Channel Account Manager for assigned Telco Providers within the Italian B2B market driving Fortinets sell-through business and expanding our footprint across strategic Telco and MSSP partners.

As a Telco/MSSP Channel Account Manager you will:

• Be a key contributor to Fortinets sell-through business with assigned Telcos
• Carry quarterly and annual revenue targets
• Work as part of a large well-established Account Team
• Drive business development activities across your Telco portfolio
• Provide ongoing sales and technical training to Telcos together with the Account Teams System Engineers
• Build marketing plans to drive incremental pipeline and revenue using development funds
• Contribute to the expansion of the Telcos managed service portfolios based on Fortinet technology
• Develop and expand Fortinets footprint within assigned Telcos

Sales Responsibilities:

• Organise and track ongoing alignment between Telcos and Fortinets sales teams including defining joint target accounts and coordinating joint customer meetings
• Contribute to accurate forecasting for Fortinets sales teams
• Ensure jointly created leads are followed up by both Telcos and Fortinet sales teams
• Promote Telcos within Fortinets sales and sales management teams

Account Management Responsibilities:

• Become the Telcos go-to person for all matters related to your segment and area of responsibility
• Build and expand executive-level engagements
• Gain account insights to develop and continuously adapt account strategy

We Are Looking For:

• A proven track record of quota achievement
• Experience working successfully with large strategic Telcos in a fast-paced environment
• Experience building business and marketing plans with Telcos
• Excellent written and verbal communication skills
• Excellent presentation skills suitable for executives and individual contributors
• Self-motivated well-organised with strong time-management skills
• A proven team player within an extended team (System Engineers Sell-To Account Managers Marketing etc.) while maintaining a competitive hunter-type mentality
• Ability to develop new sales concepts and strategies with a focus on customer satisfaction and long-term relationships

Experience Required:

• Minimum 5 years channel sales experience preferably in networking or security
• Experience with Telco or service provider accounts beneficial
• Experience in managed security services (MSSP) beneficial
• Good understanding of cybersecurity technologies such as SASE SD-WAN NGFW ZTNA and SecOps

Why Join Us:

At Fortinet we embrace diversity and inclusivity. We encourage applications from diverse backgrounds and identities. Explore our welcoming work environment designed for a rewarding career journey with an attractive Total Rewards package to support your overall health and financial well-being. Join us in bringing solutions that make a meaningful and lasting impact to our 660000 customers around the globe.

We will only notify shortlisted candidates.

Fortinet will not entertain any unsolicited resumes; please refrain from sending them to any Fortinet employees or Fortinet email aliases. Should any agency submit resumes to Fortinet these resumes if considered will be assumed to have been provided free of any related fees or charges.