Emerging MSSP Channel Account Manager

📌 Core Information

🔹 Job Title: Emerging MSSP Channel Account Manager

🔹 Company: Fortinet

🔹 Location: New York, United States

🔹 Job Type: On-site

🔹 Category: 💼 Account Management

🔹 Date Posted: Mon Mar 31 2025

🔹 Experience Level: 5-10 years

🔹 Remote Status: Not specified

📌 Essential Job Details

🚀 Job Overview

Key aspects of this role include:

• Building and promoting Fortinet’s position as a leader in Unified Threat Management via MSSP community.
• Driving revenue growth both for partners and Fortinet.
• Managing MSSP partnerships within Fortinet's channel programs.
• Energizing, educating, and training partners on Fortinet products and technologies.

ASSUMPTION: The job overview focuses primarily on growth and partnership development, implying a strong emphasis on sales and strategic relations.

📋 Key Responsibilities

✅ Manage key Fortinet partners and end users within the assigned target list.

✅ Identify and recruit new MSSP partners in the Northeast region into the MSSP Program.

✅ Establish, develop, and maintain emerging and existing MSSP relationships.

✅ Create revenue and non-revenue business plans with partners.

✅ Provide continuous sales and technical training for these partners.

✅ Develop marketing plans to enhance sales pipeline and revenue with development funds.

✅ Act as a strategic channel advisor to Fortinet sales managers.

✅ Collaborate with Fortinet marketing and engineering teams to drive revenue growth.

✅ Guide MSSP partners through the MSSP Offer Development program.

✅ Pursue new service enablement for Fortinet products within partner services.

✅ Achieve quarterly and annual revenue targets.

ASSUMPTION: Assumes the manager will play a critical role in both strategic planning and hands-on partner engagement and training.

🎯 Required Qualifications

Education: College or University degree required

Experience: 5+ years in channel sales, business development, and territory management in networking or security sectors.

Required Skills:

• Experience developing business and marketing plans with partners.
• Strong presentation skills to executives and individual contributors.
• Excellent written and verbal communication skills.

Preferred Skills:

• Experience with Managed Security Services Providers operations.
• Proven success in fast-paced environments with revenue responsibility.

ASSUMPTION: While direct networking experience is necessary, emphasis is on interpersonal and strategic planning abilities.

💰 Compensation & Benefits

Salary Range: $228,100 - $278,700 per year, dependent on experience and location.

Benefits:

• Medical, dental, vision, life and disability insurance
• 401(k) plan
• 11 paid holidays, vacation time, and sick time

Working Hours: Full-time, 40 hours per week

ASSUMPTION: The compensation structure suggests a performance-incentivized environment with room for financial growth based on achievements.

📌 Applicant Insights

🔍 Company Context

Industry: Computer and Network Security, a sector critical in today’s digital-centric landscape.

Company Size: 10,001+ employees, indicating robust resources and opportunities for collaborative innovation.

Founded: Not specified

Company Description:

• Fortinet leads digital and network security by protecting people, devices, and data globally.
• Chosen by large enterprises, service providers, and governments.
• Supports secure digital journeys for clients.

Company Specialties:

• Network Security
• Next Generation Firewall (NGFW)
• Cybersecurity Training and Certification

Company Website: https://www.fortinet.com

ASSUMPTION: Fortinet's extensive global presence and sector expertise suggest a highly innovative and secure working environment.

📊 Role Analysis

Career Level: Mid to Senior Level, implying a balance between hands-on management and strategic planning.

Reporting Structure: Likely reports to regional or national sales directors.

Work Arrangement: Primarily on-site with requirements for fieldwork and travel.

Growth Opportunities:

• Pursuing sales leadership roles within Fortinet.
• Expanding expertise in Managed Security Services.
• Involvement in innovative enterprise security solutions.

ASSUMPTION: Position offers advancement potentials particularly for those aiming at senior channel management roles.

🌍 Location & Work Environment

Office Type: Corporate office setting within a bustling business district.

Office Location(s): 1 Penn Plaza, Suite 1932, New York, NY 10119, US

Geographic Context:

• Located in a prime financial and commercial hub.
• Proximity to many key clients and partners.
• Serves as a strategic location for business operations in Northeast region.

Work Schedule: Typical business hours with flexibility for travel-based responsibilities.

ASSUMPTION: The New York location enhances networking opportunities and accessibility to major partners in the area.

💼 Interview & Application Insights

Typical Process:

• Initial phone screening with HR.
• Technical interview with department leads.
• Final interview with senior management.

Key Assessment Areas:

• Strategic planning and business acumen.
• Interpersonal communication and negotiation skills.
• Understanding of network and security technologies.

Application Tips:

• Highlight relevant channel sales experience.
• Emphasize past achievements in business development.
• Showcase strong presentation and communication skills.

ATS Keywords: Channel Sales, Business Development, Managed Security Services, Networking, Security

ASSUMPTION: The application process is designed to filter individuals with a proven track record in channel management and business growth.

🛠️ Tools & Technologies

• Fortinet Product Suite
• CRM Software (e.g., Salesforce)
• Digital Marketing Platforms

ASSUMPTION: Familiarity with Fortinet's suite and advanced digital marketing tech is crucial for success in this role.

👔 Cultural Fit Considerations

Company Values:

• Innovation in security solutions
• Commitment to customer success
• Ethical business practices

Work Style:

• Collaborative and team-oriented
• Goal-driven with a focus on results
• Flexible and adaptive to change

Self-Assessment Questions:

• How do I handle partnership-building in a competitive environment?
• Am I ready to work in a high-pressure and fast-paced setting?
• Can I effectively transition between strategic planning and execution?

ASSUMPTION: Success aligns with individuals who thrive in competitive, results-focused environments.

⚠️ Potential Challenges

• Long hours and travel demands.
• Pressure to meet quarterly and annual targets.
• Need for rapid adaptation to technology and market changes.
• High expectations for partner satisfaction and engagement.

ASSUMPTION: The role's demands are reflective of the fast-paced nature of channel management in the security industry.

📈 Similar Roles Comparison

• Comparable positions might offer lower compensation but similar growth avenues.
• Roles in smaller firms might provide less structured support but more autonomy.
• Industries outside tech may not require such specialized knowledge in network security.

ASSUMPTION: High salary range is indicative of the strategic importance of the role to Fortinet's growth strategy.

📝 Sample Projects

• Developing a business plan for a new MSSP partner.
• Leading a partner training seminar for Fortinet solutions.
• Implementing a marketing strategy to increase channel engagement.

ASSUMPTION: Projects will often include planning and strategy execution entwined with sales objectives.

❓ Key Questions to Ask During Interview

• What are the current challenges in enrolling new MSSP partners?
• How does Fortinet ensure continued partner engagement post-enrollment?
• What are the success benchmarks for this role in the first year?
• Can you describe the team culture and leadership style?
• How does Fortinet support ongoing professional development?

ASSUMPTION: Questions will reflect the complex nature of the partner ecosystem and strategic objectives.

📌 Next Steps for Applicants

To apply for this position:

• Submit your application through this link
• Prepare to discuss past strategic achievements related to channel growth.
• Gather references that can attest to your industry expertise.
• Review Fortinet’s recent product developments and industry contributions.
• Prepare insights into potential market trends impacting networking security.

⚠️ This job description contains AI-assisted information. Details should be verified directly with the employer before making decisions.