Channel Sales Account Manager - Telco/MSSP

Telco/MSSP Channel Account Manager

Location: Rome or Milan Role Overview

Join Fortinet, a cybersecurity pioneer with over two decades of excellence, to drive our sell‑through business and expand our footprint across strategic Telco and MSSP partners in the Italian B2B market.

Responsibilities

• Act as the Channel Account Manager for assigned Telco Providers and support the expansion of their managed service portfolios based on Fortinet technology.
• Carry quarterly and annual revenue targets and 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 Team’s System Engineers.
• Build marketing plans to drive incremental pipeline and revenue using development funds.
• Develop and expand Fortinet’s footprint within assigned Telcos.
• Organise and track alignment between Telcos and Fortinet sales teams, including defining joint target accounts and coordinating joint customer meetings.
• Contribute to accurate forecasting for Fortinet’s sales teams and ensure jointly created leads are followed up by both Telcos and Fortinet sales teams.
• Serve as the Telcos’ go‑to person for all matters related to the segment and area of responsibility, building and expanding executive‑level engagements.
• Gain account insights to develop and continuously adapt account strategy.
• Promote Telcos within Fortinet’s sales and sales management teams.

Qualifications

• 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.
• Team player within an extended team while maintaining a competitive, hunter‑type mentality.
• Ability to develop new sales concepts and strategies, focusing 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.

Benefits

Fortinet embraces diversity and inclusivity. We offer a welcoming work environment and an attractive Total Rewards package to support overall health and financial well‑being.

Equal Opportunity Statement

Fortinet is an equal‑employment opportunity employer. All qualified applicants will receive consideration without consideration of race, colour, religion, age, sex, gender, sexual orientation, gender identity, protected veteran status, disability, or any other statutory protected characteristic.

Application Process

Fortinet will not entertain unsolicited resumes. Candidates may apply online. We will contact shortlisted candidates only. If an agency submits resumes, these are considered free of fees or charges.

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