Partner Service Manager

Fortinet   •  

Atlanta, GA

Industry: Information Technology


5 - 7 years

Posted 56 days ago

Position Overview

Partner Relationship Manager, Managed Security Service Providers

Position Overview Objective:

In this key role, you will support the development of Managed Security Service Providers and their successful monetization of Fortinet technology with a focus on channel management, product development, MSS support and sales training. You will be responsible for the management of existing MSSP Partners as well as the recruitment of new strategic MSSPs. In addition you will work with your SE team to teach MSSP Partners how to build and sell Managed Security Services for delivery via CPE and Cloud based deployment methods.

Your focus will be to create and implement sell-through programs and support designated Fortinet MSSP Channel Partners in revenue generation, operational optimization and the adoption of new Fortinet technology within their MSS product offering.

Responsibilities will include collecting point of sales information from partners to ensure sales alignment strategies are successful; gather partner inventory, revenue and technical certifications for the enforcement of partner program requirements; assure that partners are in compliance with rules of sales operations for tracking of opportunities and communications between Fortinet field sellers and the partner's sales personnel; provide topical webinars and demonstrations of all Fortinet solutions to MSSPs.

You will also be responsible for MSSP Channel Program and Ecosystem management, marketing event staffing and follow up coordination with Channel, National Accounts and Service Provider account teams.

You will coordinate with appropriate internal groups to generate and deliver winning MSSP Contract Bids, Proposals, RFI/RFP Responses, and Statements of Work. You will negotiate terms of business with MSSP partners to achieve win/win results that provide the basis for strong ongoing relationships.


MSSP recruiting, development and revenue maximization

MSSP Channel Program and Ecosystem Management

MSS Sales Training and Marketing Support

Achievement of agreed quarterly sales goals

Required Skills:

Proven track record of monetizing managed security services

Proven track record of successful Partner product and sales training

Experience in managing partners and sell-through relationships

Excellent presentation skills to executives & individual contributors

Excellent written and verbal communication skills

Extensive knowledge with SFDC, specifically pipeline management

A self-motivated, independent thinker that can move projects to achieve strategic goals

Minimum 5 years experience with an IT manufacturer with an emphasis on channel management

Minimum 5 years selling enterprise network security products and network services

Candidate must thrive in a fast-paced, ever-changing environment

Competitive, Self-starter, Hunter-type mentality

Travel: 50%


BS or equivalent experience, graduate degree preferred


EEOC / AAP Accommodation: If you are an individual with a disability and require a reasonable accommodation to complete any part of the application process, or are limited in the ability or unable to access or use this online application process and need an alternative method for applying, you may contact Fortinet, Inc at (408) 235-7700 of for assistance.

EEO: All qualified applicants will receive consideration for employment without regard to race, sex, color, religion, sexual orientation, gender identity, national origin, protected veteran status, or on the basis of disability.

Fortinet participates in E-Verify as part of the I-9 process to verify the work eligibility of all new hires. E-Verify is an Internet-based system that compares information from an employee's Form I-9 to data from U.S Department of Homeland Security and Social Security Administration records