Channel Account Manager - Smb jobs at Fortinet in Germany, Frankfurt

Regional Account Manager Healthcare

In this key role, you will lead direct sales engagements into Healthcare Accounts (with a focus on nursing/eldery home operators, medical aid organisations,…) and strategic partners in Germany. Your focus will be to create and implement account plans focused on attaining deployments of Fortinet products. Develop executive relationships with key buyers and influencers and leverage these during the sales process. Coordinate with appropriate internal groups to generate and deliver winning Contract Bids, Proposals, RFI/RFP Responses, and Statements of Work. Negotiate terms of business with clients to achieve positive results that provide the basis for strong ongoing relationships.

Responsibilities:

• Generating business opportunities and running sales strategies through to closure of the sale.
• Achievement of agreed quarterly sales goals.
• Generate a sales pipeline, qualifying opportunities, and accurately forecast pipeline.

Required Skills:

• You have a shown ability to sell solutions to Public and/or Healthcare accounts (with a focus on nursing/eldery home operators, medical aid organisations,…).
• You have a minimum of 3 years sales experience at an IT vendor or reseller in the Public Sector.
• You bring a proven track record of quota achievement and demonstrated career stability with experience in closing deals.
• You have excellent presentation skills to executives & individual contributors in addition to excellent written and verbal interpersonal skills.
• You are an ambitious, independent thinker that can move deals through the selling cycle.
• You are a self-starter that thrives in a dynamic, ever-changing environment and bring a daring, hunter type mentality.
• Minimum 3 years selling network security products and services.

Education:

• BS or equivalent experience, graduate degree preferred

This position reports to the Director of Corporate Real Estate & Facilities EMEA.

Responsibilities:

• Manage the day-to-day facility operations and campus resources efficiently
• Ensuring that the environment is conducive to a professional business environment
• Supervising emergency and routine maintenance on campus facilities.
• Enforcing safety regulations and handling hazardous materials
• Planning maintenance work and maintaining records.
• Overseeing the operations, facilities, and services within the campus.
• Cross cooperation with the DC Manager on site
• Hard Facility Services (Lighting, Plumbing, HVAC, PPM maintenance, Fire safety systems, etc.)
• Supervising outsourced facilities & security staff.
• Soft Facility Services (Cleaning, Reception, Security, Waste Management, Catering, Parking, etc.)
• Environmental and Health and Safety Management (ISO 14001 and 45001)
• Manage and Procure facility assets such as furniture, equipment, office supplies, etc.
• Manage outsourced facility management vendor and facility relationships, including developer, or landlord and vendor relations in adherence to facility agreements and contracts.
• Drive operational efficiency within the organisation and with our partners.
• Partner with staff in locations where the team or outsourced vendor doesn't have a physical presence to address any issues or provide assistance.
• Partner with IT, HR, Finance, Procurement and other internal business partners in the effective delivery of services and support of our workforce
• Management of Projects (MACs - Moves, Adds, Changes) for - space planning, renovations, relocations, disposals, and occupancy needs, including site selection and internal/external negotiation – within the region of responsibility
• Corporate real estate reporting and presentations for management as directed
• Accountable for reviewing, approving, coding, and/or disputing all invoices and billings associated within area of responsibility working with Procurement, Finance and Accounting processes.
• Forecasting and managing annual facility operating budgets for respective sites.
• Act as a point of contact for site-related communications. This includes working with partners in developing and managing site webpages, newsletters and other methods for communicating with the employees on their respective sites.
• Plan and support for site events following Fortinet guidelines and standards.
• Recommend improvements based on lessons learned.
• Keep up with market trends in real estate, facility and workspace design and provide input to improve internal real estate standards, processes and practices.
• Support crisis management/business continuity plans, assume local leadership role during emergencies or crises and provide after-hours support as needed.
• Take the lead as requested for special projects

Qualification & Requirements:

• 7+ years of management experience in facilities and corporate real estate projects
• Fully proficient in German (native level) & English (business level)
• Proficient computer and financial analysis skills
• Excellent people management, customer service and presentation skills

Desired Skills:

• Creative problem solver
• Excellent Communication
• Ability to multi-task in a fast-paced environment
• Make timely decisions using sound judgment based on ethics and policy training
• Organised and Professional in Facilities Management
• Prudent, transparent, and honest
• Knowledgeable of the latest industry innovations and trends

Regional Account Manager Healthcare

In this key role, you will lead direct sales engagements into Healthcare Accounts and partners in Germany. Your focus will be to create and implement account plans focused on attaining deployments of Fortinet products. Develop executive relationships with key buyers and influencers and leverage these during the sales process. Coordinate with appropriate internal groups to generate and deliver winning Contract Bids, Proposals, RFI/RFP Responses, and Statements of Work. Negotiate terms of business with clients to achieve positive results that provide the basis for strong ongoing relationships.

Responsibilities:

• Generating business opportunities and running sales strategies through to closure of the sale.
• Achievement of agreed quarterly sales goals.
• Generate a sales pipeline, qualifying opportunities, and accurately forecast pipeline.

Required Skills:

• You have a shown ability to sell solutions to Public and/or Healthcare accounts.
• You have a minimum of 2 years sales experience at an IT vendor or reseller in the Public Sector.
• You bring a proven track record of quota achievement and demonstrated career stability with experience in closing deals.
• You have excellent presentation skills to executives & individual contributors in addition to excellent written and verbal interpersonal skills.
• You are an ambitious, independent thinker that can move deals through the selling cycle.
• You are a self-starter that thrives in a dynamic, ever-changing environment and bring a daring, hunter type mentality.
• Minimum 2 years selling network security products and services.

Education:

• BS or equivalent experience, graduate degree preferred

Inside Regional Account Manager

In this key role, you will manage, direct and drive direct sales into Commercial Accounts. Create and implement strategic plans focused on attaining enterprise-wide deployments of Fortinet products and services. Develop executive relationships with key buyers and influencers in Commercial accounts and leverage these relationships. Coordinate with appropriate internal groups to generate and deliver winning Contract Bids, Proposals, RFI/RFP Responses, and Statements of Work. Negotiate terms of business with clients to achieve win/win results that provide the basis for strong ongoing relationships.

Responsibilities

• Develop account plans to achieve goals and exceed quota responsibility
• Maximize Fortinet opportunity while providing value added solutions to enterprise institutions
• Serve as lead contact responsible for the flow of information to/from executive management
• Works closely together with the account managers in order to maximize the primary business focus and serves as team leader responsible for the quality and success of activities in the territory
• Develops relationships with key decision makers, influencers and partners
• Manages effective working relationships with assigned region MAM’s, RAMs, Technical Sales Engineers, and Consulting Professionals
• Consistently builds and delivers on an accurate territory pipeline

Required Skills

• Proven ability to sell solutions to enterprise customers
• Experience in the network security industry
• A proven track record of significant over-quota achievement and demonstrated career stability
• Experience in closing large deals
• Selling experience must include technology.
• Excellent presentation skills to executives & individual contributors
• Excellent written and verbal communication skills

Role description:

Responsibilities:

- Identify and cultivate relationships with key decision-makers, influencers, and stakeholders in target organizations.

- Drive SecOps sales opportunities together with Sales and Pre-Sales through the entire sales cycle, from lead generation to closing deals.

- Provide input to product development teams based on market feedback and customer requirements.

- Meet and exceed sales targets, revenue goals, and other key performance metrics.

Qualifications:

- Bachelor's degree in Business Administration, Marketing, Computer Science, or related field. MBA is a plus.

- Strong understanding of Security Operations Center (SOC) environments, security incident response, threat detection, and remediation.

- Excellent communication, presentation, and negotiation skills. Ability to articulate complex technical concepts to both technical and non-technical audiences.

- Self-motivated, proactive, and results-driven with the ability to work effectively in a fast-paced, dynamic environment.

- Experience working with channel partners, resellers, and distributors is a plus.

- Willingness to travel as needed.

- Competitive compensation package including base salary, commission, and benefits.

- Career growth opportunities in a dynamic and fast-growing industry.

NOTE: This is an office based position.

The Datacenter facilities management will take proactive measures to guarantee an effective, reliable, and secure working environment for a 24x7 critical infrastructure.

Responsibilities:

• Coordinate daily project and site operations to ensure smooth collaboration among internal teams, contractors, and remote vendors, using corporate tools such as chat platforms and ticketing systems.
• Manage project schedules and timelines, track progress, and oversee equipment deliveries, construction quality, permitting processes, and design management.
• Manage document control, site and stakeholder meeting minutes, and project reporting. Oversee stakeholder communications, support procurement strategy, track risks, and maintain regular reports, trackers, and presentations for senior management.
• Manage vendor relationships and outsourced facility maintenance services, ensuring contractual compliance and service quality. Support procurement activities and RFP processes.
• Act as the main point of contact for site-related communications and collaborate cross-functionally with internal departments such as MIS, HR, and Real Estate. Oversee annual facility operating budgets and manage billing responsibilities in coordination with Finance and Procurement, including reviewing, approving, and contesting invoices as needed.
• Provide support for audits and certifications, including Environmental and Health & Safety Management (ISO 14001, 45001, 50001), Information Security (ISO 27001, 27017, 27018), Quality and Organizational Control (ISO 9001, 3402), SOC2 Data Privacy, and national-grade security standards.
• Develop and maintain disaster recovery and business continuity plans aligned with corporate strategies. Create and enforce standard operating procedures for technical interventions, access controls, and physical security standards.
• Conduct risk assessments, business impact analyses, and support contingency planning for major IT or infrastructure disruptions. Recommend improvements based on lessons learned from audits, incidents, or site reviews.
• Monitor industry trends in data center infrastructure, operations, and real estate practices to support the continuous improvement of internal standards and procedures.

Skills and Attributes Requirements:

• 5+ years of experience in data centre facilities management and corporate real estate projects.
• Knowledge of data centre infrastructure, change management, and operational environments.
• Excellent organizational, communication, and stakeholder management skills.
• Proven ability to work under pressure and make timely, ethical decisions.
• Fluent in written and spoken English, with strong reporting and documentation skills.
• Proficient in financial analysis, budgeting, and procurement support.
• Skilled in preparing reports, trackers, and presentations for senior management.
• Confident in applying industry regulations, compliance standards, and corporate policies.
• Strong customer service and team leadership capabilities.

Nice to have:

• Certified Data Centre Management Professional (CDCMP)
• Certified Data Centre Audit Professional (CDCAP)
• Certified Data Centre Facilities Operations Manager (CDFOM)
• Certified Data Centre Professional (CDCP®)
• ANSI/TIA-942 Design Certification
• ANSI/TIA-942 Facilities Certification
• Knowledgeable of the latest Datacenter industry innovations and trends

Job Responsibilities

· Generate incremental OT revenue and growth through associations initiatives to customers and the broader channel.

· Define a strategy and build and deliver a strategic go to market plan for associations initiatives aligned with the company strategy and goals including growth engines, enablement, marketing and other initiatives.

· Establish productive, professional relationships with key personnel, decision makers and influencers at associations.

· Identify and drive early engagement/alignment on key associations initiatives.

· Writing of e.g. whitepapers and solution briefs on key topics for related verticals aligned with the company marketing department

· Coordinate the involvement of company personnel, including support, service and management resources in order to meet performance objectives and expectations.

· Be part of the already existing OT DACH and EMEA team and collaborate to align associations initiatives to sales initiatives.

Job Experience Required

· 3+ years working with associations in security, manufactures, automotive, energy, utilities, healthcare, government and other sectors.

· Experience in cyber security for operational technology environments is a plus.

· Opportunity identification out of association initiatives.

· Excellent presentation skills.

· Excellent written and verbal communication skills and able to speak German and English fluently.

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

· Competitive, self-starter, team player.

· Willing to travel across the assigned region (during the pandemic in respect to the Covid-Guidelines of the Company)

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.

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