Channel Account Manager - Healthcare

The Channel Account Manager (CAM) in general will be responsible to build and promote Fortinet’s position as the worldwide leader in cybersecurity through selling, enablement, and training to and through our authorized partner community.

The CAM will be accountable for managing the partners within the guidelines of Fortinet’s channel programs, spearheading new business development, and successfully developing alliances with key internal stakeholders and distributor partners. The CAM will motivate, educate, and train the partners, focusing on effective strategic business planning, account penetration, and the benefits of selling the full Fortinet portfolio.

As Channel Manager – Healthcare, you will own the strategy, build-out, and performance management of our partner ecosystem across the healthcare sector (hospital groups, university hospitals, laboratories, healthcare service providers, and health-focused MSPs/MSSPs) The role focuses on establishing long-term partner relationships, understanding healthcare environments and expectations of a regulated / critical environment, also coordinating internal stakeholders such as IT Security, OT, and Compliance.

Responsibilities / tasks:

Channel Strategy & Ecosystem Development (Healthcare)

- Define and execute a channel strategy for healthcare segment, including partner segmentation (MSPs/MSSPs, system integrators, OT specialists, hosting/cloud partners, specialized healthcare IT partners and GSIs).

- Identify, recruit, qualify, and onboard new partners with proven healthcare expertise.

- Develop business plans with top partners (pipeline, revenue targets, use cases, vertical focus).

Go-to-Market & Sales

- Create and deliver joint business plans (targets, pipeline, focus accounts, campaigns, enablement).

- Manage co-selling and co-marketing activities (events, webinars, campaigns) tailored to healthcare-specific requirements.

- Ensure a solid pipeline, forecasting, and deal qualification.

- Where required, support tenders, framework agreements, procurement processes, and deal registration.

Healthcare Compliance & Positioning

- Understand regulatory requirements and processes (e.g.: BSI-requirements, NIS2, German IT Security Act, ISO 27001, where relevant).

- Position Fortinet solutions for IT/OT security, Zero Trust, SOC services, incident response, network segmentation, and secure remote access.

Partner Enablement & Performance

- Plan and deliver partner enablement (sales, presales, technical), certifications, and solution workshops.

- Lead QBRs (Quarterly Business Reviews) and implement structured improvement plans.

- Ensure partners can position, implement, and operate our solutions in healthcare environments, including services and managed services where applicable.

Stakeholder Management

- Act as the interface between partners and internal teams across Sales, Marketing, Product Management, Services, and, where applicable, OT teams.

- Where applicable, maintain relationships with relevant ecosystems/associations/networks (e.g., BITKOM or other depending on context).

Requirements (Skills & Experience):

Professional

- Minimum of 5 years of experience in channel/partner management at a technology vendor (IT security, networking, infrastructure, or cloud), ideally covering healthcare or other regulated industries.

- Proven track record of building and scaling partner-led revenue (pipeline creation, growth, win rates)

- Strategic business planning: Expertise in creating and executing business plans focused on market penetration and meeting revenue targets.

- Channel knowledge: Experience working in a two-tier distribution channel sales partner model.

- Solid understanding of IT security and ideally OT security fundamentals

- Knowledge of relevant standards and regulations (BSI, NIS2, IEC 62443, ISO 27001, etc.) is a plus.

Methodological

- Partner business planning, pipeline management, forecasting

- Strong negotiation skills; understanding of contracts and commercial frameworks (discounts, MDF, partner programs)

- Excellent Communication and interpersonal skills: The ability to communicate clearly and build strong relationships with partners, team members, and internal stakeholders is essential. (comfortable engaging with C-level stakeholders), collaborative, assertive

Personal

- High reliability, discretion, and sensitivity to security-relevant topics

- Willingness to travel depending on territory/partner landscape

- Master’s degree in business administration, marketing or related field (preferred).

- Deep knowledge of Microsoft Office suite of tools (particularly MS Excel).

- Knowledge of Salesforce.com and Tableau (preferred).

- Fluent in German and English.

Interfaces (Internal/External)

- Internal: Sales (field/inside), Presales/SE, Marketing, Professional Services, Support, Legal/Compliance, Partner Operations

- External: System integrators, MSSPs, OT service providers, distributors, technology partners, potentially authorities/operators