Channel Sales Account Manager - Cyprus

At Fortinet, our mission is to secure people, devices, and data everywhere. As one of the world's leading cybersecurity companies, we are redefining how organizations protect their digital infrastructures through the power of a unified platform approach.

The cybersecurity landscape is evolving rapidly. Customers are accelerating cloud adoption, embracing hybrid work, modernizing networks, and facing increasingly sophisticated cyber threats. At the same time, new cybersecurity vendors continue to enter the market, creating both opportunities and complexity for partners and customers alike.

To support our continued growth in Cyprus, we are looking for an ambitious, results-oriented Channel Account Manager who can develop strategic partnerships, drive business growth, and champion Fortinet's platform-led cybersecurity strategy across the local ecosystem.

The Opportunity

The Channel Account Manager (CAM) is responsible for the commercial development, enablement, and growth of Fortinet's partner ecosystem in Cyprus.

The CAM will work closely with value-added resellers, systems integrators, service providers, distributors, MSSPs, and strategic alliance partners to build and execute business plans that accelerate revenue growth, increase market share, and strengthen Fortinet's leadership position.

This role requires a strong combination of channel management expertise, sales leadership, strategic thinking, and cybersecurity market understanding. The successful candidate will orchestrate collaboration across Fortinet sales, systems engineering, marketing, distribution, and regional leadership teams to drive measurable business outcomes.

Key Responsibilities

Channel Growth & Business Development

· Develop and execute territory and partner business plans aligned with Fortinet's growth objectives.

· Identify, recruit, nurture, and develop high-potential partners capable of expanding Fortinet's reach across key market segments.

· Establish trusted advisor relationships with partner executives and decision-makers.

· Drive net-new business development through the channel ecosystem.

· Increase Fortinet wallet share within existing partners.

· Support partner-led customer acquisition strategies and pipeline generation initiatives.

Partner Strategy & Ecosystem Management

· Build long-term strategic relationships with top-performing partners.

· Lead quarterly business reviews and executive engagement plans.

· Help partners evolve their cybersecurity practice to address market trends including Secure Networking, Cloud Security, SASE, Zero Trust, OT Security, SOC modernization, Security Operations, and AI-driven security.

· Support partner differentiation through Fortinet specializations, certifications, and service offerings.

· Identify opportunities to increase partner profitability and recurring revenue streams.

Sales Execution

· Drive attainment of revenue, pipeline, and growth objectives.

· Develop joint go-to-market strategies with partners.

· Support complex opportunities and strategic account planning.

· Coordinate Fortinet resources to maximise partner success.

· Ensure forecast accuracy and pipeline visibility through CRM discipline.

Enablement & Capability Development

· Promote partner training, certifications, and technical readiness.

· Drive adoption of Fortinet partner programmes and incentives.

· Collaborate with Systems Engineers to support partner technical development.

· Encourage partners to build capabilities across the Fortinet Security Fabric portfolio.

Marketing & Demand Generation

· Develop joint marketing plans with strategic partners.

· Drive local events, workshops, customer engagements, and executive briefings.

· Work closely with distribution and marketing teams to maximize campaign impact and lead generation activities.

· Ensure partner alignment with Fortinet's market positioning and messaging.

Market Intelligence

· Monitor cybersecurity market trends, customer requirements, competitor activity, and emerging technologies.

· Understand the positioning of key cybersecurity vendors and help partners articulate Fortinet's differentiated value proposition.

· Provide market feedback to regional leadership teams.

· Identify growth opportunities across enterprise, commercial, public sector, service provider, and mid-market segments.

What Success Looks Like

The successful candidate will:

· Consistently achieve and exceed business objectives.

· Develop measurable partner growth plans.

· Increase partner-generated pipeline and revenue.

· Expand Fortinet's market presence across Cyprus.

· Strengthen executive-level relationships with strategic partners.

· Drive certification growth and partner capability development.

· Create sustainable and predictable business growth through the channel.