Channel Account Manager

**Channel Account Manager - Cloud Native Partners (Switzerland)**

**Role Overview**

The Channel Account Manager - Cloud Native Partners will be responsible for building, developing, and scaling Fortinet’s ecosystem of cloud-native partners in Switzerland.

Unlike traditional channel roles, this position targets partners not yet tightly connected to Fortinet—including DevOps integrators, Kubernetes/Container specialists, cloud-native software firms, and multicloud platform engineering consultancies. These partners typically operate in fast-moving, open-source-driven environments and require a tailored engagement model outside the classic firewall-centric business.

The role is deeply integrated with Amazon Web Services (AWS), Microsoft Azure, and other hyperscalers, with an emphasis on cloud-native use cases, co-selling, private offers, marketplace consumption, and long-term GTM alignment.

**Key Responsibilities**

**1. Cloud-Native Partner Development & Ecosystem Building**

- Identify, recruit, and develop new cloud-native partners across DevOps, SecOps, Kubernetes/container platforms, platform engineering, and cloud-native software ecosystems.
- Establish strong relationships with technical and business leaders in these partner organizations.
- Build partner-specific strategies to drive adoption of Fortinet’s cloud portfolio, most importantly FortiCNAPP.

**2. Business Development & Go-to-Market Execution**

- Drive a hunting-focused motion to build a scalable pipeline through net-new partner engagements.
- Develop joint business plans with clear revenue, competencies, and activation milestones.
- Increase visibility and usage of Fortinet via AWS/Azure Marketplace, PAYG, Private Offers, and multicloud motions.
- Translate partner feedback and market trends into actionable recommendations for Fortinet product, marketing, and engineering teams.

**3. Hyperscaler Collaboration**

- Work closely with AWS, Azure, and other cloud providers to align on:

- Co-sell opportunities
- Joint customer engagements
- Cloud roadmaps & architectural decisions
- 3-5 year strategic planning cycles
- Partner program requirements and commitments

- Position Fortinet early in cloud transformation projects to secure architectural wins.
- You will own the local (Swiss) relationship with these hyperscalers

**4. Cloud Security Evangelism**

- Promote Fortinet’s modern cloud security portfolio, including:

- CNAPP (FortiCNAPP / ex-Lacework)
- DevSecOps & Shift-Left capabilities
- Code & repository scanning
- Identity and secrets monitoring
- Runtime protection
- Multi-cloud architectures

- Educate partners on how to embed Fortinet into their cloud-native delivery pipelines and managed services.

**5. Cross-Functional Leadership**

- Act as a key connector between partners, hyperscalers, Fortinet sales teams, and end customers.
- Drive thought leadership in cloud security within Switzerland’s cloud-native ecosystem.Collaborate with local and EMEA Cloud teams to accelerate adoption and visibility of Fortinet cloud services.

**Minimum Requirements**

- Bachelor’s degree or equivalent experience in IT, engineering, cloud technologies, or cybersecurity.
- 3+ years of experience in cloud-focused channel management, business development, partner sales, or cloud solution sales.
- Strong understanding of cloud-native architectures, DevOps pipelines, containers/Kubernetes, multicloud environments, or cloud marketplaces.
- Experience working with AWS, Azure, GCP, ideally with knowledge of partner programs, co-sell structures, and private offer mechanics.
- Ability to engage deeply with both technical stakeholders (DevOps/SecOps engineers, architects) and business decision-makers.
- Strong communication, presentation, and relationship-building skills.
- Self-starter with a **hunter mindset**, comfortable operating in a fast-paced, emerging-business environment.Languages: English, German and French are required, Italian a plus

**Why This Role Matters**

This role is a foundational pillar for Fortinet’s Cloud Motion Switzerland. The Cloud Native Partner CAM will:

- Unlock new revenue streams outside the classic firewall business.
- Build a future-proof partner ecosystem to support cloud adoption trends.
- Strengthen our long-term strategic alignment with hyperscalers.Ensure that Fortinet remains a leading force in cloud-native security.

**Why Join Fortinet**

- Shape Fortinet’s next growth chapter in one of Europe’s most innovative cloud markets.
- Work at the forefront of modern cloud security.
- Build entirely new partner ecosystems and collaborate closely with leading hyperscalers.
- Enjoy a high-impact, strategic role with strong visibility and career development opportunities.