Channel Account Manager – Cloud Native Partners

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.
This is a strategic, hunting-oriented business development role focused on identifying and enabling new partner types that operate at the intersection of cloud platforms, DevOps, SecOps, and modern application architectures.

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.
• Position Fortinet at the heart of DevSecOps and modern application security discussions.
• 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.