Fortinet

Team Leader, Channel - Netherlands

Join Fortinet, a cybersecurity pioneer with over two decades of excellence, as we continue to shape the future of cybersecurity and redefine the intersection of networking and security. At Fortinet, our mission is to safeguard people, devices, and data everywhere. We are currently seeking a dynamic Team Lead, Channel – EMEA to contribute to the success of our rapidly growing business.

You would act as the key Account Manager for Fortinet’s Channel ecosystem across EMEA, overseeing our network of valued distributors, resellers, system integrators, and MSSP partners.

As a Team Lead, Channel – EMEA, you will:

• Lead, coach, and empower a team of Channel Account Managers to drive revenue growth and partner performance across the EMEA region.
• Execute Fortinet’s channel strategy with a focus on partner engagement, sales enablement, and indirect revenue acceleration.
• Develop strong, trust-based relationships with key channel stakeholders across distribution, resellers, and systems integrators.
• Drive strategic partner recruitment, onboarding, and performance management aligned with Fortinet’s cybersecurity mission.
• Collaborate cross-functionally with sales, marketing, and technical teams to drive partner-led opportunities and initiatives.
• Represent Fortinet at partner and industry events, reinforcing our brand and expanding our regional influence.
• Analyze performance metrics, forecasts, and market trends to identify growth opportunities and lead strategic adjustments.
• Develop and deliver channel programs and initiatives that align with Fortinet’s security fabric approach and growth goals.
• Ensure consistent communication and engagement across the partner ecosystem to foster loyalty and long-term collaboration.

We Are Looking For:

An insightful and influential collaborator to join our team. We encourage you to apply for this position if you have the following qualities:

• Proven experience (8+ years) in Channel Sales or Partner Management, preferably within the cybersecurity or IT sector.
• Minimum 5 years leading, mentoring, and developing high-performing regional teams.
• Deep understanding of the EMEA channel landscape with trusted relationships across key partner networks.
• Demonstrated success in building and scaling channel programs and driving revenue through indirect sales models.
• Strong strategic thinking, problem-solving, and negotiation capabilities.
• Proficiency in Salesforce or other CRM systems, with strong reporting and forecasting skills.
• Excellent verbal and written communication skills in English; additional European languages are a plus.
• Willingness to travel regionally and internationally across EMEA as needed.
• A collaborative mindset with the ability to work effectively across departments and geographies.

Why Join Us:

At Fortinet, we embrace diversity and inclusivity. We encourage applications from candidates of all backgrounds, experiences, and identities. Explore our welcoming work environment designed for a rewarding career journey with an attractive Total Rewards package to support you with your overall health and financial well-being. Join us in bringing solutions that make a meaningful and lasting impact to our 660,000+ customers around the globe.

We will only notify shortlisted candidates.

Fortinet will not entertain any unsolicited resumes, so please refrain from sending them to any Fortinet employees or Fortinet email aliases. Should any agency submit resumes to Fortinet, these resumes—if considered—will be assumed to have been provided by the agency free of any related fees or charges.