Job Description
Fortinet Federal is seeking a high-impact Partner Sales Manager to drive partner-led growth across the U.S. Federal Sector. This role is responsible for building, enabling, and executing with strategic federal partners to accelerate adoption of Fortinet Federal's cybersecurity solutions across DoD, Civilian, and Intelligence Community.ย
Key Responsibilities
- Own a defined federal territory by recruiting, onboarding, and activating key partners including VARs and MSSPs
- Build and grow a partner-sourced and partner-influenced pipeline aligned to territory and agency prioritiesย
- Drive partner-led opportunities from joint account planning through deal close in coordination with Fortinet Federal sales teamsย
- Develop and execute joint business plans to expand adoption of Fortinet's Security Fabricย
- Enable partners through onboarding, training, and ongoing coaching to effectively position and deliver Fortinet Federal solutionsย
- Leverage partner relationships to navigate federal procurement processes and influence key stakeholdersย
- Deliver early wins while scaling toward larger enterprise programs, ELAs, and long-term services opportunitiesย
- Provide accurate pipeline forecasting, partner performance tracking, and weekly reportingย
- Collaborate cross-functionally with Sales, Systems Engineering, and Marketing to drive strategic initiatives and campaignsย
- Act as a trusted advisor to partners, aligning Fortinet Federal resources to support growth and resolve business or technical challengesย
Qualifications
- 6+ years of channel sales, partner management, or alliances experience within cybersecurity, networking, or enterprise ITย
- Proven success working with federal partners (SIs, VARs, distributors) to drive revenue growthย
- Strong understanding of federal sales motions, including co-selling, contract vehicles (SEWP, GSA, IDIQs), and long sales cyclesย
- Experience supporting complex opportunities through partner enablement and joint executionย
- Familiarity with cybersecurity solutions such as firewalls, SASE, Zero Trust, and secure networkingย
- Strong relationship-building, communication, and influencing skills across partner and internal teamsย
- Ability to manage multiple partners and opportunities in a fast-paced, matrixed environmentย
- Data-driven approach to pipeline management, forecasting, and performance tracking
- Preferred Requirement:ย Residence in the DMV (DC, Maryland, Virginia) area as regular in-person engagement with federal partners is required.
- Salary Range/On Target Earnings: $181,000 to $258,200