Partner Sales Manager

Fortinet Federal

Partner Sales Manager for Fortinet driving partner-led growth across the U.S. Federal Sector.

Posted 6/2/2026full-timeReston • Virginia • 🇺🇸 United StatesSeniorLeadWebsite

Tech Stack

Tools & technologies

Cyber SecurityFirewalls

About the role

Key responsibilities & impact

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 priorities
Drive partner-led opportunities from joint account planning through deal close in coordination with Fortinet Federal sales teams
Develop and execute joint business plans to expand adoption of Fortinet’s Security Fabric
Enable partners through onboarding, training, and ongoing coaching to effectively position and deliver Fortinet Federal solutions
Leverage partner relationships to navigate federal procurement processes and influence key stakeholders
Deliver early wins while scaling toward larger enterprise programs, ELAs, and long-term services opportunities
Provide accurate pipeline forecasting, partner performance tracking, and weekly reporting
Collaborate cross-functionally with Sales, Systems Engineering, and Marketing to drive strategic initiatives and campaigns
Act as a trusted advisor to partners, aligning Fortinet Federal resources to support growth and resolve business or technical challenges

Requirements

What you’ll need

8+ years of channel sales, partner management, or alliances experience within cybersecurity, networking, or enterprise IT
Proven success working with federal partners (SIs, VARs, distributors) to drive revenue growth
Strong understanding of federal sales motions, including co-selling, contract vehicles (SEWP, GSA, IDIQs), and long sales cycles
Experience supporting complex opportunities through partner enablement and joint execution
Familiarity with cybersecurity solutions such as firewalls, SASE, Zero Trust, and secure networking
Strong relationship-building, communication, and influencing skills across partner and internal teams
Ability to manage multiple partners and opportunities in a fast-paced, matrixed environment
Data-driven approach to pipeline management, forecasting, and performance tracking
Preferred Requirement: Residence in the DMV (DC, Maryland, Virginia) area as regular in-person engagement with federal partners is required.

Benefits

Comp & perks

🌐 Worldwide ❌ Jobs You've Hidden ⭐️ Saved Jobs ✅ Applied Jobs ✉️ Email Alerts 👤 Account Fortinet Federal Website LinkedIn All Job Openings 51 - 200 employees 🔒 Cybersecurity 🏛️ Government 🏢 Enterprise Cybersecurity
Government
Enterprise Fortinet Federal is a cybersecurity company focused on providing trusted security solutions for U. S. federal government agencies. It specializes in advanced network security, Zero Trust architecture, cloud security, and comprehensive endpoint protection, ensuring the protection of critical systems and data. Fortinet Federal emphasizes modernization, integration, and automation within their security frameworks to enhance resilience against cyber threats, making it a pivotal partner for government operations needing robust cybersecurity measures. Partner Sales Manager 🔥 23 minutes ago 🏢🏡 Reston – Hybrid ⏰ Full Time 🟠 Senior 🔴 Lead 🤑 Sales Apply Now Find Hiring Managers Customize resume + cover letter Report problem ☆ Save ☑️ Mark as applied ❌ Hide 📋 Description
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 priorities
Drive partner-led opportunities from joint account planning through deal close in coordination with Fortinet Federal sales teams
Develop and execute joint business plans to expand adoption of Fortinet’s Security Fabric
Enable partners through onboarding, training, and ongoing coaching to effectively position and deliver Fortinet Federal solutions
Leverage partner relationships to navigate federal procurement processes and influence key stakeholders
Deliver early wins while scaling toward larger enterprise programs, ELAs, and long-term services opportunities
Provide accurate pipeline forecasting, partner performance tracking, and weekly reporting
Collaborate cross-functionally with Sales, Systems Engineering, and Marketing to drive strategic initiatives and campaigns
Act as a trusted advisor to partners, aligning Fortinet Federal resources to support growth and resolve business or technical challenges 🎯 Requirements
8+ years of channel sales, partner management, or alliances experience within cybersecurity, networking, or enterprise IT
Proven success working with federal partners (SIs, VARs, distributors) to drive revenue growth
Strong understanding of federal sales motions, including co-selling, contract vehicles (SEWP, GSA, IDIQs), and long sales cycles
Experience supporting complex opportunities through partner enablement and joint execution
Familiarity with cybersecurity solutions such as firewalls, SASE, Zero Trust, and secure networking
Strong relationship-building, communication, and influencing skills across partner and internal teams
Ability to manage multiple partners and opportunities in a fast-paced, matrixed environment
Data-driven approach to pipeline management, forecasting, and performance tracking
Preferred Requirement: Residence in the DMV (DC, Maryland, Virginia) area as regular in-person engagement with federal partners is required. Apply Now 📊 Check your resume score for this job Improve your chances of getting an interview by checking your resume score before you apply. Check Resume Score Similar Jobs Head of Acquisition Sales – Americas 🕒 6 days ago Expereo 201 - 500 📡 Telecommunications ☁️ SaaS 🔒 Cybersecurity Website LinkedIn All Job Openings Head of Acquisition Sales leading sales strategies across Americas for Expereo's network services. Responsible for managing Account Directors and driving sales growth in various countries. 🏢🏡 Reston – Hybrid ⏰ Full Time 🔴 Lead 🤑 Sales Senior Salesforce Practice Architect 🕒 May 15 ICF 5001 - 10000 ☁️ SaaS ⚡ Energy Website LinkedIn All Job Openings Senior Salesforce Practice Architect specializing in complex Salesforce ecosystems for public sector clients. Leading digital transformation initiatives while driving strategy and technical solutions for the federal sector. 🏢🏡 Reston – Hybrid 💵 $144.4k - $245.4k / year 💰 $30M Grant on 2021-03 ⏰ Full Time 🟠 Senior 🤑 Sales 🦅 H1B Visa Sponsor View More Sales Jobs 🌐 Worldwide Built by Lior Neu-ner. I'd love to hear your feedback — Get in touch via DM or support@remoterocketship.com Search Search Jobs by country Search jobs by city Search jobs by job title Search entry-level jobs Search junior-level jobs Search senior-level jobs Search jobs by tech stack Search jobs by contract type Search remote internships Search remote part-time jobs Remote jobs Anywhere in the World Companies Hiring Anywhere in the World Companies Hiring Sales People Anywhere in the World Companies Hiring Software Engineers Anywhere in the World Resources Advice Tips for finding remote jobs Interview questions and answers Resume examples Cover letter examples Post a job Affiliates Privacy policy Terms of service Job board SEO course AI Apply Copilot OpenClaw job finder Jobs by Country Remote jobs anywhere in the world (Worldwide remote jobs) Remote jobs United States Remote jobs Australia Remote jobs Brazil Remote jobs Canada Remote jobs France Remote jobs Ireland Remote jobs Germany Remote jobs Netherlands Remote jobs Spain Remote jobs UK Popular Jobs Remote data analyst jobs Remote customer support jobs Remote executive assistant jobs Remote marketing jobs Remote product designer jobs Remote product manager jobs Remote project manager jobs Remote recruiter jobs Remote sales jobs Remote software engineer jobs Jobs by Type Remote full-time jobs Remote part-time jobs Remote contract jobs Remote internship jobs Remote entry-level jobs Remote jobs with no experience required Remote junior jobs (1-3 years of experience) Digital nomad jobs Remote jobs with no degree required Freelance remote jobs Temporary remote jobs Remote jobs hiring now Stay at home mom jobs

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Hard Skills & Tools

channel salespartner managementalliances experiencefederal sales motionsco-sellingcontract vehiclespipeline managementforecastingperformance trackingcybersecurity solutions

Soft Skills

relationship-buildingcommunicationinfluencingability to manage multiple partnersdata-driven approachcoachingstrategic initiativescollaborationtrusted advisorproblem-solving