OT Partner Manager

Channel Partner Manager – OT EMEA Location: Flexible in Europe Fortinet is a cybersecurity pioneer with two decades of excellence. The mission is to safeguard people, devices, and data everywhere. Job Description OT security is a top corporate strategic priority and a central growth engine for EMEA. The Channel Partner Manager for OT in EMEA reports to the EMEA OT Practice Lead and plays a pivotal role in developing and scaling our reseller partner ecosystem. Responsibilities include cultivating OT‑capable partners, designing enhancements to the Engage Channel Program, and driving measurable OT business growth through a high‑performing partner ecosystem. Key Responsibilities Act as the cross‑functional bridge between the EMEA OT SME Practice and the EMEA Channel Partner organization to ensure alignment on goals, messaging, prioritization, and execution. Expand the OT reseller partner ecosystem by recruiting new OT native partners and enabling existing IT‑focused partners to develop OT specialization. Own and drive the operating rhythm with regional CAMs to guide visibility, prioritization, partner execution, and pipeline discipline. Co‑lead the design, execution, and refinement of incentive, tiering, and reward programs for OT reseller partners. Establish trusted relationships with key reseller stakeholders and executive leadership across EMEA. Mobilize internal support resources (services, SE technical teams, GTM, SME & marketing) to support partner initiatives. Drive OT‑appropriate enablement programs including sales framing, technical certifications and co‑selling methods. Support partner‑driven forecasting, pipeline shaping, and market coverage insights. Collaborate with Channel leadership on influencing the OT specific Channel Value Proposition. Track measurable OT partner performance and accelerate capability, alignment and revenue contribution. Represent Fortinet OT practice at joint partner events, briefings and regional engagements. Experience and Skills Required 10+ years of channel sales, partner development or reseller‑oriented business development experience in networking, IT security or OT cybersecurity domains. Demonstrated ability to build, accelerate and operationalize reseller ecosystems. Strong understanding of OT security and control system safety considerations. Experience influencing across a matrixed organization combining technical and commercial stakeholders. Strong entrepreneurial and proactive leadership approach. Excellent written and verbal English; additional European languages valued. Willingness to travel extensively across EMEA. High interpersonal intelligence, diplomacy, credibility and relationship stewardship. Adapts to fast‑moving environments with resilience. Self‑driven, collaborative, competitive and accountable. Why This Role Matters The OT security market in EMEA is expanding rapidly. Fortinet is the recognized market leader in OT security, and the OT Channel ecosystem is a critical multiplier of this growth. This role is instrumental in designing, scaling and enabling a high‑performance OT partner community through targeted enhancements, deeper specialization and partner‑led growth outcomes. Why Join Us Fortinet embraces diversity and inclusivity and offers a welcoming work environment with an attractive Total Rewards package to support health and financial well‑being. Join us in creating solutions that have a meaningful and lasting impact for over 830,000 customers worldwide. About Fortinet Fortinet protects people, devices and data around the globe by delivering a security fabric platform that integrates and automates protections across the entire digital attack surface. The world’s largest enterprises, service providers and government organizations choose Fortinet to accelerate their digital journey securely. #J-18808-Ljbffr