Find a job 
Featured Companies 
Featured Universities 
For Companies At a Glance
- Tasks: Lead the development of a high-performance OT partner ecosystem across EMEA.
- Company: Join Fortinet, a leader in cybersecurity with over 20 years of innovation.
- Benefits: Diverse and inclusive work environment with attractive rewards and career growth.
- Why this job: Shape the future of OT security and make a real impact in a fast-growing market.
- Qualifications: 10+ years in channel sales or partner development, with strong leadership skills.
- Other info: Opportunity to travel across EMEA and collaborate with top industry partners.
The predicted salary is between 36000 - 60000 £ per year.
Location: flexible in Europe
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.
Role Overview
OT security is one of Fortinet’s top corporate strategic priorities and a central growth engine for our business in EMEA. Fortinet is recognized as the sole leader in this fast paced, technology centric, high growth OT cybersecurity market. We are seeking a highly motivated individual who wants to play a proactive leadership role in shaping, accelerating, and winning this market.
Operational Technology is fundamentally different from IT and requires deep domain understanding, sector specific context, safety aware risk thinking, long term trust building, and specialized partner capabilities.
The Channel Partner Manager for OT in EMEA will report directly to the EMEA OT Practice Lead and will play a pivotal role in developing and scaling our reseller partner ecosystem. The focus is on cultivating OT capable partners who can position, sell, implement, and support Fortinet OT solutions. This individual will be the connective link between the OT EMEA SME Practice and the EMEA Channel organization, owning the development pathway for existing OT Specialized reseller partners and driving expansion by onboarding both native OT partners and IT partners evolving into OT competency.
This includes working closely with the Channel team to design and deploy enhancements to the Engage Channel Program specifically to accelerate OT partner recruitment, strengthen OT partner value creation, and expand a growing portfolio of active and loyal OT capable Channel partners. This role will further accelerate the OT specialization journey for partners and drive measurable year over year OT business growth through a high performing OT partner ecosystem. This role will also own a new operating mechanism with the regional OT CAMs, driving alignment, coordination, forecasting discipline, and joint partner execution, and will co-lead the reward and recognition program for OT reseller partners.
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.
- Own, evolve, and drive the OT Specialized Partner development and capability roadmap for reseller partners.
- Expand the OT reseller partner ecosystem by identifying and recruiting net new OT native reseller partners and enabling existing IT focused reseller partners to build meaningful OT specialization.
- Own and drive the operating rhythm with regional CAMs, ensuring synergy with a new operating mechanism owned with the regional OT CAMs to guide shared visibility, prioritization, partner execution, and pipeline discipline.
- Co-lead with Channel leadership the design, execution, and continuous refinement of incentive, tiering, and reward programs specifically for OT reseller partners.
- Establish trusted relationships with key reseller partner stakeholders and executive leadership across EMEA.
- Mobilize internal support resources including services, SE technical teams, GTM, SME and 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 directly with Channel leadership to refine and communicate the OT specific Channel Value Proposition and ensure this differentiation is reflected in partner benefits, enablement, and incentivization within the Engage framework.
- Track measurable OT partner performance progression and derive actions that accelerate capability, alignment, and revenue contribution across the OT partner ecosystem.
- Represent Fortinet OT practice at joint partner events, briefings, sessions, and regional engagements.
Experience and Skills Required
- 10 plus 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 that OT security is not IT in unusual places, including awareness of control system safety, industrial lifecycle, field realities, and risk differentiation.
- Experience influencing across a matrixed organization combining technical and commercial stakeholders.
- Strong entrepreneurial and proactive leadership approach, able to create momentum even in emerging or undefined environments.
- Excellent written and verbal English, with additional European languages strongly valued.
- Ability and willingness to travel extensively across EMEA.
- High interpersonal intelligence, diplomacy, credibility, and relationship stewardship.
- Effective in fast moving environments with adaptability and resilience.
- Self-driven, collaborative, competitive, and accountable.
Why This Role Matters
The OT security market in EMEA is rapidly expanding across industries such as energy, utilities, manufacturing, water, transportation, defense, and other critical services. Fortinet is the recognized market leader in OT security, and the OT Channel ecosystem is one of the critical strategic multipliers of this growth. This role is instrumental in designing, scaling, and enabling a high-performance OT partner community through targeted Engage Channel Program enhancements, deeper OT specialization, and partner led growth outcomes.
Why Join Us?
At Fortinet, we embrace diversity and inclusivity. We encourage applications from diverse backgrounds 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 830,000+ customers around the globe.
OT Partner Manager - OT Security - EMEA in London employer: Fortinet
Contact Detail:
Fortinet Recruiting Team
StudySmarter Expert Advice 🤫
We think this is how you could land OT Partner Manager - OT Security - EMEA in London
✨Tip Number 1
Network like a pro! Get out there and connect with people in the OT security space. Attend industry events, webinars, or even local meetups. The more you engage, the better your chances of landing that dream job.
✨Tip Number 2
Show off your expertise! When you get the chance to chat with potential employers or partners, don’t hold back on sharing your knowledge about OT cybersecurity. This will help you stand out as a candidate who truly understands the field.
✨Tip Number 3
Follow up after interviews! A quick thank-you email can go a long way. It shows your enthusiasm for the role and keeps you fresh in their minds. Plus, it’s a great opportunity to reiterate why you’re the perfect fit for the position.
✨Tip Number 4
Don’t forget to leverage our website! We’ve got loads of resources and tips to help you navigate the job market. Plus, applying through us gives you a better shot at getting noticed by the right people.
We think you need these skills to ace OT Partner Manager - OT Security - EMEA in London
Some tips for your application 🫡
Tailor Your Application: Make sure to customise your CV and cover letter for the OT Partner Manager role. Highlight your experience in channel sales and partner development, especially in the OT cybersecurity domain. We want to see how your skills align with our mission at Fortinet!
Showcase Your Understanding of OT: Demonstrate your knowledge of Operational Technology and its differences from IT. Use specific examples from your past experiences to show us you understand the nuances of OT security and can navigate this unique landscape.
Be Clear and Concise: When writing your application, keep it clear and to the point. Use straightforward language and avoid jargon unless it's relevant. We appreciate a well-structured application that makes it easy for us to see your qualifications.
Apply Through Our Website: We encourage you to apply directly through our website. This ensures your application gets to the right people quickly. Plus, it shows us you're proactive and keen to join our team at Fortinet!
How to prepare for a job interview at Fortinet
✨Know Your OT Security Stuff
Make sure you brush up on your knowledge of Operational Technology (OT) security. Understand the differences between OT and IT, and be ready to discuss how these differences impact risk management and partner relationships. This will show that you're not just familiar with the terms but can also apply them in real-world scenarios.
✨Showcase Your Partner Development Skills
Prepare examples from your past experiences where you've successfully built or scaled a reseller ecosystem. Be specific about the strategies you used and the results you achieved. This will demonstrate your ability to drive growth and develop meaningful partnerships, which is crucial for this role.
✨Communicate Clearly and Confidently
Since you'll be working with various stakeholders, practice articulating your thoughts clearly. Use concise language and avoid jargon unless necessary. Being able to communicate effectively will help you build trust and credibility with potential partners and internal teams alike.
✨Be Ready to Discuss Market Trends
Stay updated on the latest trends in the OT security market, especially in EMEA. Be prepared to discuss how these trends could affect Fortinet's strategy and the partner ecosystem. Showing that you’re informed about the market landscape will position you as a proactive leader who can contribute to the company's growth.
