Channel Account Manager at Fortinet

Job Summary

• The Channel Account Manager will build and promote the Company’s position as the worldwide leader in Unified Threat Management, specifically through the VAR community in the territory.
• Must be a key contributor to the revenue growth of the region, and manage the company growth targets.
• Accountable for managing all reseller partnerships within the guidelines of Fortinet’s channel programs, spearheading new business development and successfully developing alliances with key solution provider accounts.
• Will motivate, educate, and train the partners in the Company’s products and technologies. Expand sales by building business plans including MDF strategy, account penetration strategy, and profitability targets.

Job Duties & Responsibilities

• Manage key Fortinet partners end-users and MSSP in the region
• Build revenue and non-revenue business plans with these partners.
• Provide ongoing sales and technical training to these partners.
• Build marketing plans to drive incremental sales pipeline and revenues with development funds.
• Act as key channel strategist to regional sales managers within the region.
• Partner with Fortinet marketing and engineering teams to drive revenue growth within region.
• Provide geographic channel coverage for the region.
• Carry quarterly and annual revenue targets.
• Travel to the states that are part of the assigned Territory (Between 9 to 13 trips per Quarter).
• Management of channels registered with wholesalers and responsible for monitoring renewals
• Development and attention to final users of the territory, such as state and municipal governments, major public and private universities, and major companies in each region.

Qualifications/ Education

•  7 + years channel sales and territory management in networking or security sectors.
•  Experience building business and marketing plans with partners.
•  Must have experience in delivering sales training
•  Experience in working in a fast-paced environment with revenue responsibilities