Channel Account Manager

Channel Account Manager

The Channel Account Manager (CAM) will build and promote the company’s position as the worldwide leader in Unified Threat Management, specifically through the partner community within the assigned territory. Must be a key contributor to the revenue growth of the region, and manage to the company growth targets. Accountable for managing all reseller partnerships at Select and potential SELECT levels within the guidelines of Fortinet’s channel programs within the geographic territory, spearheading new business development with assigned channel partners. Will motivate, educate and train the partners in the Company’s products and technologies. The CAM is responsible for achieving sales, revenue and partner recruitment objectives.

Job Responsibilities

Establish productive, professional relationships with key personnel in assigned Select and potential SELECT level accounts

Build a plan for partner enablement and training in assigned territory for key partners

Coordinates the involvement of company personnel, including support, service and management resources in order to meet partner performance objectives and partner’s expectations

Assume full responsibility for accurate sales forecasting by demonstrating an in-depth knowledge of sales cycle and update Salesforce accordingly

Meet and exceed sales quotas and defined revenue goals

Proactively leads a joint partner planning process that develops mutual performance objectives, critical milestones (e.g. training certification) in conjunction with Distribution resources (sales, support, etc)

Ability to work in a high volume low-end and mid-market sector

Manages potential channel conflict by fostering excellent communication internally and externally and through strict adherence to Fortinet’s channel program guidelines

Drives sales of new technology adoption in assigned territory

Proactively recruits new qualifying partners

Job Experience Required

channel sales and territory management in networking or security sectors

Experience building business and marketing plans with partners

Experience with the Distribution channel model

Experience in sales forecasting, opportunity identification and drive to close

Excellent written and verbal communication skills and able to speak English fluently

Excellent presentation skills

Candidate must thrive in a fast-paced, ever-changing environment

Competitive, self-starter, team player