Channel Sales Acct Manager IS

The Fortinet Channel team are experienced and driven professionals who enjoy building relationships connections and nurturing partnerships to solve the worlds most complex cybersecurity concerns.

Your goals:

• Build Strategic Alliances: Utilize your relationship-building skills to establish expand and maintain a robust network of profitable relationships and alliances with a variety of distributors integrators re-sellers and consulting houses.
• Drive GTM Strategy - Build execute and maintain long-term Go-To-Market (GTM) and joint business plans with strategic partners to drive sustained growth
• Achieve Revenue Targets: Successfully achieve and exceed partner sales targets and strategic business objectives.
• Maximize Coverage & Awareness: Maximize Fortinet opportunity coverage and brand awareness among the channel community.

Job Responsibilities

• Strategic Joint Business Planning: Co-develop execute and continuously refine long-term Go-To-Market (GTM) and joint business plans with assigned partners setting clear revenue targets joint marketing initiatives and operational milestones.
• Partner Relationship & Account Management: Establish and maintain high-level productive relationships with executives sales leaders and technical teams across assigned strategic partner accounts.
• Enablement & Certification Driving:partner enablement to build technical self-sufficiency ensuring partner sales and pre-sales engineering teams achieve required Fortinet certifications to support the GTM and business plans
• Pipeline Creation & Accurate Forecasting: Maintain end-to-end visibility of the partner deal pipeline enforcing strict Salesforce (SFDC) hygiene accurate sales forecasting and active participation in key sales cycles.
• Distributor & 2-Tier Alignment: Coordinate closely with Distribution resources (sales technical support marketing) to maximize territory coverage
• Channel Governance & Conflict Resolution: Proactively manage territory deal registration resolve channel rules-of-engagement conflicts transparently and enforce strict adherence to Fortinet channel program guidelines.
• Cross-Functional Orchestration: Mobilize internal Fortinet resourcesincluding Systems Engineers (SEs) marketing professional services and executive leadershipto support critical partner opportunities.

Job Experience Required

• Relevant Industry Track Record: 5 years of direct channel sales territory management or partner business development experience within the cybersecurity networking or enterprise IT sectors.
• GTM & Business Planning: Proven capability in co-developing executing and tracking joint strategic Go-To-Market (GTM) business plans marketing campaigns and MDF (Marketing Development Funds) allocation with strategic partners.
• Quota Attainment & Sales Execution: Consistent history of meeting or exceeding regional revenue targets with strong proficiency in sales forecasting pipeline management (via Salesforce/SFDC) and opportunity closure.
• Executive & Interpersonal Communication: A team player with exceptional written verbal and presentation skills (fluency in English required) with the ability to read the room negotiate and build trusted relationships with partner executives.
• Agility & Drive: A competitive self-starter who thrives in a fast-paced high-growth environment and can navigate complex multi-stakeholder sales processes.

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