Channel Team Manager

The Channel Team Manager will be responsible for management of a team of Channel Account Managers (CAMs) whose responsibility is tobuild and promote Fortinets position as the worldwide leader in cybersecurity through selling enablement and training to and through our authorized partner community. A successful Channel Team Manager will possess a combination of strong leadership sales acumen forecasting and business development skills. They will be accountable for managing the team and partners within the guidelines of Fortinets channel programs spearheading new business development and successfully developing alliances with key internal stakeholders and distributor partners. They will motivate educate and train the team focusing on effective strategic business planning account penetration and the benefits of selling the full Fortinet portfolio.

Responsibilities:

• Lead and mentor a team of CAMs:Lead by example demonstrating strong character integrity and teamwork while providing coaching guidance and performance feedback to the team to ensure they meet their objectives.
• Oversee reseller partnerships:Manage partnerships in accordance with Fortinets channel programs and policies.
• Enable partners:Motivate educate and train authorized partners on Fortinets products programs technologies and selling strategies.
• Contribute to revenue targets:Meets DLB (distributed-led business) revenue growth goals for the region.
• Develop business plans:Build business plans that focus on increasing market penetration promoting the full Fortinet portfolio and align with both Fortinet and our partners objectives.
• Drive Fortinets position in the market:Promote the companys standing as a leader in cybersecurity through the partner community.
• Manage partner relationships:Build strategic relationships with partner executives and key stakeholders to grow mindshare and revenue.
• Track and measure success: Generate detailed clear and accurate forecasts data analysis and KPI reporting.
• Collaborate:Work cross-functionally with Fortinets field sales leadership engineering team and authorized distributors to align efforts and drive growth.
• Ability to travel up to 50%.

Required Skills

• People management experience:2 years of experience managing mentoring and retaining a high-performing channel sales team.
• Track record of success: History of achieving sales targets and driving revenue growth through channel partners.
• Strategic business planning:Expertise in creating and executing business plans focused on market penetration and meeting revenue targets.
• Communication and interpersonal skills:The ability to communicate clearly and build strong relationships with partners team members and internal stakeholders is essential.
• Industry knowledge:A deep understanding of the cybersecurity market and Fortinets product portfolio is required for motivating and training partners.
• Adaptability and problem-solving:The manager must be able to adapt to a fast-paced environment and resolve conflicts that arise in the partner channel.
• Channel knowledge: Experience working in a two-tier distribution channel sales partner model.
• Deep knowledge of Microsoft Office suite of tools (particularly MS Excel).
• Knowledge of and Tableau (preferred).
• Masters degree in business administration marketing or related field (preferred).

Fortinet offers employees a variety of benefits including medical dental vision life and disability insurance 401(k) 11paid holidays vacation time and sick time as well as a comprehensive leave program.

Wage ranges are based on various factors including the labor market job type and job level. On target earnings for this position is expected to be $180000 - $280000 per salary offers will be determined by factors such as the candidates subject knowledge skill level qualifications experience and geographic location.

All roles are eligible to participate in the Fortinet equity program and this position is also eligible for commissions based on the terms of the Sales Compensation Plan