Channel Account Manager, Tier 1 DLB Partner

The Tier 1 - DLB Partner Channel Account Manager (CAM) will build and promote the Company’s position as the worldwide leader in cybersecurity through leadership and training, as a member of the channel team and through a defined set of partners in the US territory. Must be a key contributor to the team’s success and attainment of the company’s DLB revenue growth targets in the region. Accountable for managing 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. Will grow sales by building business plans that focus on account penetration, benefits of selling the full Fortinet portfolio, and strategies to attain profitability targets.

Responsibilities:

• Manage a defined list of Fortinet partners in the US region.
• Implement annual/quarterly business plans to drive incremental growth, achieve goals and exceed quarterly and annual revenue targets / quotas.
• Develop and manage relationships with key executives, decision makers, influencers at each assigned account and internally at Fortinet.
• Understand the partner's business and help the partner align mutual goals and KPIs.
• Act as a liaison between the Fortinet sales teams (Enterprise, Commercial, SLED, and SMB) and the assigned partners.
• Work with partner to recruit and identify new end customer opportunities.
• Act as key channel strategist to Tier 2 & 3 - DLB CAMs and inside sales reps (ISRs).
• Provide ongoing sales and technical trainings to assigned partners to increase assigned account knowledge relative to Fortinet product, support, services, resources and competitive differentiators.
• Generate detailed, clear, and accurate forecasts, data analysis, and reporting as required.
• Ability to travel up to 50%

Required Skills

• 3+ years channel sales and/or territory management in cybersecurity or networking sectors.
• Experience building and executing on business plans with partners.
• Experience in delivering sales trainings and experience in working in a fast-paced environment with revenue responsibilities.
• Be a proactive self-starter, problem-solver, competitor, and hold themselves and others accountable to company standards.
• Excellent presentation skills to executives & individual contributors
• Excellent communication skills: communication must be clear, concise, and convincing, whether verbal or written.
• Be able to read and understand all sorts of people and connect meaningfully with various personalities. Have the ability to adjust accordingly to various interpersonal situations.
• Be able to lead and support change when necessary. The CAM can respectfully challenge the status quo and provide data when required.
• Knowledge of Salesforce.com and Tableau (preferred).
• BS/BA 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), 11 paid 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 $134,000 - $220,000 per year. Exact salary offers will be determined by factors such as the candidate's 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