Job description

The Channel Account Manager will build and promote the Company’s position as the worldwide leader in Unified Threat Management with Softchoice (a World Wide Technology company). Must be a key contributor to the revenue growth of the partnership and manage to the company growth targets. Accountable for managing the relationship within the guidelines of Fortinet’s channel programs, spearheading new business development and successfully developing relationships at the highest levels at the partner. Will motivate, educate and train the partner in the Company’s products and technologies. Expand sales by building business plans including MDF strategy, account penetration strategy and profitability targets. Responsibilities: • Manage and leverage existing relationships at Softchoice across the US. • Build revenue and non revenue business plans with the partner • Provide ongoing sales and technical trainings • Must have a deep understanding of the partner's business and help the partner align mutual goals and KPIs to manage their business. • Build marketing plans to drive incremental sales pipeline and revenues with market development funds • Act as key channel strategist to regional sales managers within region • Partner with Fortinet marketing and engineering teams to drive revenue growth • Carry quarterly and annual revenue targets Required Skills • 8+ years channel sales management and experience in networking or security sectors • Experience building and executing on business and marketing plans with partner • Must have experience in delivering sales trainings and experience in working in a fast pace environment with revenue responsibilities • Excellent presentation skills to executives & individual contributors • Excellent communication skills: communication is clear, concise, and convincing, whether verbal or written. • Must be able to read people and connect meaningfully with various personalities. Has the ability to "read the room" and adjust accordingly. • Candidate must be able to lead a team and direct change when necessary. The CAM can respectfully challenge the status quo and provide data when required. • Competitive, self-starter, must be proactive and have a no excuse mindset and work in a fast-paced environment • College or University degree preferred The Channel Account Manager will build and promote the Company’s position as the worldwide leader in Unified Threat Management with Softchoice (a World Wide Technology company). Must be a key contributor to the revenue growth of the partnership and manage to the company growth targets. Accountable for managing the relationship within the guidelines of Fortinet’s channel programs, spearheading new business development and successfully developing relationships at the highest levels at the partner. Will motivate, educate and train the partner in the Company’s products and technologies. Expand sales by building business plans including MDF strategy, account penetration strategy and profitability targets.

Requirements

Must-haves

Manage and leverage existing relationships at Softchoice across the US.
Build revenue and non revenue business plans with the partner
Provide ongoing sales and technical trainings
Must have a deep understanding of the partner's business and help the partner align mutual goals and KPIs to manage their business.
Build marketing plans to drive incremental sales pipeline and revenues with market development funds
Act as key channel strategist to regional sales managers within region
Partner with Fortinet marketing and engineering teams to drive revenue growth
Carry quarterly and annual revenue targets
8+ years channel sales management and experience in networking or security sectors
Experience building and executing on business and marketing plans with partner
Must have experience in delivering sales trainings and experience in working in a fast pace environment with revenue responsibilities
Excellent presentation skills to executives & individual contributors
Excellent communication skills: communication is clear, concise, and convincing, whether verbal or written.
Must be able to read people and connect meaningfully with various personalities. Has the ability to "read the room" and adjust accordingly.
Candidate must be able to lead a team and direct change when necessary. The CAM can respectfully challenge the status quo and provide data when required.
Competitive, self-starter, must be proactive and have a no excuse mindset and work in a fast-paced environment

Nice-to-haves

College or University degree preferred

Application prep

Use the role’s language and application details while tailoring your materials.

Platform: oracle-cloud
Effort: medium