Channel Sales Account Manager GSI

Channel Sales Account Manager GSI - Nordics

The Channel Account Manager GSI is responsible for establishing the relationships with large and medium sized businesses (with the top GSIs for Nordics) on behalf of Fortinet. 

Reporting into the Director Global Alliances in Nordics, this role will be to drive incremental revenue growth and own the Nordic partner relationship with key GSI’s like: Accenture, CapGemini, Kyndryl, TechMahindra, HCL, TCS, DXC …

There will be an expectation to build and deliver against specific Nordic GSI partner plans as well as aligning with the global account team and EMEA Global Partner objectives.   Collaborating with the Nordic direct touch sales teams will also be critical to this role.

The role holder will manage the engagement and development of significant Managed and Outsourcing Service business and have an outstanding track record of selling complex solutions and services in full collaboration with the in country/territory team of Account Executives, Major Account Managers and Channel Managers. In addition, this individual will understand the GSI business and the market and will build/communicate value towards partners and customers. 

Key Role Responsibilities:

• Generate incremental revenue and growth through the assigned partners.

• Own Nordic GSI partner plans for each account, focusing on growth initiatives and areas such as marketing, enablement, executive engagement/peering, solution creation and sales execution.

• Collaborate closely with Fortinet’s global and EMEA Alliances teams. Aligning with the overall strategy and executing local initiatives.

• Maximise Fortinet’s presence, visibility and influence.

• Establish productive, professional relationships with key personnel.

• Understand each partner’s core value proposition and go to market strategy.

• Input into the development of solutions & services.

• Build repeatable and embedded propositions, where appropriate.

• Identify and drive early engagement/alignment on large projects.

• Coordinate the involvement of company personnel, including EMEA/Global Account teams, sales, SE, support, service and management resources in order to meet the GSI partner performance objectives and partner’s expectations.

• Assume full responsibility for accurate sales forecasting by demonstrating an in-depth knowledge of the sales cycle with insight into key opportunities and regular reporting

• Meet and exceed sales quotas and revenue goals.

Job Experience Required

• 10+ years channel sales and territory management in networking or security sectors.

• Experience building successful business and marketing plans.

• Experience in the GSI space, either working for a GSI or managing a GSI relationship at a partner.

• Sales forecasting, opportunity identification and drive to close.

• Excellent written and verbal communication skills and able to speak any of the Nordic languages and English fluently.

• Excellent presentation skills.

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

• Competitive, self-starter, team player.

Preferred location is Sweden.