Territory Channel Account Manager

The Territory Channel Account Manager will build and promote the Company’s position as the worldwide leader in Unified Threat Management, specifically through a defined set of partners in the territory.  Must be a key contributor to the revenue growth of the region, and manage to the company growth targets.  Accountable for managing the 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.  Expand sales by building business plans including MDF strategy, account penetration strategy and profitability targets.  

 

Responsibilities:

• Manage a defined list of Fortinet partners in the region
• Build revenue and non revenue business plans with these partners
• Provide ongoing sales and technical trainings to these partners
• Must understand 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 development funds
• Act as key channel strategist to regional sales managers within region
• Partner with Fortinet marketing and engineering teams to drive revenue growth within region
• Provide geographic channel coverage for the region
• Carry quarterly and annual revenue targets

Required Skills 

• 8+ years channel sales and territory management in networking or security sectors 
• Experience building and executing on business and marketing plans with partners   
• 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