Channel Sales Acct Manager

Channel Sales Acct Manager

In this role, you will build and promote the Company’s position as the worldwide leader in Unified Threat Management, specifically through the VAR community in the territory. You must be a key contributor to the revenue growth of the region and manage the company growth targets. Accountable for managing all 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 key Fortinet partners end users and MSSP in the region  

• Build revenue and non-revenue business plans with these partners.  

• Provide ongoing sales and technical training to these partners.  

• 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. 

• Travel to the states that are part of the assigned Territory (Between 9 to 13 trips per Quarter). 

• Management of channels registered with wholesalers and responsible for monitoring renewals 

• Development and attention to final users of the territory, such as state and municipal governments, major public and private universities and major companies in each region. 

   

Qualifications

• Excellent written and verbal communication skills for presentation to executives & individual contributors  

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

• Field sales experience on channel sales and territory management in networking or security sectors.   

• Experience building business and marketing plans with partners.   

• Must have experience in delivering sales training, and experience in working in a fast-paced environment with revenue responsibilities.