Channel Sales Acct Manager - IS

The Fortinet Channel team are experienced and driven professionals, who enjoy building relationships, connections and nurturing partnerships to solve the world’s most complex cybersecurity concerns.

Your goals:

• Build Strategic Alliances: Utilize your relationship-building skills to establish, expand, and maintain a robust network of profitable relationships and alliances with a variety of distributors, integrators, re-sellers, and consulting houses.
• Drive GTM Strategy - Build, execute, and maintain long-term Go-To-Market (GTM) and joint business plans with strategic partners to drive sustained growth
• Achieve Revenue Targets: Successfully achieve and exceed partner sales targets and strategic business objectives.
• Maximize Coverage & Awareness: Maximize Fortinet opportunity coverage and brand awareness among the channel community.

Job Responsibilities

• Strategic Joint Business Planning: Co-develop, execute, and continuously refine long-term Go-To-Market (GTM) and joint business plans with assigned partners, setting clear revenue targets, joint marketing initiatives, and operational milestones.
• Partner Relationship & Account Management: Establish and maintain high-level, productive relationships with executives, sales leaders, and technical teams across assigned strategic partner accounts.
• Enablement & Certification Driving: partner enablement to build technical self-sufficiency, ensuring partner sales and pre-sales engineering teams achieve required Fortinet certifications to support the GTM and business plans
• Pipeline Creation & Accurate Forecasting: Maintain end-to-end visibility of the partner deal pipeline, enforcing strict Salesforce (SFDC) hygiene, accurate sales forecasting, and active participation in key sales cycles.
• Distributor & 2-Tier Alignment: Coordinate closely with Distribution resources (sales, technical support, marketing) to maximize territory coverage
• Channel Governance & Conflict Resolution: Proactively manage territory deal registration, resolve channel rules-of-engagement conflicts transparently, and enforce strict adherence to Fortinet channel program guidelines.
• Cross-Functional Orchestration: Mobilize internal Fortinet resources—including Systems Engineers (SEs), marketing, professional services, and executive leadership—to support critical partner opportunities.

Job Experience Required

• Relevant Industry Track Record: 5+ years of direct channel sales, territory management, or partner business development experience within the cybersecurity, networking, or enterprise IT sectors.
• GTM & Business Planning: Proven capability in co-developing, executing, and tracking joint strategic Go-To-Market (GTM) business plans, marketing campaigns, and MDF (Marketing Development Funds) allocation with strategic partners.
• Quota Attainment & Sales Execution: Consistent history of meeting or exceeding regional revenue targets, with strong proficiency in sales forecasting, pipeline management (via Salesforce/SFDC), and opportunity closure.
• Executive & Interpersonal Communication: A team player, with exceptional written, verbal, and presentation skills (fluency in English required), with the ability to "read the room," negotiate, and build trusted relationships with partner executives.
• Agility & Drive: A competitive self-starter who thrives in a fast-paced, high-growth environment and can navigate complex, multi-stakeholder sales processes.

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