Channel Account Manager
The Channel Account Manager (CAM) will build the partner community within the assigned territory and channel segment. Must be a key contributor to the revenue growth of the region and manage the company growth targets. Accountable for managing all reseller partnerships for Enterprise Partners in South India within the guidelines of Fortinet’s channel programs within the geographic territory, spearheading new business development with assigned channel partners. Will motivate, educate and train the partners about the Company’s products and solutions. The CAM will be responsible for achieving for the quota related to the partner base assigned to him.
Job Responsibilities
- Establish productive, professional relationships with key personnel in assigned enterprise reseller accounts.
- Build a plan for partner enablement and training in assigned territory for key partners.
- Coordinates the involvement of company personnel, including support, service and management resources in order to meet partner performance objectives and partner’s expectations.
Develop and manage relationships with key executives, decision makers, and influencers within assigned Channel Partners.
- Meet and exceed sales quotas for the assigned set of enterprise partners.
- Plan marketing activities along with the partners and internally with marketing team.
- Support the lead generation program via Deal Registration process.
- Partner communication related to various initiatives such as partner reward programs, pricelist updates, support program updates and any other specific initiatives.
- Proactively engage with partners for a joint quarterly business review that develops mutual performance objectives, critical milestones (e.g. training certification)
- Manages potential channel conflict by fostering excellent communication internally and externally and through strict adherence to Fortinet’s channel program guidelines
- Drives sales of new technology adoption in assigned Channel Partners.
Job Experience Required
- Experience of more than 10 years with a reputed IT networking/security/software vendor.
- Proven track record in managing strategic partner relationships and driving business growth.
- Channel sales and territory management in networking or security sectors
- Experience building business and marketing plans with partners
- Excellent written and verbal communication skills.
- Excellent presentation skills
- Candidate must thrive in a fast-paced, ever-changing environment
- Competitive, self-starter, team player
Skills Required
- More than 10 years of experience with a reputed IT networking, security, or software vendor
- Proven track record managing strategic partner relationships and driving business growth
- Experience in channel sales and territory management within networking or security sectors
- Experience building business and marketing plans with partners
- Excellent written and verbal communication skills
- Excellent presentation skills
- Ability to thrive in a fast-paced, ever-changing environment
- Competitive, self-starter, and team-player qualities
Fortinet Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Fortinet and has not been reviewed or approved by Fortinet.
-
Equity Value & Accessibility — Equity awards for eligible roles vest quarterly over four years, with 70% vesting in the first two years and no one-year cliff. This front-loaded structure can provide meaningful near-term value and may be complemented by recognition or refresh stock awards.
-
Retirement Support — Global retirement and savings programs are offered, with plan details varying by region. This indicates structured support for long-term financial wellbeing across countries.
-
Wellbeing & Lifestyle Benefits — The package includes health and welfare coverage, paid time off, and wellness programs as part of a broader Total Rewards approach. Coverage is positioned to support health, financial wellbeing, and major life events.
Fortinet Insights
What We Do
Fortinet develops and sells cybersecurity solutions.
.jpeg)
