Fortinet

Channel Sales Account Manager

Posted Yesterday

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London, Greater London, England, GBR

In-Office

Mid level

Security • Software • Cybersecurity

The Role

Manages reseller and distribution partners within an assigned territory to drive sales, revenue growth, partner recruitment, and technology adoption. Responsibilities include developing partner relationships, creating enablement and training plans, coordinating internal resources, forecasting sales in Salesforce, meeting quotas, managing channel conflict, and leading joint business planning. Requires channel sales experience in networking or security, partner marketing planning, distribution-channel knowledge, and strong communication and presentation skills.

Summary Generated by Built In

Channel Account Manager

The Channel Account Manager (CAM) will build and promote the company’s position as the worldwide leader in Unified Threat Management, specifically through the partner community within the assigned territory. Must be a key contributor to the revenue growth of the region, and manage to the company growth targets. Accountable for managing all reseller partnerships at Bronze and Silver levels 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 in the Company’s products and technologies. The CAM is responsible for achieving sales, revenue and partner recruitment objectives.

Job Responsibilities

Establish productive, professional relationships with key personnel in assigned Silver and Gold level partner 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
Assume full responsibility for accurate sales forecasting by demonstrating an in-depth knowledge of sales cycle and update SalesForce accordingly
Meet and exceed sales quotas and revenue goals
Proactively leads a joint partner planning process that develops mutual performance objectives, critical milestones (e.g. training certification) in conjunction with Distribution resources (sales, support, etc)
Ability to work in a high volume low-end and mid-market sector
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 territory
Proactively recruits new qualifying partners

Job Experience Required

3+ years channel sales and territory management in networking or security sectors
Experience building business and marketing plans with partners
Experience with the Distribution channel model
Experience in sales forecasting, opportunity identification and drive to close
Excellent written and verbal communication skills and able to speak English fluently
Excellent presentation skills
Candidate must thrive in a fast-paced, ever-changing environment
Competitive, self-starter, team player

Skills Required

3+ years of channel sales and territory management experience in networking or security sectors
Experience building business and marketing plans with partners
Experience with the distribution channel model
Experience in sales forecasting, opportunity identification, and driving opportunities to close
Excellent written and verbal communication skills
Fluent English proficiency
Excellent presentation skills
Ability to thrive in a fast-paced, 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 in the form of stock awards and RSUs is highlighted as a meaningful part of total compensation and one of the package’s strongest advantages. Recognition programs may include stock, further emphasizing equity’s role in rewards.
Strong & Reliable Incentives — Performance bonuses and incentives are presented as key components of total rewards, with some roles achieving strong total compensation through these elements. Incentive opportunities are described as a major strength when included in an offer.
Retirement Support — A 401(k) plan, often with matching contributions, and broader retirement and savings programs contribute to solid financial security. These elements are positioned as competitive features of the package.