The Channel Account Manager (CAM) will build and promote the company’s position as the worldwide leader in Cyber security, 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 Advanced and Expert 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 Advanced and Expert 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 to meet partner performance objectives and partner’s expectations
- Meet and exceed sales quotas and other assigned KPI’s
- Educate and train the assigned partners to be able to promote the Fortinet solutions within the region
- Proactively leads the Business Planning process with the assigned resellers
- 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
- 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
- knowledge of the Romanian, Bulgarian and Republic of Moldova market would be an advantage.
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Skills 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
- Excellent written and verbal communication skills; fluent English
- Excellent presentation skills
- Ability to thrive in a fast-paced, ever-changing environment
- Competitive, self-starter, team player
- Knowledge of the Romanian, Bulgarian and Republic of Moldova markets
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.
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Affordable Benefits — Medical coverage includes a no-premium HDHP option with HSA funding alongside PPO/HMO choices, reducing employee costs at enrollment. Eligibility starts on the date of hire and includes company-paid life and disability coverage.
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Wellbeing & Lifestyle Benefits — Mental-health access through Modern Health and an EAP offers therapy, coaching, and counseling resources. Lifestyle extras such as legal assistance, commuter benefits, pet-insurance discounts, and subsidized meals and snacks enhance everyday support.
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Strong & Reliable Incentives — Compensation packages include annual bonuses, sales commissions, and stock awards. Earnings potential can be strong in sales when quotas are realistic and attainment is high.
Fortinet Insights
What We Do
Fortinet develops and sells cybersecurity solutions.
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