Senior Manager - Channel Account Management (SMB)
The Senior Manager - Channel Account Management (SMB) (CAM-Manager-SMB) will build and promote the company’s position as the worldwide leader in Unified Threat Management, specifically through the partner community (primarily Advocate and Select partners). within the assigned territory. The person will manage a team of regional Channel Account Manager who will manage partners in the respective assigned territories. Accountable for managing all reseller partnerships as assigned by organization, 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-Manager-SMB is responsible for achieving sales, revenue, Deal Registration and partner recruitment/reactivation objectives from the assigned set of partners.
Job Responsibilities
- Establish productive, professional relationships with key personnel in assigned partners which are largely (Advocate and Select partners).
- Identify potential partners to be upgraded to Advanced/Expert level as per Fortinet’s Partner Program.
- Maintain high touch with partners who are already upgraded and contributing large part of SMB business.
- Conduct Quarterly/Half-yearly/Annual Business Plan activities and meetings with top resellers within the assigned partner base.
- Promote key programs such as VIP Program (Rebate Plan for partners) and FortiReward programs.
- Communication of new products, pricelist, acquisitions, certification program, partner portal, partner tools, promotions to partners.
- 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
- Assume full responsibility for accurate sales forecasting by demonstrating an in-depth knowledge of channel sales cycle and updating Salesforce accordingly as and when required.
- Meet and exceed sales quotas and defined revenue goals
- 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
- Experience of at least 15 years.
- Preferred if the current role is a managerial position.
- 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
Skills Required
- Minimum 15 years experience
- Managerial experience (preferred)
- 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 fluent English
- Excellent presentation skills
- Ability to thrive in a fast-paced, ever-changing environment
- Competitive, self-starter, team player
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.
