Fortinet

Territory Channel Account Manager- Carolinas

Posted 24 Days Ago

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Hiring Remotely in Nashville, TN, USA

In-Office or Remote

Senior level

Security • Software • Cybersecurity

The Role

Drive regional revenue by managing and training Fortinet reseller partners, developing joint business and marketing plans (including MDF), aligning partner KPIs, and coordinating with sales, marketing, and engineering to meet quarterly and annual targets.

Summary Generated by Built In

The Territory Channel Account Manager will build and promote the Company’s position as the worldwide leader in Unified Threat Management, specifically through a defined set of partners in the territory. Must be a key contributor to the revenue growth of the region, and manage to the company growth targets. Accountable for managing the reseller partnerships within the guidelines of Fortinet’s channel programs, spearheading new business development and successfully developing alliances with key solution provider accounts. Will motivate, educate and train the partners in the Company’s products and technologies. Expand sales by building business plans including MDF strategy, account penetration strategy and profitability targets.

Responsibilities:

Manage a defined list of Fortinet partners in the region
Build revenue and non revenue business plans with these partners
Provide ongoing sales and technical trainings to these partners
Must understand the partner's business and help the partner align mutual goals and KPIs to manage their business.
Build marketing plans to drive incremental sales pipeline and revenues with development funds
Act as key channel strategist to regional sales managers within region
Partner with Fortinet marketing and engineering teams to drive revenue growth within region
Provide geographic channel coverage for the region
Carry quarterly and annual revenue targets

Required Skills

8+ years channel sales and territory management in networking or security sectors
Experience building and executing on business and marketing plans with partners
Must have experience in delivering sales trainings and experience in working in a fast pace environment with revenue responsibilities
Excellent presentation skills to executives & individual contributors
Excellent communication skills: communication is clear, concise, and convincing, whether verbal or written.
Must be able to read people and connect meaningfully with various personalities. Has the ability to "read the room" and adjust accordingly.
Candidate must be able to lead a team and direct change when necessary. The CAM can respectfully challenge the status quo and provide data when required.
Competitive, self-starter, must be proactive and have a no excuse mindset and work in a fast-paced environment
College or University degree preferred

About Us

Fortinet (NASDAQ: FTNT) secures the largest enterprise, service provider, and government organizations around the world. Fortinet empowers its customers with intelligent, seamless protection across the expanding attack surface and the power to take on ever-increasing performance requirements of the borderless network - today and into the future. Only the Fortinet Security Fabric architecture can deliver security without compromise to address the most critical security challenges, whether in networked, application, cloud or mobile environments. Fortinet ranks number one in the most security appliances shipped worldwide and more than 500,000 customers trust Fortinet to protect their businesses.

We are committed to providing reasonable accommodations for all qualified individuals with disabilities. If you require assistance or accommodation due to a disability, please contact us at [email protected].

Fortinet is an equal opportunity employer. We value diversity in our company, and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, age, military/veteran status or any other applicable legally protected characteristics in the location in which the candidate is applying.

Skills Required

8+ years channel sales and territory management in networking or security sectors
Experience building and executing business and marketing plans with partners
Experience delivering sales trainings and working in a fast-paced, revenue-responsible environment
Excellent presentation skills to executives and individual contributors
Excellent verbal and written communication skills
Ability to read people, connect meaningfully, and adjust communication style
Demonstrated leadership ability to lead a team and direct change
Competitive self-starter mindset, proactive with a no-excuse attitude
College or University degree

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.

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.
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.
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.