Fortinet

Tier 2 DLB Partner - Channel Account Manager

Reposted 2 Months Ago

Be an Early Applicant

Dallas, TX, USA

In-Office

Junior

Security • Software • Cybersecurity

The Role

Manage and grow a defined territory of Fortinet reseller partners, focusing on training, enablement, and new partner development. Align partners with Fortinet go-to-market strategies, liaise with field sales and distributors, generate forecasts and reports, and identify customer opportunities. Travel up to 25%.

Summary Generated by Built In

Remote - Dallas

The Tier 2 - DLB Partner Channel Account Manager (CAM) will build and promote the Company’s position as the worldwide leader in cybersecurity through leadership and training, as a member of the channel team and through a defined set of partners in the US territory. Must be a key contributor to the team’s success and attainment of the company’s DLB revenue growth targets in the region. Accountable for managing reseller partnerships within the guidelines of Fortinet’s channel programs and spearheading new business development. Will motivate, educate and train the partners on how to do business with Fortinet and on the Company’s products and technologies.

Responsibilities:

Manage a defined territory and list of Fortinet partners in the US region.
Primary focus is on education and support of new or up and coming authorized Fortinet partners.
Provide training to assigned partners to increase their knowledge of Fortinet programs, product, support, services, resources and competitive differentiators.
Help identify and develop the next strategic Fortinet partners.
Understand the partner's business and help them align with Fortinet’s go to market strategies.
Act as a liaison between the Fortinet field sales teams (Enterprise, Commercial, SLED, and SMB), our distributor partners and the assigned reseller partners.
Work with partners to identify new end customer opportunities.
Generate detailed, clear, and accurate forecasts, and other reporting as required.
Ability to travel up to 25%

Required Skills

1+ years channel sales and/or territory management in cybersecurity or networking sectors.
Experience in delivering sales trainings and experience in working in a fast-paced environment with revenue responsibilities.
Be a proactive self-starter, problem-solver, competitor, and hold themselves and others accountable to company standards.
Excellent presentation skills to executives & individual contributors
Excellent communication skills: communication must be clear, concise, and convincing, whether verbal or written.
Knowledge of Microsoft Office, Salesforce.com, and Tableau (preferred).
BS/BA degree in Business Administration, Marketing or related field (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

1+ years channel sales and/or territory management in cybersecurity or networking sectors
Experience delivering sales training and working in a fast-paced environment with revenue responsibilities
Proactive self-starter, problem-solver, holds self and others accountable
Excellent presentation skills to executives and individual contributors
Excellent verbal and written communication skills
Knowledge of Microsoft Office
Knowledge of Salesforce.com
Knowledge of Tableau
BS/BA degree in Business Administration, Marketing or related field
Ability to travel up to 25%

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.