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Channel Sales Account Manager - BT

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Fortinet

1mo ago

  • Job
    Full-time
    Mid Level
  • Sales & Business Development
    IT & Cybersecurity
  • London

AI generated summary

  • You need 3+ years in channel sales, experience with partners, distribution models, sales forecasting, and strong communication skills. Thrive in a fast-paced environment and be a competitive team player.
  • You will build relationships with key partners, enable training, forecast sales, meet quotas, manage channel conflicts, drive technology adoption, and recruit new partners.

Requirements

  • 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

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

FAQs

What is the primary responsibility of the Channel Account Manager?

The primary responsibility of the Channel Account Manager is to build and promote the company's position as a leader in Unified Threat Management through the partner community, managing reseller partnerships and driving revenue growth in the assigned territory.

What experience is required for this position?

The position requires 3+ years of channel sales and territory management experience in the networking or security sectors.

What are the main tasks involved in the job?

Main tasks include establishing relationships with key personnel in partner accounts, building partner enablement plans, managing sales forecasting, exceeding sales quotas, and proactively recruiting new partners.

Are there any specific skills required for the role?

Yes, excellent written and verbal communication skills, presentation skills, the ability to thrive in a fast-paced environment, and being a competitive self-starter are essential for this role.

Do I need to have previous experience with the Distribution channel model?

Yes, experience with the Distribution channel model is required for this position.

Is there a requirement for sales forecasting experience?

Yes, experience in sales forecasting, opportunity identification, and the ability to drive to close are required qualifications for the role.

What types of partner accounts will the CAM manage?

The Channel Account Manager will manage reseller partnerships at the Bronze and Silver levels within the guidelines of Fortinet's channel programs.

How does the role deal with channel conflict?

The role involves managing potential channel conflict by fostering excellent communication internally and externally and adhering strictly to Fortinet’s channel program guidelines.

What is the expected sales environment for this position?

The CAM is expected to work in a high volume low-end and mid-market sector.

Will the Channel Account Manager be responsible for training partners?

Yes, the Channel Account Manager will motivate, educate, and train partners on the company’s products and technologies.

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Fortinet

Our mission is to secure people, devices, and data everywhere.

Technology
Industry
10,001+
Employees
2000
Founded Year

Mission & Purpose

Fortinet is a cybersecurity company that provides network security solutions to businesses, organisations, and governments worldwide. Their core focus is on delivering comprehensive and integrated security solutions to protect against various cyber threats, such as malware, ransomware, data breaches, and other advanced cyberattacks. Fortinet offers a wide range of products and services, including firewalls, intrusion prevention systems, secure access solutions, cloud security, and more, to safeguard their clients' networks and data. Their ultimate mission is to provide robust and proactive cybersecurity measures to help their customers defend against evolving threats and ensure the resilience of their digital infrastructure. Fortinet's purpose is to secure the digital world, offering cutting-edge technologies and expertise to support their clients in achieving a secure and reliable digital environment, fostering trust, and enabling businesses to operate securely in the ever-changing cyber landscape.

Benefits

  • Competitive salary and incentive compensation, stock awards, health and welfare benefits.

  • A 401(k) savings plan with a company match.

  • Paid time off and wellness programs.

  • We recognize outstanding performers as “FortiChamps” with cash and stock awards.