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Channel Sales Account Manager - BT Account

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Fortinet

21d 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 and distribution, strong sales skills, excellent communication, and the ability to thrive in a fast-paced environment.
  • You will build relationships with key partners, manage enablement plans, forecast sales, exceed quotas, resolve 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 role of the Channel Sales Account Manager?

The primary role of the Channel Sales Account Manager is to build and promote the company’s position as a leader in Unified Threat Management through the partner community, manage reseller partnerships, and drive revenue growth in the assigned territory.

What experience is required for this position?

A minimum of 3 years of channel sales and territory management experience in the networking or security sectors is required.

Which levels of partners will the Channel Account Manager work with?

The Channel Account Manager will manage all reseller partnerships at Bronze and Silver levels.

What skills are essential for success in this role?

Essential skills include excellent written and verbal communication, strong presentation abilities, and the ability to thrive in a fast-paced environment. Competitiveness and being a self-starter are also important.

Will the Channel Account Manager need to forecast sales?

Yes, the Channel Account Manager will assume full responsibility for accurate sales forecasting and updating SalesForce accordingly.

Is experience with the Distribution channel model necessary?

Yes, experience with the Distribution channel model is one of the requirements for this position.

Does this role involve training partners?

Yes, the Channel Account Manager is responsible for motivating, educating, and training partners on the company's products and technologies.

Are there specific quotas that the Channel Account Manager needs to meet?

Yes, the Channel Account Manager is expected to meet and exceed sales quotas and revenue goals.

What kind of environment will the Channel Account Manager be working in?

The Channel Account Manager will work in a high-volume, low-end, and mid-market sector environment.

How does the company handle potential channel conflict?

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

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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.