Channel Account Manager

Job Responsibilities

• Establish productive, professional relationships with key personnel in assigned enterprise reseller 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.
• Develop and manage relationships with key executives, decision makers, and influencers within assigned Channel Partners.
• Meet and exceed sales quotas for the assigned set of enterprise partners.
• Plan marketing activities along with the partners and internally with marketing team.
• Support the lead generation program via Deal Registration process.
• Partner communication related to various initiatives such as partner reward programs, pricelist updates, support program updates and any other specific initiatives.
• Proactively engage with partners for a joint quarterly business review that develops mutual performance objectives, critical milestones (e.g. training certification)
• 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 Channel Partners.
• Job Experience Required
• Experience of more than 10 years with a reputed IT networking/security/software vendor.
• Proven track record in managing strategic partner relationships and driving business growth.
• Channel sales and territory management in networking or security sectors
• Experience building business and marketing plans with partners
• Excellent written and verbal communication skills.
• Excellent presentation skills
• Candidate must thrive in a fast-paced, ever-changing environment
• Competitive, self-starter, team player