Channel Account Manager

Fortinet; Melbourne; On-site; AUD 120,000 - 160,000; Full time

Job summary

Fortinet seeks a Channel Account Manager for Sydney/Melbourne to drive partner-led revenue and manage major accounts. You will own partner relationships, coach and enable partners, and ensure accurate forecasting while coordinating with cross-functional teams to deliver Fortinet's cybersecurity solutions.

The role demands 7+ years in channel sales within networking or security, strong communication, and a proven quota-hitting track record.

Qualifications

• 7+ years channel sales and territory management in networking or security sectors.
• Experience building business and marketing plans with partners.
• Experience delivering secure networking and cyber security offerings within the telco industry.
• Experience with the Distribution channel model.
• Proven ability in sales forecasting, opportunity identification and closing deals.
• Excellent written and verbal communication; fluent in English.
• Strong presentation skills with ability to influence executives.
• Thrives in a fast-paced, ever-changing environment.
• Proactive self-starter who collaborates effectively within a team.

Responsibilities

• Develop, activate and scale Fortinet’s position through the partner community across Australia.
• Drive revenue generation initiatives and maintain strategic ownership of large client accounts.
• Coach, train and educate partners to enable sales success and product adoption.
• Forecast sales accurately and update CRM systems like Salesforce.
• Meet and exceed sales quotas and revenue goals.
• Establish executive relationships with partner account leaders and drive joint business plans.
• Coordinate with support, services and management to meet partner objectives.
• Manage channel conflicts and adhere to Fortinet’s channel program guidelines.
• Own and manage C-suite relationships for partner engagement and execution quality.

Skills

Channel sales

Partner plans

Cyber security

Distribution channel

Forecasting

English

Presentation

Adaptability

Team player

Job description

Channel Account Manager - Sydney/Melbourne

Location: SYDNEY, NSW, Australia

Location: Australia (Sydney, Melbourne)

Join Fortinet, a cybersecurity pioneer with over two decades of excellence, as we continue to shape the future of cybersecurity and redefine the intersection of networking and security. At Fortinet, our mission is to safeguard people, devices, and data everywhere. We are currently seeking a dynamic Channel Account Manager to contribute to the success of our rapidly growing business.

The Channel Account Manager (CAM) is responsible for developing, activating and scaling Fortinet’s position as the worldwide leader in Cyber Security, through the partner community across Australia. This role focuses on driving revenue generation initiatives and maintaining overall strategic ownership of large client accounts. Our CAMs work closely with partners to enable sales success through coaching, training and product education while delivering on sales, enablement and partner growth objectives.

As a ChannelAccount Manager, you will:

• Develop and execute business plans driving all aspects of the partner relationship to maximize growth opportunities and ensuring the partner is well-positioned to deliver successful customer implementations and recommendations
• 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
• Create services based on our emerging and established technologies increasing revenue growth
• Establish productive, professional relationships with key personnel in assigned partner accounts
• Build a plan for revenue, 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 met partner performance objectives and partner’s expectations
• Manages potential channel conflict by fostering excellent communication internally and externally and through strict adherence to Fortinet’s channel program guidelines
• Own and manage C-suite relationships, including but not limited to partner engagement, enablement adoption and execution quality
• Develop and execute joint business plans and ensure alignment to plan. This includes leading regular business reviews covering performance, pipeline, enablement and execution.
• Act as trusted advisor aligned with ecosystem partners to drive customer profitability, productivity and efficiency
• Ensure partner engagement is accurately reflected in opportunity execution and forecasting

We Are Looking For:

An insightful and influential collaborator to join our team. We encourage you to apply for this position if you have the following qualities:

• 7+ years channel sales and territory management ideally in networking or security sectors
• Demonstrated success in building business and marketing plans with partners
• Experience in delivering secure networking and cyber security offerings within the telco industry
• Experience with the Distribution channel model
• Demonstrated success in sales forecasting, opportunity identification and drive to close
• Excellent written and verbal communication skills and able to speak English fluently
• Excellent presentation skills
• You enjoy and thrive working in a fast-paced, ever-changing environment
• Proactive self-starter who enjoys working in a collaborative team environment

Why Join Us:

At Fortinet, we embrace diversity and inclusivity.

We encourage applications from diverse backgrounds and identities.

• Explore our welcoming work environment designed for a rewarding career journey with an attractive Total Rewards package to support you with your overall health and financial well-being.

Join us in bringing solutions that make a meaningful and lasting impact to our 660,000+ customers around the globe.

We will only notify shortlisted candidates.

Fortinet will not entertain any unsolicited resumes, please refrain from sending them to any Fortinet employees or Fortinet email aliases. Should any Agency submit any resumes to Fortinet, these resumes if considered, will be assumed to have been given by the Agency free of any related fees/charges.

Fortinet vision is to deliver broad, truly integrated, high-performance security across all IT infrastructure. We provide top-rated network and content security, as well as secure access products that share intelligence and work together to form a cooperative fabric. Our unique Security Fabric combines Security Processors, an intuitive operating system, and applied threat intelligence to give you proven security, exceptional performance, and better visibility and control--while providing easier administration.