Channel Account Manager - Sydney/Melbourne

Perception Point; Melbourne; Remote; AUD 120,000 - 180,000; Full time

Job summary

Fortinet in Australia is seeking a dynamic Channel Account Manager to drive revenue and grow the partner ecosystem across Australia. You will own key partner relationships, execute joint business plans, and collaborate with sales and technical teams to deliver customer value.

The role requires 7+ years in channel sales, strong forecasting, field leadership and fluency in English. You will develop plans, manage forecasts in Salesforce, and secure executive relationships with major partners to

Qualifications

• 7+ years channel sales and territory management in networking or security.
• Demonstrated success in building business and marketing plans with partners.
• Experience in delivering secure networking and cyber security offerings.
• Experience with distribution channel model.
• Forecasting, identifying opportunities and closing deals.
• Excellent written and verbal communication in English.
• Strong presentation and collaboration skills.
• Thrives in a fast-paced, changing environment.

Responsibilities

• Develop and execute business plans to maximize partner growth.
• Maintain accurate sales forecasting and update Salesforce.
• Meet and exceed sales quotas and revenue goals.
• Create services tied to Fortinet technologies to drive revenue.
• Build relationships with key partner personnel and execs.
• Plan revenue, enablement, and training for partners.
• Coordinate resources to meet partner objectives and expectations.
• Manage channel conflicts per Fortinet guidelines.
• Own executive relationships and ensure quality execution.
• Lead regular business reviews covering performance, pipeline and enablement.
• Act as trusted advisor to drive profitability and efficiency.

Skills

Channel sales

Territory management

Sales forecasting

Executive relationship mgmt

Partner enablement

English fluency

Presentation skills

Collaborative team player

Proactive self-starter

Salesforce

Tools

Salesforce

Job description

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 Channel Account 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 meet 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.

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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.