Remote Channel Account Manager - Cybersecurity Growth (AU)

Fortinet, Inc.; Sydney; Remote; AUD 110,000 - 150,000; Full time

Job summary

Fortinet is seeking a Channel Account Manager in Australia (Sydney) to lead partner relationships, drive revenue growth, and deliver secure networking solutions. You will forecast sales, coordinate cross-functional resources, and build executive-level partnerships across key accounts in the Australian market.

The role emphasizes strategic planning, partner enablement, and ongoing collaboration with sales and technical teams to ensure customer success and long-term profitability for Fortinet’s

Qualifications

• 7+ years channel sales and territory management ideally in networking or security sectors.
• Excellent written and verbal communication skills and able to speak English fluently.
• Experience in delivering secure networking and cybersecurity offerings within the telco industry.
• Experience with the Distribution channel model.
• Demonstrated success in sales forecasting, opportunity identification and drive to close.

Responsibilities

• Develop and execute business plans driving all aspects of the partner relationship to maximize growth opportunities.
• 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.

Skills

Channel sales

Territory management

Sales forecasting

Partner enablement

Executive relationships

English fluency

Tools

Salesforce

Job description

Fortinet is seeking a Channel Account Manager in Australia (Sydney) to lead partner relationships, drive revenue growth, and deliver secure networking solutions. You will forecast sales, coordinate cross-functional resources, and build executive-level partnerships across key accounts in the Australian market.

The role emphasizes strategic planning, partner enablement, and ongoing collaboration with sales and technical teams to ensure customer success and long-term profitability for Fortinet’s