Strategic Channel Manager – Cybersecurity Alliances

Fortinet, Inc.; Western Australia; On-site; AUD 120,000 - 190,000; Full time

Job summary

Fortinet, a cybersecurity pioneer in Australia, seeks a Channel Account Manager in Perth to drive partner relationships and revenue growth. You will own forecasts, coordinate with partners, and execute joint business plans to deliver successful customer outcomes.

Applicants should bring 7+ years in channel sales, strong English communication, and a proven ability to lead plans, forecasts and partner enablement in a fast-paced security environment.

Qualifications

• 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.

Responsibilities

• 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

Skills

Channel sales

Territory management

Sales forecasting

Partner enablement

English fluency

Presentation skills

Collaborative teamwork

Tools

Salesforce

Job description

Fortinet, a cybersecurity pioneer in Australia, seeks a Channel Account Manager in Perth to drive partner relationships and revenue growth. You will own forecasts, coordinate with partners, and execute joint business plans to deliver successful customer outcomes.

Applicants should bring 7+ years in channel sales, strong English communication, and a proven ability to lead plans, forecasts and partner enablement in a fast-paced security environment.