Channel Account Manager - OT

TN United Kingdom; United Kingdom; On-site; GBP 45,000 - 80,000; Full time

Job summary

An established industry player is seeking a dynamic Channel Account Manager to enhance partnerships within the OT sector. This role involves building strong relationships with partners, driving sales, and managing channel conflicts while leveraging the company's leading position in cyber security. The ideal candidate will thrive in a fast-paced environment, possess excellent communication skills, and have a proven track record in channel sales and territory management. Join a forward-thinking company and make a significant impact in the rapidly evolving landscape of operational technology.

Qualifications

• 3+ years of experience in channel sales and territory management.
• Strong knowledge of networking and security sectors.

Responsibilities

• Establish relationships with key personnel in partner accounts.
• Drive sales of new technology adoption in the assigned territory.

Skills

Channel Sales

Territory Management

Networking

Cyber Security

Sales Forecasting

Communication Skills

Presentation Skills

Education

Bachelor's Degree in Business or Related Field

Tools

Salesforce

Job description

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Channel Account Manager - OT, United Kingdom

Client: Fortinet

Location: United Kingdom

Job Category: -

EU work permit required: Yes

Job Reference: 5c685a012685

Job Views: 5

Posted: 05.05.2025

Expiry Date: 19.06.2025

Job Description:

Comprehensive Security for OT Environments

Cybercriminals are increasingly targeting cyber-physical systems in the manufacturing and utilities industries, leading to production losses and business interruptions. The Fortinet OT Security Platform provides a comprehensive system designed to protect OT environments. It includes:

• Secure networking solutions
• Zero trust, and SecOps solutions
• Dedicated threat intelligence
• Technology Alliance Ecosystem

All of these solutions are fully integrated to enable vendor consolidation and centralized management, simplifying operations and enhancing network security while reducing the total cost of ownership.

The OT Channel Account Manager (CAM) will be responsible for forging new and existing partnerships within the Industry Control Vendor (ICV) community, leveraging the value Fortinet delivers in this market and the company’s position as the worldwide leader in Cyber Security.

Job Responsibilities

• Establish productive, professional relationships with key personnel in assigned new and existing partner accounts
• Build a plan for partner enablement and training in the assigned territory for key partners
• Coordinate the involvement of company personnel, including support, service, and management resources to meet partner performance objectives and expectations
• Assume full responsibility for accurate sales forecasting by demonstrating an in-depth knowledge of the sales cycle and update Salesforce accordingly
• Meet and exceed sales quotas and revenue goals
• Proactively lead a joint partner planning process that develops mutual performance objectives and critical milestones (e.g., training certification) in conjunction with distribution resources (sales, support, etc.)
• Manage potential channel conflict by fostering excellent communication internally and externally and through strict adherence to Fortinet’s channel program guidelines
• Drive sales of new technology adoption in the assigned territory
• Proactively recruit new qualifying partners

Job Experience Required

• 3+ years of channel sales and territory management in networking or security sectors
• Experience building business and marketing plans with partners
• Experience working in the OT sector
• Experience working with the ICVs
• Experience in sales forecasting, opportunity identification, and a drive to close
• Excellent written and verbal communication skills and fluency in English
• Excellent presentation skills
• The ability to thrive in a fast-paced, ever-changing environment
• Competitive, self-starter, team player
• Ability to develop and adapt messaging and apply it to business outcomes and deliverables, specifically in the OT/ICV environment