Distribution Sales Account Manager

Fortinet, Inc.; Dublin; On-site; EUR 70,000 - 90,000; Full time

Job summary

A leading company in the cybersecurity industry is seeking a Channel Manager to oversee relationships with Distribution partners. The role involves implementing business plans, managing forecasts, and collaborating with sales teams to drive growth. The ideal candidate will have extensive experience in Distribution and Channel management, strong communication skills, and the ability to work cross-functionally.

Qualifications

• 5+ years of successful Distribution & Channel experience.
• Proven track record in managing key Distribution Channel relationships.

Responsibilities

• Implement annual Business & Marketing plans to drive growth.
• Conduct quarterly business reviews with Distribution partners.
• Manage inventory levels and advise on product forecasts.

Skills

Collaboration

Problem Solving

Presentation

Communication

Education

Bachelor's degree

Job description

In this key role, you will oversee all aspects of Fortinet’s relationship with our Distribution partners, including managing all Channel Business transacting via our Distribution channels and enabling/supporting our Distributors to drive SMB sector growth. You will develop and manage relationships with executive and business leaders, co-create, implement, and execute annual Business and Marketing plans to drive business across all Fortinet Sales Business Units and Solutions. You will coordinate with internal groups (Finance, Shipping & Receiving, AP, Legal, Sales, Engineering, etc.), manage Distribution Purchase Orders, Inventory planning, and Forecasting. You will serve as the lead contact to initiate, assist, and support activities related to all Channel Segments – Channel sales, Service Provider, Large Enterprise, Enterprise, and SMB Sales teams.

Responsibilities:

• Implement annual Business & Marketing plans, monitor and measure quarterly progress to drive growth, achieve goals, and exceed quotas.
• Conduct quarterly business reviews on key metrics, KPIs, and lead indicators with your Distribution partners, involving all stakeholders (internal and external).
• Manage, maintain, and report weekly on your Distribution partners' forecasts and key deal insights.
• Serve as the primary contact responsible for daily business operations between your Distribution partners and Fortinet.
• Collaborate with all Fortinet Sales teams (Channel, Service Provider, Large Enterprise, Enterprise, and SMB) to manage pipeline opportunities, recruit, and identify new partners and opportunities through your Distribution channels.
• Develop and manage relationships with key executives, decision-makers, and influencers at your Distribution partners.
• Manage inventory levels and advise on product forecasts for your Distribution partners.
• Travel and support your Distribution partners at channel events.

Required Skills:

• 5+ years of successful Distribution & Channel experience.
• Proven track record in managing key Distribution Channel relationships.
• Strong cross-functional collaboration and problem-solving skills.
• Excellent presentation skills for executives and individual contributors.
• Excellent written and verbal communication skills.
• A self-motivated, independent thinker who excels at multitasking.

Education:

• Bachelor's degree or equivalent experience in networking and/or cybersecurity industry.