Channel Account Manager

Fortinet, Inc.; Bengaluru; Sur place; INR 1 800 000 - 2 400 000; Plein temps

Résumé du poste

Fortinet, Inc. in Bengaluru seeks a seasoned Channel Account Manager to grow and manage the enterprise partner network in South India. You will drive revenue growth, nurture reseller relationships, and ensure alignment with Fortinet's channel programs.

You will educate partners on Fortinet solutions, coordinate with sales, marketing, and support teams, and lead quarterly business reviews to set mutual objectives and milestones. A 10+ year track record in IT networking/security is preferred.

Qualifications

• Experience of 10+ years in IT networking/security vendor.
• Proven track record in strategic partner relationships.
• Channel sales and territory management experience.
• Experience building business and marketing plans with partners.
• Excellent written and verbal communication and presentation skills.
• Thrives in a fast-paced, ever-changing environment.

Responsabilités

• Establish productive relationships with key personnel in assigned enterprise reseller accounts.
• Build a plan for partner enablement and training in territory for key partners.
• Coordinate involvement of company personnel to meet partner performance objectives.
• Develop and manage relationships with executives and decision makers within channel partners.
• Meet and exceed sales quotas for the assigned enterprise partners.
• Plan marketing activities with partners and internal marketing team.
• Support the lead generation program via Deal Registration.
• Partner communication on initiatives such as rewards, pricelist and support updates.
• Lead quarterly business reviews to set mutual objectives and milestones.
• Manage channel conflict by adhering to Fortinet’s channel program guidelines.
• Drive sales of new technology adoption in channel partners.

Connaissances

Channel sales

Territory management

Partnership management

Communication skills

Presentation skills

Train partners

Deal registration

CRM systems

Outils

Salesforce

Description du poste

• Job Schedule Full time

Job Description

The Channel Account Manager (CAM) will build the partner community within the assigned territory and channel segment. Must be a key contributor to the revenue growth of the region and manage the company growth targets. Accountable for managing all reseller partnerships for Enterprise Partners in South Indiawithin the guidelines of Fortinet’s channel programs within the geographic territory, spearheading new business development with assigned channel partners. Will motivate, educate and train the partners about the Company’s products and solutions. The CAM will be responsible for achieving for the quota related to the partner base assigned to him.

Job Responsibilities

• Establish productive, professional relationships with key personnel in assigned enterprise reseller accounts.
• Build a plan for 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.

Develop and manage relationships with key executives, decision makers, and influencers within assigned Channel Partners.

• Meet and exceed sales quotas for the assigned set of enterprise partners.
• Plan marketing activities along with the partners and internally with marketing team.
• Support the lead generation program via Deal Registration process.
• Partner communication related to various initiatives such as partner reward programs, pricelist updates, support program updates and any other specific initiatives.
• Proactively engage with partners for a joint quarterly business review that develops mutual performance objectives, critical milestones (e.g. training certification)
• Manages potential channel conflict by fostering excellent communication internally and externally and through strict adherence to Fortinet’s channel program guidelines
• Drives sales of new technology adoption in assigned Channel Partners.

Job Experience Required

• Experience of more than 10 years with a reputed IT networking/security/software vendor.
• Proven track record in managing strategic partner relationships and driving business growth.
• Channel sales and territory management in networking or security sectors
• Experience building business and marketing plans with partners
• Excellent written and verbal communication skills.
• Excellent presentation skills
• Candidate must thrive in a fast-paced, ever-changing environment