Distribution Operations Manager

Fortinet, Inc.; Denver (CO); On-site; USD 180,000 - 280,000; Full time

Benefits offered by this job

Medical, dental, and vision insurance

401(k)

Paid holidays and vacation time

Comprehensive leave program

Equity program

Job summary

A leading cybersecurity company in Sunnyvale, California is seeking a Channel Sales Manager to lead a team, manage reseller partnerships, and drive business growth. The ideal candidate will have a master’s degree and 2+ years of people management experience, along with a track record of sales success. Responsibilities include developing business plans, enabling partners, and achieving revenue targets. This role offers a competitive salary ranging from $180,000 to $280,000 per year and various employee benefits.

Qualifications

• 2+ years of experience managing, mentoring, and retaining a high-performing channel sales team.
• History of achieving sales targets and driving revenue growth through channel partners.
• Expertise in creating and executing business plans focused on market penetration.

Responsibilities

• Lead and mentor a team of CAMs, demonstrating strong character and teamwork.
• Manage partnerships according to channel programs and policies.
• Motivate, educate, and train partners on Fortinet's products.

Skills

People management experience

Track record of success

Strategic business planning

Communication and interpersonal skills

Industry knowledge

Adaptability and problem-solving

Channel knowledge

Microsoft Office suite knowledge

Salesforce.com knowledge

Tableau knowledge

Education

Master’s degree in business administration, marketing or related field

Tools

Salesforce.com

Tableau

Microsoft Excel

Job description

Responsibilities

• Lead and mentor a team of CAMs: Lead by example, demonstrating strong character, integrity, and teamwork while providing coaching, guidance, and performance feedback to the team to ensure they meet their objectives.
• Oversee reseller partnerships: Manage partnerships in accordance with Fortinet's channel programs and policies.
• Enable partners: Motivate, educate, and train authorized partners on Fortinet's products, programs, technologies, and selling strategies.
• Contribute to revenue targets: Meets DLB (distributed‑led business) revenue growth goals for the region.
• Develop business plans: Build business plans that focus on increasing market penetration, promoting the full Fortinet portfolio, and align with both Fortinet and our partner’s objectives.
• Drive Fortinet's position in the market: Promote the company's standing as a leader in cybersecurity through the partner community.
• Manage partner relationships: Build strategic relationships with partner executives and key stakeholders to grow mindshare and revenue.
• Track and measure success: Generate detailed, clear, and accurate forecasts, data analysis, and KPI reporting.
• Collaborate: Work cross‑functionally with Fortinet's field sales leadership, engineering team, and authorized distributors to align efforts and drive growth.
• Ability to travel up to 50%.

Required Skills

• People management experience: 2+ years of experience managing, mentoring, and retaining a high‑performing channel sales team.
• Track record of success: History of achieving sales targets and driving revenue growth through channel partners.
• Strategic business planning: Expertise in creating and executing business plans focused on market penetration and meeting revenue targets.
• Communication and interpersonal skills: The ability to communicate clearly and build strong relationships with partners, team members, and internal stakeholders is essential.
• Industry knowledge: A deep understanding of the cybersecurity market and Fortinet's product portfolio is required for motivating and training partners.
• Adaptability and problem‑solving: The manager must be able to adapt to a fast‑paced environment and resolve conflicts that arise in the partner channel.
• Channel knowledge: Experience working in a two‑tier distribution channel sales partner model.
• Deep knowledge of Microsoft Office suite of tools (particularly MS Excel).
• Knowledge of Salesforce.com and Tableau (preferred).
• Master’s degree in business administration, marketing or related field (preferred).

Fortinet offers employees a variety of benefits, including medical, dental, vision, life and disability insurance, 401(k), 11 paid holidays, vacation time, and sick time as well as a comprehensive leave program.

Wage ranges are based on various factors including the labor market, job type, and job level. On target earnings for this position is expected to be $180,000 - $280,000 per year. Exact salary offers will be determined by factors such as the candidate's subject knowledge, skill level, qualifications, experience, and geographic location.

All roles are eligible to participate in the Fortinet equity program, and this position is also eligible for commissions based on the terms of the Sales Compensation Plan.