MSSP Channel Account Manager

Fortinet, Inc.; Trenton (NJ); On-site; USD 90,000 - 140,000; Full time

Benefits offered by this job

Medical insurance

Dental insurance

Vision insurance

401(k)

Paid holidays

401(k)

Job summary

A leading cybersecurity firm is looking for an MSSP Channel Account Manager to enhance its partnerships within the MSSP community. The role involves managing key partnerships, identifying new MSSP partners, and driving revenue growth. You will be responsible for training partners on company products, creating business plans, and ensuring targets are met. Candidates must possess 5+ years of channel sales experience in networking or security sectors, along with strong presentation skills. This full-time position will involve travel as needed.

Qualifications

• 5+ years of experience in networking or security sectors.
• Proven ability to build business and marketing plans with partners.
• Must have experience in delivering sales training.
• Experience delivering sales trainings and working in a fast-paced environment with revenue responsibilities.
• Excellent presentation skills to executives & individual contributors.
• Excellent written and verbal communication skills.
• Candidate must thrive in a fast-paced, ever-changing environment.
• Competitive, self-starter, hunter-type mentality.
• College or University degree required.

Responsibilities

• Manage key Fortinet partners and target partners in the Northeast region.
• Identify and recruit new qualifying MSSP partners.
• Provide ongoing sales and technical training to partners.
• Act as key channel strategist for sales managers.
• Deliver quarterly and annual revenue targets.
• Build marketing plans to drive incremental sales pipeline and revenues with development funds.
• Act as key channel strategist to all sales managers within Fortinet.
• Partner with Fortinet marketing and engineering teams to drive revenue growth.
• Guide MSSP partners through the MSSP Offer Development program.
• Pursue new service enablement of Fortinet products within the partner’s service offering.
• Deliver quarterly and annual revenue targets.

Skills

Channel sales experience

Business development

Territory management

Excellent presentation skills

Verbal communication skills

Written communication

Verbal communication

Adaptability

Hunter mentality

Travel readiness

Education

College or University degree

Job description

The Emerging MSSP Channel Account Manager will build and promote the Company’s position as the worldwide leader in Unified Threat Management, specifically through the MSSP community. Must be a key contributor to the revenue growth of the partner and Fortinet’s growth targets. Accountable for managing MSSP partnerships within the guidelines of Fortinet’s channel programs, spearheading new business development and enabling your partners to build new Fortinet solutions within their portfolio. Will motivate, educate and train the partners in the Company’s products and technologies. Drive partner solution adoption, partner engagement and certifications. Expand sales with by building business plans including MDF strategy, account penetration strategy and profitability targets.

Responsibilities:

• Manage key Fortinet partners and end users in the assigned list of target partners.
• Identify new qualifying MSSP partners in the Northeast region and recruit them into the MSSP Program.
• Establish new MSSP relationships and develop emerging existing MSSP partners.
• Build revenue and non-revenue business plans with these partners.
• Provide ongoing sales and technical trainings to these partners.
• Build marketing plans to drive incremental sales pipeline and revenues with development funds.
• Act as key channel strategist to all sales managers within Fortinet.
• Partner with Fortinet marketing and engineering teams to drive revenue growth.
• Guide MSSP partners through the MSSP Offer Development program.
• Pursue new service enablement of Fortinet products within the partner’s service offering.
• Deliver quarterly and annual revenue targets.

Required Skills

• 5+ years channel sales, business development and territory management in networking or security sectors.
• Experience building business and marketing plans with partners.
• Knowledge of Managed Security Services Providers and how they operate.
• Must have experience in delivering sales trainings, and experience in working in a fast pace environment with revenue responsibilities.
• Excellent presentation skills to executives & individual contributors
• Excellent written and verbal communication skills
• Candidate must thrive in a fast-paced, ever-changing environment.
• Competitive, Self-starter, Hunter-type mentality.
• College or University degree required
• The Channel Account Manager is required to customarily and regularly work outside of their office or home office engaged in selling, including travel as needed to make a sale.

Fortinet offers employees a variety of benefits, including medical, dental, vision, life and disability insurance, 401(k), 11paid 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. 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