Tier 2 DLB Partner - Channel Account Manager

Panopta; Dallas (TX); Remote; USD 70,000 - 110,000; Full time

Job summary

Fortinet Inc. in Dallas (Remote) seeks a Tier 2 DLB Partner Channel Account Manager to manage Fortinet’s partner network across the US, delivering partner education and driving revenue growth.

You will train partners on Fortinet programs, products, support, and differentiators, and identify next strategic partners while aligning with go-to-market strategies. The role requires collaboration with field sales, distributors, and resellers, plus reporting and forecasting responsibilities.

Qualifications

• 1+ years channel sales and/or territory management in cybersecurity or networking sectors.
• Experience delivering sales trainings and experience in working in a fast-paced environment with revenue responsibilities.
• Proactive self-starter, problem-solver, competitor, and accountability to company standards.
• Excellent presentation skills to executives & individual contributors
• Excellent communication skills: clear, concise, convincing, verbal or written.
• Knowledge of Microsoft Office, Salesforce.com, and Tableau (preferred).
• BS/BA degree in Business Administration, Marketing or related field (preferred).

Responsibilities

• Manage a defined territory and list of Fortinet partners in the US region.
• Primary focus is on education and support of new or up and coming authorized Fortinet partners.
• Provide training to assigned partners to increase their knowledge of Fortinet programs, product, support, services, resources and competitive differentiators.
• Help identify and develop the next strategic Fortinet partners.
• Understand the partner's business and help them align with Fortinet’s go to market strategies.
• Act as a liaison between the Fortinet field sales teams (Enterprise, Commercial, SLED, and SMB), our distributor partners and the assigned reseller partners.
• Work with partners to identify new end customer opportunities.
• Generate detailed, clear, and accurate forecasts, and other reporting as required.
• Ability to travel up to 25%

Skills

Channel sales

Territory management

Sales training

Presentation skills

Communication skills

MS Office

Salesforce.com

Education

BS/BA in Business Administration, Marketing or related field

Tools

Tableau

Job description

Remote - Dallas

The Tier 2 - DLB Partner Channel Account Manager (CAM) will build and promote the Company’s position as the worldwide leader in cybersecurity through leadership and training, as a member of the channel team and through a defined set of partners in the US territory. Must be a key contributor to the team’s success and attainment of the company’s DLB revenue growth targets in the region. Accountable for managing reseller partnerships within the guidelines of Fortinet’s channel programs and spearheading new business development. Will motivate, educate and train the partners on how to do business with Fortinet and on the Company’s products and technologies.

Responsibilities:

• Manage a defined territory and list of Fortinet partners in the US region.
• Primary focus is on education and support of new or up and coming authorized Fortinet partners.
• Provide training to assigned partners to increase their knowledge of Fortinet programs, product, support, services, resources and competitive differentiators.
• Help identify and develop the next strategic Fortinet partners.
• Understand the partner's business and help them align with Fortinet’s go to market strategies.
• Act as a liaison between the Fortinet field sales teams (Enterprise, Commercial, SLED, and SMB), our distributor partners and the assigned reseller partners.
• Work with partners to identify new end customer opportunities.
• Generate detailed, clear, and accurate forecasts, and other reporting as required.
• Ability to travel up to 25%

Required Skills

• 1+ years channel sales and/or territory management in cybersecurity or networking sectors.
• Experience in delivering sales trainings and experience in working in a fast-paced environment with revenue responsibilities.
• Be a proactive self-starter, problem-solver, competitor, and hold themselves and others accountable to company standards.
• Excellent presentation skills to executives & individual contributors
• Excellent communication skills: communication must be clear, concise, and convincing, whether verbal or written.
• Knowledge of Microsoft Office, Salesforce.com, and Tableau (preferred).
• BS/BA degree in Business Administration, Marketing or related field (preferred).