Lead and manage a regional channel account management team to grow SMB partner sales for Fortinet. Recruit, enable, and train partners, drive partner upgrade and program adoption, manage reseller relationships, forecast in Salesforce, meet revenue quotas, and resolve channel conflicts while promoting new technology adoption.
Senior Manager - Channel Account Management (SMB)
The Senior Manager - Channel Account Management (SMB) (CAM-Manager-SMB) will build and promote the company’s position as the worldwide leader in Unified Threat Management, specifically through the partner community (primarily Advocate and Select partners). within the assigned territory. The person will manage a team of regional Channel Account Manager who will manage partners in the respective assigned territories. Accountable for managing all reseller partnerships as assigned by organization, within 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 in the Company’s products and technologies. The CAM-Manager-SMB is responsible for achieving sales, revenue, Deal Registration and partner recruitment/reactivation objectives from the assigned set of partners.
Job Responsibilities
- Establish productive, professional relationships with key personnel in assigned partners which are largely (Advocate and Select partners).
- Identify potential partners to be upgraded to Advanced/Expert level as per Fortinet’s Partner Program.
- Maintain high touch with partners who are already upgraded and contributing large part of SMB business.
- Conduct Quarterly/Half-yearly/Annual Business Plan activities and meetings with top resellers within the assigned partner base.
- Promote key programs such as VIP Program (Rebate Plan for partners) and FortiReward programs.
- Communication of new products, pricelist, acquisitions, certification program, partner portal, partner tools, promotions to partners.
- 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 to meet partner performance objectives and partner’s expectations
- Assume full responsibility for accurate sales forecasting by demonstrating an in-depth knowledge of channel sales cycle and updating Salesforce accordingly as and when required.
- Meet and exceed sales quotas and defined revenue goals
- Ability to work in a high volume low-end and mid-market sector
- 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 territory
- Proactively recruits new qualifying partners
Job Experience Required
- Experience of at least 15 years.
- Preferred if the current role is a managerial position.
- Channel sales and territory management in networking or security sectors
- Experience building business and marketing plans with partners
- Experience with the Distribution channel model
- Excellent written and verbal communication skills and able to speak English fluently
- Excellent presentation skills
- Candidate must thrive in a fast-paced, ever-changing environment
- Competitive, self-starter, team player
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