Channel Team Manager

Job Description

The Channel Team Manager will be responsible for management of a team of Channel Account Managers (CAMs), whose responsibility is to build and promote Fortinet's position as the worldwide leader in cybersecurity through selling, enablement, and training to and through our authorized partner community. A successful Channel Team Manager will possess a combination of strong leadership, sales acumen, forecasting, and business development skills. They will be accountable for managing the team and partners within the guidelines of Fortinet's channel programs, spearheading new business development, and successfully developing alliances with key internal stakeholders and distributor partners. They will motivate, educate, and train the team, focusing on effective strategic business planning, account penetration, and the benefits of selling the full Fortinet portfolio.

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 US 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

About Us

Fortinet (NASDAQ : FTNT) secures the largest enterprise, service provider, and government organizations around the world. Fortinet empowers its customers with intelligent, seamless protection across the expanding attack surface and the power to take on ever-increasing performance requirements of the borderless network - today and into the future. Only the Fortinet Security Fabric architecture can deliver security without compromise to address the most critical security challenges, whether in networked, application, cloud or mobile environments. Fortinet ranks number one in the most security appliances shipped worldwide and more than 500,000 customers trust Fortinet to protect their businesses.

We are committed to providing reasonable accommodations for all qualified individuals with disabilities. If you require assistance or accommodation due to a disability, please contact us at accommodations@fortinet.com.

Fortinet is an equal opportunity employer. We value diversity in our company, and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, age, military / veteran status or any other applicable legally protected characteristics in the location in which the candidate is applying.