Channel Team Manager

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 

• 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).

Company

Fortinet, Inc. is an American cybersecurity company with headquarters in Sunnyvale, California. The company develops and sells security solutions like firewalls, endpoint security and intrusion detection systems. Fortinet has offices located all over the world.