Channel Account Manager – Canberra

Fortinet vision is to deliver broad, truly integrated, high-performance security across all IT infrastructure. We provide top-rated network and content security, as well as secure access products that share intelligence and work together to form a cooperative fabric. Our unique Security Fabric combines Security Processors, an intuitive operating system, and applied threat intelligence to give you proven security, exceptional performance, and better visibility and control–while providing easier administration. Channel Account Manager Role Overview: The Channel Account Manager (CAM) will build and promote the company’s position as the worldwide leader in Cyber Security, specifically through the partner community within Canberra. Setting high standards, being a great team mate and contributing to the revenue growth of the region are all key aspects to this role. Our CAM’s are responsible for managing all nominated reseller partnerships within the guidelines of Fortinet’s channel programs within the geographic territory and spearheading new business development. Coaching, educating and training the partners in the Company’s products and technologies will be expected. The CAM is responsible for achieving sales, enablement and partner recruitment objectives. Responsibilities: Develop and execute business plans driving all aspects of the partner relationship to maximize growth opportunities and ensuring the partner is well-positioned to deliver successful customer implementations and recommendations Create services based on our emerging and established technologies increasing revenue growth Establish productive, professional relationships with key personnel in assigned partner accounts in Canberra. Build a plan for revenue, partner enablement and training in assigned territory for key partners Coordinates the involvement of company personnel, including support, service and management resources in order to meet partner performance objectives and partner’s expectations Assume full responsibility for accurate sales forecasting by demonstrating an in-depth knowledge of sales cycle and update SalesForce accordingly Meet and exceed sales quotas and revenue goals Manages potential channel conflict by fostering excellent communication internally and externally and through strict adherence to Fortinet’s channel program guidelines Proactively recruit new qualifying partners where required Requirements: 7+ years channel sales and territory management ideally in networking or security sectors Experience building business and marketing plans with partners Experience with the Distribution channel model Experience in sales forecasting, opportunity identification and drive to close 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 Fortinet is an Equal Opportunity employer. We will only notify shortlisted candidates. Fortinet will not entertain any unsolicited resumes, please refrain from sending them to any Fortinet employees or Fortinet email aliases. Should any Agency submit any resumes to Fortinet, these resumes if considered, will be assumed to have been given by the Agency free of any related fees/charges.