Channel Account Manager

The Channel Account Manager (CAM) will build the partner community within the assigned territory and channel segment. Must be a key contributor to the revenue growth of the region and manage the company growth targets. Accountable for managing all reseller partnerships for Enterprise Partners in South India 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 about the Company’s products and solutions. The CAM will be responsible for achieving for the quota related to the partner base assigned to him.

Job Responsibilities

• Establish productive, professional relationships with key personnel in assigned enterprise reseller accounts.
• 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 in order to meet partner performance objectives and partner’s expectations.
• Develop and manage relationships with key executives, decision makers, and influencers within assigned Channel Partners.
• Meet and exceed sales quotas for the assigned set of enterprise partners.
• Plan marketing activities along with the partners and internally with marketing team.
• Support the lead generation program via Deal Registration process.
• Partner communication related to various initiatives such as partner reward programs, pricelist updates, support program updates and any other specific initiatives.
• Proactively engage with partners for a joint quarterly business review that develops mutual performance objectives, critical milestones (e.g. training certification).
• 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 Channel Partners.

Job Experience Required

• Experience of more than 10 years with a reputed IT networking/security/software vendor.
• Proven track record in managing strategic partner relationships and driving business growth.
• Channel sales and territory management in networking or security sectors.
• Experience building business and marketing plans with partners.
• Excellent written and verbal communication skills.
• Excellent presentation skills.
• Candidate must thrive in a fast-paced, ever-changing environment.
• Competitive, self-starter, team player.