Gsi Channel Account Manager Eastern Canada

2 weeks ago

Montréal, Canada Fortinet Full time

Manage every aspect of the partnership between Fortinet and our Global System Integrator (GSI) partners in Canada. This includes building product and services initiatives, implementing account plans and marketing plans. Motivate, educate, and train GSI sales reps and technical influencers on Fortinet products and how to sell them; find new business; be a key contributor to the revenue growth of the region, and manage to the company growth targets. The GSI Alliance Manager will build and promote the Company’s position as the worldwide leader in Enterprise Security.

**Responsibilities**:

- Create business plan that will provide appropriate execution steps to achieve target growth by:

- Working with product and technology leaders within the GSI partner, develop distinct products, services, and offerings powered by Fortinet technology.
- Building a regular cadence of relationship-building, responsible for exercises to enable stronger partnerships
- Work at a deal level to facilitate the joint pipeline, provide weekly tactical support on order processing and order management, and ensure purchase orders are submitted in a timely manner according to Sales forecasts in Salesforce
- Educate the GSI team on our enterprise security platform value proposition to drive growth
- Educate the Fortinet Sales team on GSI offerings to better leverage their influence to successfully sell jointly into key accounts.
- Work with joint country leadership (Sales, SE, Marketing, Channel) to implement local business plans. Ensure the right cross-functional and decision-making stakeholders at our GSI are involved in the Business Plan process and sign-off on its approval
- Develop and lead Quarterly Business Reviews (QBR) with cross-functional stakeholders from both organizations to measure progress against mutual business objectives
- Share and communicate GSI product offerings to internal teams; translate needs into solutions
- Actively work with the GSI teams to proactively generate leads and to have Fortinet introduced to the GSI clients and prospects Balance short term revenue initiatives with longer-term development objectives

**Required Skills**:

- Proven track record in one or more of accounts listed.
- Fully qualified, experienced sales professional that is forward thinking and has an expert understanding of the technology business sector.
- Minimum ten + years prior sales experience a must.
- Previous experience designing business plans and market strategies with MSSPs or GSI’s.
- Previous experience managing GSI relationships at all levels (Dir/VP/C)
- Proven ability to sell solutions.
- A proven track record of quota achievement and demonstrated career stability
- Excellent presentation skills to executives & individual contributors
- Excellent written and verbal communication skills
- A strategic and independent thinker that can move deals through the selling cycle
- Competitive, Self-starter, Hunter-type mentality. Previous experience in network and cyber security including, but not limited to SD-WAN, ZTNA, Security Operations tools, etc.

**Accounts include**:
Accenture Canada

Cap Gemini

Deloitte

EY Canada

PWC

Tata

IBM

Kyndryl

Tech Mahindra

Wipro

HCL

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