Channel Account Manager Ot

1 week ago

Ottawa, Canada Fortinet Full time

The Channel Account Manager will build and promote the Company’s position as the worldwide leader in Unified Threat Management, specifically through the VAR community in the territory. Must be a key contributor to the revenue growth of the region and OT solutions, manage to the company growth targets. Accountable for managing identified OT reseller partnerships within the guidelines of Fortinet’s channel programs, spearheading new business development and successfully developing alliances with key solution provider accounts. Will motivate, educate and train the partners in the Company’s OT products. Expand sales with identified partners by building OT business plans including strategy, end user account penetration strategy and achieving profitability targets.

**Job Duties and Responsibilities**

Manage key Fortinet OT partners
- Build revenue and non-revenue business plans with these partners.
- Provide ongoing sales and technical trainings to these partners.
- Build marketing plans to drive incremental sales pipeline and revenues with development funds.
- Act as key channel strategist to regional sales managers within region.
- Partner with Fortinet marketing and engineering teams to drive revenue growth within region.
- Provide geographic channel coverage for the region.
- Carry quarterly and annual revenue targets.
- Travel to the states that are part of the assigned Territory (Between 9 to 13 trips per Quarter).
- Management of channels registered with wholesalers and responsible for monitoring renewals
- Development and attention to final users of the territory, such as state and municipal governments, major public and private universities and major companies in each region.

**Knowledge, Skills And Abilities**
- Excellent presentation skills to executives & individual contributors
- Excellent written and verbal communication skills
- Fluent in English
- Competitive, Self-starter, Hunter-type mentality

**Qualifications (Education, Experience and Certifications)
- 8 -12 years of field sales experience on channel sales and territory management in networking or security sectors.
- Experience building business and marketing plans with partners.
- Must have experience in delivering sales trainings, and experience in working in a fast paced environment with revenue responsibilities.
- College or University degree preferred

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