Carrier/service Provider Channel Account Manager

2 weeks ago

Montréal, Canada Fortinet Full time

In this key role, you will conduct and manage sales of Fortinet's portfolio through the Bell Canada in Quebec and Atlantic Canada. The main objective is the increase of funnel and business sold through and by the Bell Canada. Working with Fortinet stakeholders including account managers, specialty sales teams, marketing, and sales leadership, you will develop a regional plan of engagement of Bell sales and specialists to achieve this objective. You will collaborate and be supported by the broader Fortinet team including Sales Engineers and MSSP specialists as part of the service development initiatives for Bell Canada.

Your territory of responsibility will be Canada East (Quebec and Atlantic provinces)

**Responsibilities**:

- Design of a regional strategy to support the growth of business through and with the Telco partner.
- Development of key relationships throughout the Telco Partner executive, sales, and all stakeholders affecting the joint business within region.
- Organization and execution of sales enablement to the Fortinet sales force (MAM and SEs) in their assigned territory.
- Regular communication to the Fortinet sales force in region at QBRs or team meetings as required.
- Sales and funnel analysis in order to understand the business KPIs and take the necessary actions to meet the objective of increasing funnel.
- Participation in the industry events and partner events to support the regional strategy.
- Having an in-depth knowledge of business solutions and the joint value proposition of Fortinet and the Telco partner.
- Creation of Up-Selling and Cross-Selling strategies of the technology that you lead in conjunction with other Fortinet products.
- Work with the SE team to co-ordinate regular training and NSE certification to enable the Telco partner to become Fortinet ambassadors with their final customers, positioning their offer with our competitive differentiators.
- Works closely together with the local account managers to maximize the primary business focus
- Travels within assigned territory is required

**Required Skills**:

- Experience in the network and security industry with
- 10+ years in sales and pre-sales roles
- Record of successful sales achievements in enterprise solutions, and managed services.
- Experience with managed security solutions and offerings with MSPs or Telcos
- Experience in B2B sales thru MSPs or Telcos
- Demonstration of executive relationship in the MSPs industry
- Excellent presentation skills to executives & individual contributors
- Excellent written and verbal communication skills
- Goal oriented individual, with vast interpersonal managerial skills, strong business acumen and positive leadership abilities with proven results in mentoring, motivating, working independently and within a matrix organization.

**Education**:

- Bachelor's degree or equivalent, MBA preferred.

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