Channel Marketing Specialist

Fortinet (NASDAQ: FTNT) is a global leader in cybersecurity, delivering a broad, integrated and automated security fabric to enable customers to accelerate their digital journey. Fortinet secures the largest enterprise, service provider, and government organizations around the world. Fortinet empowers its customers with intelligent, seamless protection across the expanding attack surface and the power to take on ever-increasing performance requirements of the borderless network—today and into the future. Only the Fortinet Security Fabric architecture can deliver security without compromise to address the most critical security challenges, whether in networked, application, cloud, or mobile environments. Fortinet ranks number one among the most security appliances shipped worldwide, and more than 500,000 customers trust Fortinet to protect their businesses. Fortinet is headquartered in Sunnyvale, California, with a large Canadian presence, including our Canada HQ in Ontario and product development and FortiGuard cybersecurity teams in Burnaby. We employ over 8,000 professionals globally.

Description: 

This Marketing Specialist position has a key role in developing pipelines working with our channel partners.  Leveraging our key go to market messaging, work closely with our regional partners to develop strategies to develop opportunities for our partners and our solutions.    

Innovative co-marketing activities aligning to both our regional pipeline goals and regional partner enablement and revenue growth will be an integral part of your success. 

The ability to pick up patterns and quickly identify successful pipeline generation tactics to be implemented to generate opportunities in an efficient manner while adhering to our brand and putting forth Fortinet's strengths is essential in this position.

This role will have a considerable number of administrative duties to ensure content is updated on our portals leveraging content from our Americas team, this may require some reviewing to ensure it is tailored to the Canadian market.

There will also be support and administrative tasks assigned from the Field Marketing Manager to help drive the overall regional pipeline and align to the field marketing calendar.

What you'll do – NEW & Updated

Pipeline Generation:

• Execute partner led marketing activities focused on driving pipeline and supporting regional Channel Account Managers meet their revenue targets.
• Understand marketing data to drive channel & field lead generation and regional pipeline acceleration.
• Translate strategy to growth throughout the marketing funnel and track partner opportunities to conversion, and achieve quarterly Marketing originated opportunities.
  
  
• Ensure plans align to field marketing calendar 

Channel Partner enablement:

• Facilitate partner enablement programs specific to each partner aligning their specific verticals
• Identify cross-sell and upsell opportunities within each partner and align enablement and activities to accelerate pipeline through each partner
• Provide logistical and executional support for partner-hosted marketing events, such as webinars, lunch & learns, and trade shows.
• Support channel partner enablement through education on marketing tools, campaigns, and execution best practices.

Channel Partner Communications:

• Support partner communications such as newsletters, toolkits, and promotional updates.
• Work with the corporate team and other channel marketing contributors to share best practices and improve efficiencies across Canada and Americas International.
• Manage the execution of digital marketing campaigns with and through partners, including co-branded emails, paid media, and social content.
• Establish, manage and analyze program metrics using Salesforce and Tableau to ensure efficiency and goal attainment.
• Create and deliver regular reports/presentations to marketing executives on campaign plans and results.
• Identify opportunities to improve process efficiencies and work with Fortinet tools including SharePoint, partner portal and other Fortinet knowledge repositories 

Drive Results:

• Deliver a quarterly plan of activities that optimize each regional partner's strengths opening white space and new logo acquisition for Fortinet.
• Remain focused on results while fostering relationships with Internal stakeholders managing resources and budgets aligning to pipeline targets.

Examples of regional duties include:

Area
Field Marketing 
Channel Marketing 

Audience
Sales, End-users, Partners
CAMs, and Channel Partners

Campaign Type
Field-led, direct GTM
Through-Partner

Events
Fortinet Hosted, Tradeshows, Third Party Events
Partner-led (co-branded, joint webinars), Sponsorships

Reporting
Field pipeline & opportunity generation
Partner-sourced pipeline 

Digital
End-user lead gen & ABM
Co-branded partner campaigns

Required Skills and Experience:

• 5+ years of channel marketing experience at a Tier-1 technology vendor preferred.
• Must have experience in channel marketing working with partners and delivering channel marketing programs.
• Requires a professional attitude and ability to manage strategic and tactical tasks.
• Excellent verbal, written, interpersonal, and communication skills. 
• Proven track record of driving results through partner and channel ecosystem.
• Proven ability to engage and involve sales and other executives.
• Experience developing lead generation strategies and measuring lead generation campaigns.
• Knowledge of CRM, marketing automation systems, marketing/sales funnel, and how to maximize them for efficient lead distribution and reporting.
• Travel will be required throughout the Central Region (Ontario excluding the National Capital Region) 
• Bilingual preferred.

Education:

• Bachelor's Degree in Marketing or related degree. 

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