Senior Manager - Channel Sales

Senior Manager - Channel Account Management (SMB)

Job Responsibilities

• Establish productive, professional relationships with key personnel in assigned partners which are largely (Advocate and Select partners).
• Identify potential partners to be upgraded to Advanced/Expert level as per Fortinet’s Partner Program.
• Maintain high touch with partners who are already upgraded and contributing large part of SMB business.
• Conduct Quarterly/Half-yearly/Annual Business Plan activities and meetings with top resellers within the assigned partner base.
• Promote key programs such as VIP Program (Rebate Plan for partners) and FortiReward programs.
• Communication of new products, pricelist, acquisitions, certification program, partner portal, partner tools, promotions to partners.
• 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 to meet partner performance objectives and partner’s expectations
• Assume full responsibility for accurate sales forecasting by demonstrating an in-depth knowledge of channel sales cycle and updating Salesforce accordingly as and when required.
• Meet and exceed sales quotas and defined revenue goals
• Ability to work in a high volume low-end and mid-market sector
• 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 territory
• Proactively recruits new qualifying partners
  

Job Experience Required

• Experience of at least 15 years.
• Preferred if the current role is a managerial position.
• Channel sales and territory management in networking or security sectors
• Experience building business and marketing plans with partners
• Experience with the Distribution channel model
• Excellent written and verbal communication skills and able to speak English fluently
• Excellent presentation skills
• Candidate must thrive in a fast-paced, ever-changing environment
• Competitive, self-starter, team player