Channel Sales Account Manager
At a glance
Manager-level Account Management role at Edel. London · full-time · no salary stated · we estimate £60,000–£98,000.
Edel has not published a salary for this role. The figure below is our estimate, not theirs.
growthroles summary, based on the employer's posting.
What you'll do
- Build relationships with reseller accounts and develop new business with channel partners in your territory
- Plan partner training and product education, including certification milestones, with distribution teams
- Coordinate support, service and management teams around partner goals and expectations
- Keep SalesForce forecasts accurate, pursue opportunities through close, and deliver against sales and revenue targets
- Recruit qualified partners and promote adoption of new technology while resolving channel conflicts
What you bring
- At least three years in channel sales and territory management within networking or security
- You have created business and marketing plans with partners and understand the distribution channel model
- You can forecast sales, identify opportunities and move them toward close
- You communicate fluently in English and bring strong written, verbal and presentation skills
Who this fits
This manager-level role suits a self-starting team player who can work in a fast-moving, changing environment and handle high-volume, low-end and mid-market sales. The role is based on-site in London.
From the employer
Channel Account Manager
The Channel Account Manager (CAM) will build and promote the company’s position as the worldwide leader in Unified Threat Management, specifically through the partner community within the assigned territory. Must be a key contributor to the revenue growth of the region, and manage to the company growth targets. Accountable for managing all reseller partnerships at Bronze and Silver levels within the guidelines of Fortinet’s channel programs within the geographic territory, spearheading new business development with assigned channel partners. Will motivate, educate and train the partners in the Company’s products and technologies. The CAM is responsible for achieving sales, revenue and partner recruitment objectives.
Job Responsibilities
- Establish productive, professional relationships with key personnel in assigned Silver and Gold level partner accounts
- 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 in order to meet partner performance objectives and partner’s expectations
- Assume full responsibility for accurate sales forecasting by demonstrating an in-depth knowledge of sales cycle and update SalesForce accordingly
- Meet and exceed sales quotas and revenue goals
- Proactively leads a joint partner planning process that develops mutual performance objectives, critical milestones (e.g. training certification) in conjunction with Distribution resources (sales, support, etc)
- 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
- 3+ years channel sales and territory management in networking or security sectors
- Experience building business and marketing plans with partners
- Experience with the Distribution channel model
- Experience in sales forecasting, opportunity identification and drive to close
- 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
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