Territory Channel Account Manager- Carolinas
At a glance
Manager-level Account Management role at Edel. Remote, United States · full-time · no salary stated · we estimate $90,000–$125,000.
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
- Manage your regional Fortinet partner roster and help each partner set shared goals and business measures
- Create partner plans for revenue, account growth, profitability and marketing funds that generate sales opportunities
- Train partners on sales and technical topics, and help them promote the company’s products
- Coordinate with regional sales leaders, marketing and engineering on channel strategy and territory growth
- Cover the region and deliver against quarterly and annual revenue goals
What you bring
- At least eight years in channel sales and territory management in networking, security or another listed sector
- You have built and delivered business and marketing plans with partners
- You have led sales training and carried revenue responsibility
Who this fits
This role suits an experienced channel seller who can build partner relationships, present to executives and individual contributors, and adapt communication to different personalities. You’ll also need to lead a team, guide change and work proactively in a fast-paced setting. The position is remote, based in Nashville.
From the employer
The Territory Channel Account Manager will build and promote the Company’s position as the worldwide leader in Unified Threat Management, specifically through a defined set of partners in the territory. Must be a key contributor to the revenue growth of the region, and manage to the company growth targets. Accountable for managing the 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 products and technologies. Expand sales by building business plans including MDF strategy, account penetration strategy and profitability targets.
Responsibilities:
- Manage a defined list of Fortinet partners in the region
- Build revenue and non revenue business plans with these partners
- Provide ongoing sales and technical trainings to these partners
- Must understand the partner's business and help the partner align mutual goals and KPIs to manage their business.
- 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
Required Skills
- 8+ years channel sales and territory management in networking or security sectors
- Experience building and executing on business and marketing plans with partners
- Must have experience in delivering sales trainings and experience in working in a fast pace environment with revenue responsibilities
- Excellent presentation skills to executives & individual contributors
- Excellent communication skills: communication is clear, concise, and convincing, whether verbal or written.
- Must be able to read people and connect meaningfully with various personalities. Has the ability to "read the room" and adjust accordingly.
- Candidate must be able to lead a team and direct change when necessary. The CAM can respectfully challenge the status quo and provide data when required.
- Competitive, self-starter, must be proactive and have a no excuse mindset and work in a fast-paced environment
- College or University degree preferred
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