Territory Channel Account Manager, Cincinnati OH
At a glance
Manager-level Account Management role at Edel. Remote, United States · full-time · no salary stated · we estimate $99,891–$127,750.
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 regional Fortinet reseller relationships and help partners set shared goals and performance measures
- Create partner business plans covering revenue, account growth, marketing funds and profitability
- Train partners on sales and product technology, then build marketing activity to grow pipeline and revenue
- Coordinate with regional sales leaders, marketing and engineering on channel strategy and territory coverage
- Own quarterly and annual revenue goals for the territory
What you bring
- At least eight years in channel sales and territory management within networking or security
- You have built and carried out partner sales and marketing plans, including delivering sales training
- You can present clearly to executives and individual contributors, and adapt your communication to different people
- You can guide a team and use data to challenge existing approaches and lead change
Who this fits
This manager-level role suits someone with channel sales experience who can lead partner relationships and carry regional revenue goals. It is based in Cincinnati and listed as remote.
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 the VAR community 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 all 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 key 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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