Tier 2 DLB Partner - Channel Account Manager
At a glance
Manager-level Account Management role at Edel. Dallas · full-time · no salary stated · we estimate $75,000–$160,000.
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 a US territory and its reseller accounts, prioritizing education and support for newer authorized partners
- Train partners on Fortinet programs, products, services and resources, including how these compare with competitors
- Find and develop promising partners, then help align their business plans with Fortinet’s go-to-market approach
- Connect reseller partners with distributor and field sales teams, and help uncover end-customer opportunities
- Prepare accurate forecasts and other requested reports tied to regional revenue goals
What you bring
- At least one year in channel sales or territory management within cybersecurity or networking
- Experience delivering sales training and working in a fast-paced role with revenue responsibilities
- Strong presentation and communication skills for audiences from executives to individual contributors
Who this fits
This role suits someone who can develop reseller relationships and take ownership of revenue-related work. It is remote in Dallas and involves travel of up to twenty-five percent. The listing describes partner and territory responsibilities, not people management.
From the employer
Remote - Dallas
The Tier 2 - DLB Partner Channel Account Manager (CAM) will build and promote the Company’s position as the worldwide leader in cybersecurity through leadership and training, as a member of the channel team and through a defined set of partners in the US territory. Must be a key contributor to the team’s success and attainment of the company’s DLB revenue growth targets in the region. Accountable for managing reseller partnerships within the guidelines of Fortinet’s channel programs and spearheading new business development. Will motivate, educate and train the partners on how to do business with Fortinet and on the Company’s products and technologies.
Responsibilities:
- Manage a defined territory and list of Fortinet partners in the US region.
- Primary focus is on education and support of new or up and coming authorized Fortinet partners.
- Provide training to assigned partners to increase their knowledge of Fortinet programs, product, support, services, resources and competitive differentiators.
- Help identify and develop the next strategic Fortinet partners.
- Understand the partner's business and help them align with Fortinet’s go to market strategies.
- Act as a liaison between the Fortinet field sales teams (Enterprise, Commercial, SLED, and SMB), our distributor partners and the assigned reseller partners.
- Work with partners to identify new end customer opportunities.
- Generate detailed, clear, and accurate forecasts, and other reporting as required.
- Ability to travel up to 25%
Required Skills
- 1+ years channel sales and/or territory management in cybersecurity or networking sectors.
- Experience in delivering sales trainings and experience in working in a fast-paced environment with revenue responsibilities.
- Be a proactive self-starter, problem-solver, competitor, and hold themselves and others accountable to company standards.
- Excellent presentation skills to executives & individual contributors
- Excellent communication skills: communication must be clear, concise, and convincing, whether verbal or written.
- Knowledge of Microsoft Office, Salesforce.com, and Tableau (preferred).
- BS/BA degree in Business Administration, Marketing or related field (preferred).
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