Senior Channel Account Manager jobs at Fortinet in Canada, Montreal

Responsibilities:

• Pre-sales - assist in qualifying sales leads from a technical standpoint.
• Sales calls - be the main technical resource on sales calls and answer/ educate the customer and partner on issues ranging from features, specifications and functionality to integration.
• Conversant with networking applications and solutions.
• Post-sales - be the lead technical contact for identified accounts for technical issues and will work closely with the technical support team to answer, elevate and resolve customer's technical issues.
• Provide assistance to identified customers with post-sales training.

Required Skills:

• 3 year’s experience in technical/pre-sales support as a sales or systems engineer
• 3 year’s experience in LAN/WAN/Internet services administration
• Solid understanding of DNS and NFS, SMTP, HTTP, TCP/IP
• Knowledge of the following technologies: Routing, Switching, VPN, LAN, WAN, Network Security, Intrusion Detection, and Anti Virus.
• Prove understanding in the following technologies and protocols: RADIUS, PKI, IKE, Certificates, L2TP, IPSEC, FIREWALL, 802.1Q, MD5, SSH, SSL, SHA1, DES, 3DES
• Experience with encryption and authentication technologies required
• Excellent presentation skills
• The Inside Presales Security Expert is required to customarily and regularly work outside of their office or home office engaged in selling, including travel as needed to make a sale.

Education:

• Bachelor’s degree or equivalent experience. Graduate Degree favorable

Presales Security Expert-Channel, you will:

• Act as the lead technical advisor to assigned strategic channel partners across Eastern Canada.
• Co-develop and execute strategic business plans in partnership with the Senior CAM, aligned with both Fortinet and partner objectives.
• Drive technical sales motions across Fortinet's Security Fabric portfolio, with a heavy emphasis on SecOps solutions.
• Lead partner enablement programs including technical training, workshops, demos, and certifications (e.g., NSE, FC).
• Architect and assist partners in the development and launch of Managed Security Service (MSSP) offerings.
• Collaborate with Fortinet’s internal engineering, marketing, and specialization teams to build customized go-to-market offerings with partners.
• Deliver compelling product presentations, whiteboarding sessions, and POCs tailored to partner use cases.
• Be a technical escalation point and support partners during complex sales cycles, RFIs/RFPs, and customer engagements.
• Represent Fortinet at industry events, partner summits, webinars, and technical advisory boards.
• Influence internal product and program development based on partner and market feedback.

We Are Looking For:

• 6–10+ years of technical pre-sales experience, preferably in a channel-focused or vendor role.
• Proven expertise in Security Operations technologies: SIEM, SOAR, EDR/MDR/XDR, NDR, Threat Intel, UEBA, and Threat Hunting.
• Solid foundation in Network Security, Cloud Security (AWS, Azure, GCP), SASE, and Application Security.
• Demonstrated ability to build strong relationships with VARs, MSSPs, and regional channel partners.
• Outstanding communication and presentation skills with comfort presenting to technical and executive audiences.
• Experience creating and delivering technical enablement plans and managed service models.
• Strong analytical and troubleshooting abilities in complex security environments.
• Capable of effectively engaging across multiple partner business units (sales, services, managed, cloud).
• Familiarity with Fortinet solutions or industry-recognized equivalents (e.g., Palo Alto, Cisco, Check Point, CrowdStrike).
• Bilingual in English and French (verbal and written).

Education & Certifications:

• Bachelor’s degree or equivalent experience in Computer Science, Engineering, Cybersecurity, or related field.
• Fortinet NSE certifications are highly preferred (FCP, FCSS).
• Industry certifications such as CISSP, CISM, CEH, OSCP, or vendor-specific (AWS/Azure/Google Cloud, Palo Alto, etc.) are considered assets.
• Willingness to travel 25–35% throughout Eastern Canada (including partner sites and events).
• Must be able to work flexible hours as needed, including occasional after-hours events.
• Comfortable in a fast-paced, dynamic environment with evolving partner strategies.

Why Join Us:

• We encourage candidates from all backgrounds and identities to apply. We offer a supportive work environment and a competitive Total Rewards package to support you with your overall health and financial well-being.
• Embark on a challenging, enjoyable, and rewarding career journey with Fortinet. Join us in bringing solutions that make a meaningful and lasting impact to our 660,000+ customers around the globe.

GSI Alliance Manager, you will:

• Create business plan that will provide appropriate execution steps to achieve target growth by:
• Working with product and technology leaders within the GSI partner, develop distinct products, services, and offerings powered by Fortinet technology.
• Building a regular cadence of relationship-building, responsible for exercises to enable stronger partnerships
• Work at a deal level to facilitate the joint pipeline, provide weekly tactical support on order processing and order management, and ensure purchase orders are submitted in a timely manner according to Sales forecasts in Salesforce
• Educate the GSI team on our enterprise security platform value proposition to drive growth
• Educate the Fortinet Sales team on GSI offerings to better leverage their influence to successfully sell jointly into key accounts.
• Work with joint country leadership (Sales, SE, Marketing, Channel) to implement local business plans. Ensure the right cross-functional and decision-making stakeholders at our GSI are involved in the Business Plan process and sign-off on its approval
• Develop and lead Quarterly Business Reviews (QBR) with cross-functional stakeholders from both organizations to measure progress against mutual business objectives
• Share and communicate GSI product offerings to internal teams; translate needs into solutions
• Actively work with the GSI teams to proactively generate leads and to have Fortinet introduced to the GSI clients and prospects
• Balance short term revenue initiatives with longer-term development objectives

We Are Looking For:

• Proven track record in one or more of accounts listed.
• Fully qualified, experienced sales professional that is forward thinking and has an expert understanding of the technology business sector.
• Minimum ten + years prior sales experience a must.
• Previous experience designing business plans and market strategies with MSSPs or GSI’s.
• Previous experience managing GSI relationships at all levels (Dir/VP/C)
• Proven ability to sell solutions.
• A proven track record of quota achievement and demonstrated career stability
• Excellent presentation skills to executives & individual contributors
• Excellent written and verbal communication skills
• A strategic and independent thinker that can move deals through the selling cycle
• Competitive, Self-starter, Hunter-type mentality
• Bilingual French and English
• Previous experience in network and cyber security including, but not limited to SD-WAN, ZTNA, Security Operations tools

Education:

• Bachelor's degree or equivalent, MBA preferred.

We encourage candidates from all backgrounds and identities to apply. We offer a supportive work environment and a competitive Total Rewards package to support you with your overall health and financial well-being.

Channel Account Manager-Cloud, you will:

• Manage the main Cloud Partners and end users in Canada.
• Build revenue and non-revenue business plans with these partners.
• Provide ongoing sales and technical trainings to these partners orientated to Cloud Security Solutions.
• Build marketing plans to drive incremental sales pipeline and revenues with development funds.
• Act as key channel strategist to regional sales managers within region.
• Build a Cloud Security Plan with Cloud Business Unit to drive our strategy.
• 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.
• Build a Business Plan to develop these Channels.
• Development and attention to final users of the territory

We Are Looking For:

• Cloud Security or Cloud Knowledge
• Excellent presentation skills to executives & individual contributors
• Excellent written and verbal communication skills
• Bilingual French and English
• Candidate must thrive in a fast-paced, ever-changing environment
• Competitive, self-starter, hunter-type mentality
• 4 to 8 years channel sales and territory management in Cloud Security or Cloud Sectors.
• Experience building business and marketing plans with partners
• Must have experience in delivering sales trainings, and experience in working in a fast-paced environment with revenue responsibilities.
• College or University degree preferred.

We encourage candidates from all backgrounds and identities to apply. We offer a supportive work environment and a competitive Total Rewards package to support you with your overall health and financial well-being.

Skills & Qualifications

• Ability to manage large and complex deals involving highly technical negotiations
• Excellent presentation skills, both online and in face-to-face settings, capable of delivering product and technology presentations to technical and business audiences to all levels within a customer organization.
• Excellent written and verbal communication skills as well as listening and negotiation skills
• A self-motivated, independent “doer” who can move deals through the selling cycle
• Ability to add value as a team member by collaborating with a variety of teams such as engineering, sales, product management, customer support and professional services
• Candidate must thrive in a fast-paced, ever-changing environment
• Knowledge of standards and cybersecurity best practices for OT and IT environments
• Knowledge of Salesforce or equivalent
• Bachelor’s degree in Computer Science, Information Systems, Electrical Engineering or equivalent
• Proficiency in English and French required
• Technical certifications (ex. ISA/IEC 62443, SANS ICS (GICSP, GRID e GCIP)) are a plus

Job Duties:

• Guide sales process from prospection of new opportunities till closure/delivery
• Maximize Fortinet opportunities while providing value added solutions enhancing the offer within the OT space
• Develop innovative product and service offerings to enhance Fortinet’s portfolio and increase share of mind and share of wallet
• Work closely together with the local account teams to ensure there is proper focus on OT related deals
• Develop relationships with key decision makers, influencers, and partners
• Forge and manage partnerships with global and regional technology providers to complement Fortinet’s offerings
• Manage effective working relationships with assigned regional sales and engineering teams
• Travel within assigned territory is required
• Maintain accurate forecasting of OT deals within the assigned territory

Experience:

• Proven experience in selling cybersecurity and/or networking solutions applied to the operational technology space in a customer-facing role
• Experience as a sales manager of business development manager in a matrix organization crafting deals in at least 3 of these segments: Utilities (energy, water), oil & gas, manufacturing, transportation, logistics, healthcare, pharmaceutical, food processing, smart buildings, smart cities, critical infrastructure
• Experience in designing solutions based on OTCI standards and architectures
• Past experience in delivering OT projects in a professional services engagement is highly desirable
• Background in cybersecurity in general, Information Technology and networking will be valued

National Account Channel Manager, you will:

• Manage executive relationships, build mindshare and grow revenue across our National Partners.
• Build relationships and drive key initiatives with leadership teams across all National Partners.
• Create and implement a strategic territory plan.
• Engage and align Field Sales leadership within territory.
• Motivate, educate, and train sales reps on Fortinet solutions and services and how to sell them.
• Generate new business opportunities while growing revenue within existing accounts.
• Work collaboratively with Fortinet Engineer team.
• Must be a key contributor to the revenue growth with the ability to manage to Fortinet growth targets.
• This National Channel Account Manager role is accountable for managing all partnerships within the guidelines of Fortinet’s channel programs.
• The CAM will build and promote Fortinet’s position as the worldwide leader in Cyber Security.

We Are Looking For:

• Experienced sales professionals that are Creative, Collaborative and Determined to win
• Excels at cultivating relationships within the highest levels of the organization
• Experience in delivering sales training, and experience in working in a fast-paced environment with revenue responsibilities.
• Minimum five + years prior channel sales experience
• Previous experience designing Partner Business and Marketing plans
• Excellent presentation skills required.
• Excellent written and verbal communication skills
• A self-motivated, independent thinker who understands the Enterprise customer segment
• Ability to sell complex Solutions with Services including but not limited to;
  • Firewall, Cloud, SASE, SDWAN, NAC, IoT, OT
• A proven track record of quota achievement and demonstrated career stability
• The Channel Account Manager, Nationals is required to customarily and regularly work outside of their office or home office engaged in selling, including travel as needed to make a sale.
• Bilingual French and English
• College or University degree preferred

We encourage candidates from all backgrounds and identities to apply. We offer a supportive work environment and a competitive Total Rewards package to support you with your overall health and financial well-being.

You would act as the key Account Manager for Automotive.

As a Major Accounts Manager, you will:

• Play an integral role in new business pitches, foster long-term relationships, act as a catalyst in negotiating business terms to achieve enterprise-wide deployments of Fortinet solutions and deliver meaningful results for all parties involved.
• Effectively on-board new clients and proactively focus on growing and developing existing accounts.
• Generate a robust sales pipeline, qualify opportunities, and provide accurate forecasts.
• Collaborate with internal teams to deliver contract bids, proposals, RFI/RFP responses, and Statements of Work that reflect our commitment to excellence.

An insightful and influential collaborator to join our team. We encourage you to apply for this position if you have the following qualities:

• Experience in selling enterprise network security solutions and services to large and complex organizations.
• Ability to move deals through the sales cycle, with a proven record of accomplishment of closing large deals and exceeding targets.
• Strong presentation, influencing, and cultural fluency skills effective for executive audiences.
• Excellent written and verbal communication skills.