Mssp Channel Account Manager jobs at Fortinet in United States, Sunnyvale

Responsibilities:

• Responsible for QoQ revenue growth within selected partner accounts
• Must engage and support our partners in activities facilitating revenue growth
• Responsible for the onboarding and enablement of our partners on products
• Responsible for promoting and driving Marketing success within Channel community
• Responsible for understanding our partners’ business models/structures
• Responsible for qualifying and on-boarding net-new partners.
• Must manage and drive partner pipelines
• Must align activity with Field Channel Account Managers as well as Direct Selling Teams
• Must serve as first point of contact for selected partners
• Must capture mindshare within partner accounts

Required Skills:

• Experience building business with partners from an inside position
• Experience in driving revenue growth within a Channel model
• Exceptional listening skills
• Exceptional communication skills via telephone
• Experience with channel sales in networking or security sector
• Must have experience in working in a fast pace environment with revenue responsibilities.
• Excellent presentation skill
• Excellent writing skills
• 2=3 years of applicable experience

Education:

• College or University degree required

Wage ranges are based on various factors including the labor market, job type, and job level. On target earnings for this position is expected to be $134,000 - $180,000 per year. Exact salary offers will be determined by factors such as the candidate's subject knowledge, skill level, qualifications, experience, and geographic location.

• Gain a deep understanding of the FortiCNAPP platform, cloud environments, security best practices, and the DevOps ecosystem in which our customers operate.
• Lead customer onboarding (kickoff, technical implementation, product overview, etc.) for assigned customers.
• Develop a comprehensive understanding of the business challenges facing your customers and how FortiCNAPP can address those challenges.
• Conduct 1:1 success sync with larger customers on a bi-weekly or monthly basis to share best practices & present new features relevant to their use cases
• Identify upsell opportunities within accounts & collaborate with AM/SE to close them.
• Collaborate with experts within Customer Success, Technical Support, Product Management and Engineering to solve customer issues.
• Gather feature requests from customers and relay that feedback to the Product Management team.
• Monitor and drive key performance metrics such as Adoption, Value Realization, Consumption, Customer Engagement & Satisfaction.

• A minimum of 5 years work experience in technical account management, product and adoption focused customer success, within the security and/or cloud computing domains.
• Hands-on experience with platforms built on Public and Private Clouds (AWS, GCP or Azure). Cloud Certifications are a plus.
• Familiarity with concepts of Enterprise security and compliance frameworks.
• Knowledge of Infrastructure Automation tool concepts (Terraform, CloudFormation, Ansible etc.)
• Proven ability to drive business value for customers as a trusted advisor.
• Strong project management skills, ability to multi-task and work in a dynamic environment.
• Experience in handling customer escalations, managing customer expectations, and driving successful resolutions

In this key role, you will manage and drive direct sales engagements into the Commercial vertical and strategic partners. Your focus will be to create and implement strategic account plans focused on attaining enterprise-wide deployments of Fortinet products and services. Develop executive relationships with key buyers and influencers and leverage these during the sales process. Coordinate with appropriate internal groups to generate and deliver winning Contract Bids, Proposals, RFI/RFP Responses, and Statements of Work. Negotiate terms of business with clients to achieve win/win results that provide the basis for strong ongoing relationships.

Responsibilities:

• Generating Enterprise business opportunities and managing the sales process through to closure of the sale.
• Achievement of agreed quarterly sales goals.
• Generate a sales pipeline, qualifying opportunities, and accurately forecast pipeline.

Required Skills

• Proven ability to sell solutions to the Enterprise vertical.
• A proven track record of quota achievement and demonstrated career stability
• Experience in closing large deals.
• Excellent presentation skills to executives & individual contributors
• Excellent written and verbal communication skills
• A self-motivated, independent thinker that can move deals through the selling cycle
• Minimum 8 years sales experience.
• Minimum 3 years selling enterprise network security products and services.
• Candidate must thrive in a fast-paced, ever-changing environment.
• Competitive, Self-starter, Hunter-type mentality.
• The Named Account Manager 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

• BS or equivalent experience

Wage ranges are based on various factors including the labor market, job type, and job level. On target earnings for this position is expected to be $236,000 - $380,000 per year. Exact salary offers will be determined by factors such as the candidate's subject knowledge, skill level, qualifications, experience, and geographic location.

Responsibilities:

• Lead and mentor a team of CAMs: Lead by example, demonstrating strong character, integrity, and teamwork while providing coaching, guidance, and performance feedback to the team to ensure they meet their objectives.
• Oversee reseller partnerships: Manage partnerships in accordance with Fortinet's channel programs and policies.
• Enable partners: Motivate, educate, and train authorized partners on Fortinet's products, programs, technologies, and selling strategies.
• Contribute to revenue targets: Meets DLB (distributed-led business) revenue growth goals for the region.
• Develop business plans: Build business plans that focus on increasing market penetration, promoting the full Fortinet portfolio, and align with both Fortinet and our partner’s objectives.
• Drive Fortinet's position in the market: Promote the company's standing as a leader in cybersecurity through the partner community.
• Manage partner relationships: Build strategic relationships with partner executives and key stakeholders to grow mindshare and revenue.
• Track and measure success: Generate detailed, clear, and accurate forecasts, data analysis, and KPI reporting.
• Collaborate: Work cross-functionally with Fortinet's field sales leadership, engineering team, and authorized distributors to align efforts and drive growth.
• Ability to travel up to 50%.

Required Skills

• People management experience: 2+ years of experience managing, mentoring, and retaining a high-performing channel sales team.
• Track record of success: History of achieving sales targets and driving revenue growth through channel partners.
• Strategic business planning: Expertise in creating and executing business plans focused on market penetration and meeting revenue targets.
• Communication and interpersonal skills: The ability to communicate clearly and build strong relationships with partners, team members, and internal stakeholders is essential.
• Industry knowledge: A deep understanding of the cybersecurity market and Fortinet's product portfolio is required for motivating and training partners.
• Adaptability and problem-solving: The manager must be able to adapt to a fast-paced environment and resolve conflicts that arise in the partner channel.
• Channel knowledge: Experience working in a two-tier distribution channel sales partner model.
• Deep knowledge of Microsoft Office suite of tools (particularly MS Excel).
• Knowledge of Salesforce.com and Tableau (preferred).
• Master’s degree in business administration, marketing or related field (preferred).

Wage ranges are based on various factors including the labor market, job type, and job level. On target earnings for this position is expected to be $180,000 - $280,000 per year. Exact salary offers will be determined by factors such as the candidate's subject knowledge, skill level, qualifications, experience, and geographic location.

In this key role, you will manage and drive direct sales engagements into the SLED vertical and strategic partners. Your focus will be to create and implement strategic account plans focused on attaining enterprise-wide deployments of Fortinet products and services. Develop executive relationships with key buyers and influencers and leverage these during the sales process. Coordinate with appropriate internal groups to generate and deliver winning Contract Bids, Proposals, RFI/RFP Responses, and Statements of Work. Negotiate terms of business with clients to achieve win/win results that provide the basis for strong ongoing relationships.

Responsibilities:

• Generating SLED business opportunities and managing the sales process through to closure of the sale.
• Achievement of agreed quarterly sales goals.
• Generate a sales pipeline, qualifying opportunities, and accurately forecast pipeline.

Required Skills

• Proven ability to sell solutions to the SLED vertical.
• A proven track record of quota achievement and demonstrated career stability
• Experience in closing large deals.
• Excellent presentation skills to executives & individual contributors
• Excellent written and verbal communication skills
• A self-motivated, independent thinker that can move deals through the selling cycle
• Minimum 8 years sales experience.
• Minimum 3 years selling enterprise network security products and services.
• Candidate must thrive in a fast-paced, ever-changing environment.
• Competitive, Self-starter, Hunter-type mentality.
• The Major Account Manager 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

• BS or equivalent experience

Wage ranges are based on various factors including the labor market, job type, and job level. On target earnings for this position is expected to be $288,700 - $373,700 per year. Exact salary offers will be determined by factors such as the candidate's subject knowledge, skill level, qualifications, experience, and geographic location.

Remote USA

We are looking for:

• Develop and execute a joint strategy in collaboration with your aligned Channel Account Manager (CAM), aligning partner initiatives with Fortinet’s overall goals.
• Collaborate with Fortinet field teams (sales, SEs, marketing, overlays) and partner stakeholders (sales, technical, professional services, managed services) to build and launch joint go-to-market solutions.
• Drive sales growth in core network security while expanding partner capabilities across the broader Fortinet portfolio.
• Consult on the development of managed service offerings with key partners to address evolving customer and market demands.
• Act as the primary technical contact for assigned partners, working closely with the aligned CAM to support and advance the partnership.
• Maintain a deep technical understanding of Fortinet products, the competitive landscape, and the latest security trends to articulate Fortinet’s value and differentiation.
• Confidently present Fortinet solutions through whiteboarding, demonstrations, technical planning, and collaborative customer discussions…both remotely and in person.
• Manage multiple deals and initiatives simultaneously while ensuring a positive and professional experience for partners and customers.
• Deliver weekly updates to leadership on progress, partner engagement, and strategic initiatives.
• Host and participate in technical webinars, hands-on demos, and other partner-facing enablement activities.
• Support partner technical training events, including Fast Tracks and workshops, for SEs, Solutions Architects, and Professional Services engineers.
• Travel to partner sites and attend partner events (including occasional after-hours commitments) as needed to support relationship development and technical engagement.
• Engage across multiple business units within the partner ecosystem, including Cloud, Security, Pre-Sales, and Managed Services, prioritizing efforts based on mutual objectives.

Candidates experience:

• 5–8 years of experience in technical pre-sales roles such as Pre-Sales Engineer, Solutions Architect, or Security Specialist.
• A proven ability to think strategically and act independently to drive sales opportunities to technical closure.
• A background in managing end-to-end technical aspects of deals, including scoping, solution design, and closure.
• Demonstrated problem-solving skills that have directly contributed to successful outcomes and key wins.
• Experience in building and maintaining technical relationships with channel partners, and the ability to effectively communicate with both internal and external stakeholders.
• Strong public speaking, presentation, and training skills, with the ability to convey complex technical topics to diverse audiences.
• Excellent written and verbal communication skills; experience in responding to RFPs is a plus.
• Ability to clearly explain technical solutions and architectures using whiteboarding, Visio, or similar diagramming tools.
• A strong foundation in networking and security protocols, including TCP/IP, IPv4/IPv6, subnetting, DNS, HTTP, SMTP, RADIUS, LDAP, Active Directory, PKI, IKE, certificates, L2TP, SSL VPN, IPSEC, 802.1Q, VLANs, LACP, MD5, SSH, SSL, SHA1/512, 3DES, AES.
• Hands-on experience with technical troubleshooting in complex network or security environments.
• Deep technical knowledge in key technologies such as encryption and authentication, Wi-Fi, load balancing, application delivery, Ethernet switching, Cisco ACI, APIs, two-factor authentication, malware sandboxing, secure email gateways, WAF, cloud platforms (AWS, Azure), SDN, NFV, virtualization, centralized management tools, and security operations platforms (SIEM, EDR, MDR, XDR, NDR).
• Previous experience working for a vendor or reseller is considered an asset.

Wage ranges are based on various factors including the labor market, job type, and job level. On target earnings for this position is expected to be $234,000 - $312,000 per year. Exact salary offers will be determined by factors such as the candidate's subject knowledge, skill level, qualifications, experience, and geographic location.