Fortinet Channel Account Manager - OT 

United Kingdom 

382561340

Comprehensive Security for OT Environments

Cybercriminals are increasingly targeting cyber-physical systems in the manufacturing and utilities industries, leading to production losses and business interruptions. The Fortinet OT Security Platform provides a comprehensive system designed to protect OT environments. It includes:

• Secure networking solutions
• Zero trust, and SecOps solutions
• Dedicated threat intelligence
• Technology Alliance Ecosystem

All of these solutions are fully integrated to enable vendor consolidation and centralized management, simplifying operations and enhancing network security while reducing the total cost of ownership.

Job Responsibilities

• Establish productive, professional relationships with key personnel in assigned new and existing partner accounts
• Build a plan for partner enablement and training in assigned territory for key partners
• Coordinates the involvement of company personnel, including support, service and management resources in order to meet partner performance objectives and partner’s expectations
• Assume full responsibility for accurate sales forecasting by demonstrating an in-depth knowledge of sales cycle and update SalesForce accordingly
• Meet and exceed sales quotas and revenue goals
• Proactively leads a joint partner planning process that develops mutual performance objectives, critical milestones (e.g. training certification) in conjunction with Distribution resources (sales, support, etc)
• Manages potential channel conflict by fostering excellent communication internally and externally and through strict adherence to Fortinet’s channel program guidelines
• Drives sales of new technology adoption in assigned territory
• Proactively recruits new qualifying partners

Job Experience Required

• 3+ years channel sales and territory management in networking or security sectors
• Experience building business and marketing plans with partners
• Experience working in the OT sector
• Experience working with the ICVs
• Experience in sales forecasting, opportunity identification and drive to close
• Excellent written and verbal communication skills and able to speak English fluently
• Excellent presentation skills
• Candidate must thrive in a fast-paced, ever-changing environment
• Competitive, self-starter, team player
• Ability to develop and adapt messaging and apply to business outcomes and deliverables, specifically applied to the OT/ICV environment