Channel Account Manager

Location: Zurich Switzerland

Responsibilities:

• Manage Fortinet partners in the region
• Focus accounts (Expert & Advanced & GSI level) Target accounts in Commercial & SMB (High Potentials)
• Build and execute business plans with these partners and through distribution
• Build and maintain a business plan with each assigned focus partner. Business plan has to be agreed with partner and jointly worked on. Business plan has to outline historical data, future milestones, action items and should be reviewed and calibrated regularly (SMART objectives)
• Provide ongoing sales and technical trainings to these partners
• Train new employees of partner. Review certification level and setup education plan with milestones, agreed with partner.
• Build marketing plans to drive incremental sales pipeline and revenues with development funds
• Collaborate with internal marketing resources as well as partners & distribution to set meaningful objectives
• Develop new partners in the assigned territoryTerritory can mean a geography, a segment, an industry, or a specialization
• Act as key channel strategist to regional sales managers within regionCollaborate closely with end-user account managers, contribute to deal reviews and account planning, identify gaps within the partner structure to address end-customer needs and rectify them
• Partner with Fortinet engineering teams to drive revenue growth within regionCollaborate with Systems Engineering to fulfil technical training requirements for the respective partner territory, act as a facilitator in case of escalations and support requests
• Carry quarterly and annual revenue targetsSet quarterly and annual partner targets, hold pipeline generation and -review events, review top ten opportunities regularly

Required Skills

• 2+ years channel sales or territory management in the IT sector
• Experienced working with distribution and partners with an already existing business network
• Experience in building and executing business and marketing plans with partners
• Experience in delivering sales trainings is a bonus
• Experience in working in a fast pace environment with revenue responsibilities
• Good presentation skills to executives & individual contributors
• Excellent written and verbal communication skills
• Candidate must thrive in a fast-paced, ever-changing environment
• Competitive, Self-starter

Language

German & English at professional level, French is a bonus

Fortinet is an equal opportunity employer. We value diversity in our company, and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or any other applicable legally protected characteristics in the location in which the candidate is applying.