Business Development Vendor Manager - Fortinet

Climb Global Solutions•Eatontown, NJ

About The Position

Serve as the primary point of contact between Climb and assigned vendors, maintaining regular communication with vendor channel managers, sales leaders, and partner teams. Understand and execute vendor Go-To-Market (GTM) strategies targeting Ideal Partner Profile (IPP) and Ideal Customer Profile (ICP). Schedule and conduct vendor check-in meetings to review sales performance, pipeline, promotions, and strategic initiatives. Act as a trusted advisor to vendors by providing market feedback, reseller insights, and growth recommendations. Drive monthly, quarterly, and annual sales growth targets for assigned vendors. Review daily sales activity, bookings, pipeline reports, and forecast opportunities. Identify opportunities for upselling, cross-selling, and expanding vendor product adoption. Collaborate with Climb sales representatives to uncover and develop new business opportunities. Track progress against vendor Key Performance Indicators (KPIs) and implement corrective actions when performance lags. Prospect and recruit new reseller partners to grow the vendor's channel presence. Engage with existing reseller accounts to increase product awareness and utilization. Conduct reseller onboarding activities and introduce key vendor programs. Educate partners on vendor solutions, pricing programs, incentives, and competitive differentiators. Support reseller sales teams throughout the sales cycle to increase conversion rates. Review and manage sales pipeline opportunities daily. Follow up with sales representatives and resellers on open quotes and deal registrations. Track high-value opportunities and provide visibility to management and vendor stakeholders. Prepare pipeline reports and sales forecasts. Monitor end-of-month opportunity watchlists and assist in closing outstanding deals. Maintain current certifications and complete vendor training requirements. Stay informed on product updates, roadmap announcements, and new releases. Serve as the internal subject matter expert for assigned vendors. Answer product, licensing, and program questions from sales teams and resellers. Deliver solution positioning guidance.

Requirements

Drive and Competitive Nature: Motivated by goals and achievement, wants to win business, comfortable being measured against targets.
Resilience: Handles rejection professionally, maintains energy after setbacks, continues prospecting despite challenges.
Relationship Builder: Quickly establishes trust, strong networking abilities, creates long-term partnerships.
Persuasiveness and Influence: Confident presenting ideas, influences decision-makers, creates urgency without pressure.
Curiosity: Asks insightful questions, desire to understand customer challenges, continuously learns industry trends.
Accountability: Owns results, takes responsibility for outcomes, reliable follow-through.

Responsibilities

Serve as the primary point of contact between Climb and assigned vendors.
Maintain regular communication with vendor channel managers, sales leaders, and partner teams.
Understand/Execute on vendor GTM Strategy targeting IPP/ICP.
Schedule and conduct vendor check-in meetings to review sales performance, pipeline, promotions, and strategic initiatives.
Act as a trusted advisor to vendors by providing market feedback, reseller insights, and growth recommendations.
Drive monthly, quarterly, and annual sales growth targets for assigned vendors.
Review daily sales activity, bookings, pipeline reports, and forecast opportunities.
Identify opportunities for upselling, cross-selling, and expanding vendor product adoption.
Collaborate with Climb sales representatives to uncover and develop new business opportunities.
Track progress against vendor KPIs and implement corrective actions when performance lags.
Prospect and recruit new reseller partners to grow the vendor's channel presence.
Engage with existing reseller accounts to increase product awareness and utilization.
Conduct reseller onboarding activities and introduce key vendor programs.
Educate partners on vendor solutions, pricing programs, incentives, and competitive differentiators.
Support reseller sales teams throughout the sales cycle to increase conversion rates.
Review and manage sales pipeline opportunities daily.
Follow up with sales representatives and resellers on open quotes and deal registrations.
Track high-value opportunities and provide visibility to management and vendor stakeholders.
Prepare pipeline reports and sales forecasts.
Monitor end-of-month opportunity watchlists and assist in closing outstanding deals.
Maintain current certifications and complete vendor training requirements.
Stay informed on product updates, roadmap announcements, and new releases.
Serve as the internal subject matter expert for assigned vendors.
Answer product, licensing, and program questions from sales teams and resellers.
Deliver solution positioning guidance.