Channel Account Manager - Sydney/Melbourne

Fortinet

2d•Remote

About The Position

Fortinet is seeking a Channel Account Manager to develop, activate, and scale its cybersecurity business through partner organizations across Australia. The role focuses on revenue generation and strategic ownership of large client accounts. The manager works with partners to enable sales success through coaching, training, and product education, while delivering sales, enablement, and partner-growth objectives. The position develops partner business plans, builds executive relationships, and coordinates Fortinet resources to support partner performance and customer implementations. It also manages sales forecasting, opportunity execution, revenue goals, and partner engagement, while ensuring alignment with Fortinet’s channel program guidelines.

Requirements

At least 7 years of channel sales and territory management experience, ideally in networking or security sectors.
Demonstrated success building business and marketing plans with partners.
Experience delivering secure networking and cybersecurity offerings within the telecommunications industry.
Experience with the distribution channel model.
Demonstrated success in sales forecasting, opportunity identification, and driving opportunities to close.
Excellent written and verbal communication skills and fluency in English.
Excellent presentation skills.
Ability to thrive in a fast-paced, changing environment.
Proactive self-starter who enjoys working in a collaborative team environment.

Responsibilities

Develop and execute business plans for partner relationships to maximize growth and help partners deliver successful customer implementations and recommendations.
Take responsibility for accurate sales forecasting, demonstrate in-depth knowledge of the sales cycle, and update Salesforce.
Meet and exceed sales quotas and revenue goals.
Create services based on emerging and established technologies to increase revenue growth.
Build productive, professional relationships with key personnel in assigned partner accounts.
Plan revenue, partner enablement, and training for key partners in the assigned territory.
Coordinate support, service, management, and other company resources to meet partner performance objectives and expectations.
Manage potential channel conflict through effective internal and external communication and adherence to Fortinet’s channel program guidelines.
Own and manage C-suite relationships, including partner engagement, enablement adoption, and execution quality.
Develop and execute joint business plans and lead regular business reviews covering performance, pipeline, enablement, and execution.
Act as a trusted advisor to ecosystem partners to improve customer profitability, productivity, and efficiency.
Ensure partner engagement is accurately reflected in opportunity execution and forecasting.