Job Description

Channel Account Manager
Location: Johannesburg, South Africa

The Channel Account Manager (CAM) will build and promote the company’s position as the worldwide leader in Cyber Security specifically through the engagement with the partner community in South Africa. Must be a key contributor to the revenue growth of the region, and manage to the company growth targets. Accountable for managing reseller partnerships at expert levels in line with the guidelines of Fortinet’s channel programs within the geographic territory, spearheading new business development and strategic engagements with assigned channel partners. Will motivate, educate and train the partners in the Company’s products and technologies. The CAM is responsible for achieving sales, revenue and partner compliance objectives.

Job Responsibilities

• Establish productive, professional relationships with executives and key personnel in assigned partner accounts
• Build a plan for partner enablement and growth in assigned territory for 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)
• Ability to work in corporate environment
• 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

Job Experience Required

• 5+ years channel sales and territory management in networking or security sectors
• Experience building business and marketing plans with partners
• Experience with the Distribution channel model
• 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