Job Description

Channel Manager – SecOps

The Channel Manager – SecOps will build and promote the company’s position through the partner community within the assigned territory, with a specific focus on Fortinet’s SecOps portfolio.

The Channel Manager will be a key contributor to the revenue growth of the region and will be responsible for building, developing and growing the SecOps partner ecosystem. The role includes managing and developing existing reseller partnerships, identifying and recruiting new strategic partners, and spearheading new business development with assigned channel partners.

The Channel Manager will motivate, educate and enable partners on Fortinet’s SecOps products and technologies and will be responsible for achieving sales, revenue, pipeline and partner recruitment objectives.

Job Responsibilitie

• Establish productive, professional relationships with key personnel within assigned partner accounts.
• Build, develop and grow the SecOps partner ecosystem within the assigned territory.
• Identify, recruit and onboard new strategic partners with strong potential to develop SecOps business.
• Develop existing partners and increase their SecOps capabilities, engagement and business performance.
• Build and execute partner enablement and training plans for key partners.
• Coordinate the involvement of company personnel, including Sales, Technical, Marketing, Support and Management resources, to meet partner performance objectives and expectations.
• Assume full responsibility for accurate pipeline management and sales forecasting, demonstrating an in-depth knowledge of the sales cycle and ensuring Salesforce is updated accordingly.
• Meet and exceed agreed sales quotas and revenue goals.
• Proactively lead joint partner planning to develop mutual business objectives and critical milestones, including pipeline development, training and certifications, in conjunction with Distribution resources.
• Proactively identify new business opportunities together with partners and drive the development of a healthy SecOps pipeline.
• Manage potential channel conflict through effective internal and external communication and adherence to Fortinet’s channel program guidelines.
• Drive adoption and sales of Fortinet SecOps technologies and solutions within the assigned territory.
• Proactively recruit and develop partners aligned with Fortinet’s SecOps growth strategy.

Job Experience Required

• Minimum 4 years of experience in Channel Sales, Business Development or Partner Management within cybersecurity, networking or the broader IT security market.
• Good understanding of cybersecurity and SecOps concepts, technologies and market trends.
• Previous experience working with cybersecurity or SecOps solutions is strongly preferred.
• Experience in recruiting, developing and enabling partners.
• Experience building and executing business and marketing plans with partners.
• Experience with the Distribution channel model.
• Strong experience in pipeline development, sales forecasting, opportunity identification and driving opportunities to close.
• Excellent written and verbal communication skills; fluent Czech and English.
• Excellent presentation and relationship-building skills.
• Ability to thrive in a fast-paced, ever-changing environment.
• Proactive, commercially minded, self-starter and team player.

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