Channel Account Manager

The Channel Account Manager (CAM) will build and promote the company’s position as the worldwide leader in Unified Threat Management, specifically through the partner community within the assigned territory. Must be a key contributor to the revenue growth of the region, and manage to the company growth targets. Accountable for managing all reseller partnerships at Select, Advanced and Expert levels within the guidelines of Fortinet’s channel programs within the geographic territory, spearheading new business development 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 recruitment objectives. There is strong pressure from all competitors in TELCO sector, candidate must have proven knowledge at C-level in major telco players in CZ (T-Mobile Czech, O2 Czech, Vodafone Czech, CRA) to succeed.

Job Responsibilities

Establish productive, professional relationships with key personnel in assigned Select, Advanced and Expert level partner TELCO accounts  – targeting Commercial customers.
Build a plan for partner enablement and training in assigned territory for key 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 Sales Force 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 TELCO market sector
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
Proactively recruits TELCO partners.

Job Experience Required

5+ years in TELCO in networking or security sectors - proven knowledge at C-level in major telco players in CZ (T-Mobile Czech, O2 Czech, Vodafone Czech, CRA)
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 and Czech or Slovak native speaking.
Excellent presentation skills
Candidate must thrive in a fast-paced, ever-changing environment
Competitive, self-starter, team player