Manages reseller and distribution partners within an assigned territory to drive sales, revenue growth, partner recruitment, and technology adoption. Responsibilities include developing partner relationships, creating enablement and training plans, coordinating internal resources, forecasting sales in Salesforce, meeting quotas, managing channel conflict, and leading joint business planning. Requires channel sales experience in networking or security, partner marketing planning, distribution-channel knowledge, and strong communication and presentation skills.
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 Bronze and Silver 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.
Job Responsibilities
- Establish productive, professional relationships with key personnel in assigned Silver and Gold level partner accounts
- 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 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 a high volume low-end and mid-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 new qualifying partners
Job Experience Required
- 3+ 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
Fortinet London, England Office
52-54 Lime St, London, United Kingdom, EC3M 7AG
Similar Jobs
Artificial Intelligence • Big Data • Cloud • Information Technology • Software • Cybersecurity • Data Privacy
Own the technical side of enterprise data protection sales across discovery, proof of concept, validation, and business-case development. Design backup, recovery, and cyber-resilience architectures for hybrid and multi-cloud environments. Lead technical discussions, presentations, implementation support, and stakeholder alignment across infrastructure, cloud, security, identity, and compliance teams. Enable sales teams, influence product improvements, and advise customers on resilient architectures, automation, and identity protection. The role is remote with approximately 50% travel.
Top Skills:
Active DirectoryAPIsAWSAzureBashEntra IdGCPHyper-VInfrastructure As CodeLinuxNasNutanix AhvOciOktaOraclePingPowershellPythonSQL ServerTerraformVMwareWindows
Digital Media • Gaming • Information Technology • Software • Sports • Esports • Big Data Analytics
Manage real-time golf sports betting markets, including compilation, price management, in-play trading, content management, market monitoring, bet settlement, and regulatory compliance. The role requires rapid analytical decision-making, KPI ownership, collaboration with trading and product teams, and flexibility for varied shifts, weekends, and peak sports seasons.
Top Skills:
Ai TechnologiesAutomation PlatformsExcelMS OfficeScripting
Big Data • Information Technology • Productivity • Software • Analytics • Business Intelligence • Consulting
Leads strategic customer engagements by discovering operational challenges, architecting secure AI and agentic solutions, and delivering high-stakes Proof-of-Value projects. Builds LLM systems using RAG, tools, and guardrails; integrates them with enterprise data, identity, and compliance frameworks. Presents AI transformation narratives and ROI to executives, drives implementation, adoption, and value realization, develops reusable methodologies, and mentors junior colleagues.
Top Skills:
Ai AgentsAws BedrockAzure AiCelonis PlatformEnterprise Cloud ArchitectureFunction CallingGoogle Cloud Vertex AiHugging FaceIamLlmsPrompt EngineeringPythonPyTorchRetrieval-Augmented Generation (Rag)Scikit-LearnSQLTensorFlowXgboost
What you need to know about the London Tech Scene
London isn't just a hub for established businesses; it's also a nursery for innovation. Boasting one of the most recognized fintech ecosystems in Europe, attracting billions in investments each year, London's success has made it a go-to destination for startups looking to make their mark. Top U.K. companies like Hoptin, Moneybox and Marshmallow have already made the city their base — yet fintech is just the beginning. From healthtech to renewable energy to cybersecurity and beyond, the city's startups are breaking new ground across a range of industries.
