Channel Account Manager
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What you'll do
- Identify, recruit, and develop new reseller partners to expand Fortinet market coverage and revenue growth.
- Build strong relationships with key stakeholders across partner organizations, including sales teams, technical teams, and management.
- Drive partner engagement and develop account plans to achieve sales and growth objectives.
- Generate and qualify distributor-led opportunities while supporting partners throughout the sales cycle.
- Conduct account mapping exercises with reseller and vendor teams to identify new business opportunities.
- Maintain a minimum 3x sales pipeline against assigned revenue targets.
- Take ownership of opportunities from lead generation through deal closure.
- Deliver compelling Fortinet solution presentations and value propositions to partners and customers.
- Coordinate product demonstrations, evaluations, Proof of Concepts (POCs), and technical workshops with internal teams.
- Prepare quotations, sales forecasts, pipeline reports, and business reviews.
- Manage the complete sales cycle, including prospecting, opportunity development, negotiation, and closure.
- Work closely with Product Managers to execute marketing campaigns and demand-generation activities.
What they're looking for
- Diploma or Degree in Business Administration, Sales & Marketing, Information Technology, or a related field.
- 3–5 years of experience in channel sales, partner account management, business development, or IT distribution.
- Strong understanding of the channel ecosystem, including distributors, resellers, system integrators, and managed service providers.
- Proven ability to build pipeline, drive revenue growth, and manage partner relationships.
- Excellent communication, presentation, negotiation, and interpersonal skills.
- Self-motivated, results-oriented, and comfortable working in a fast-paced technology environment.
Nice to have
- Experience working with Fortinet products and solutions is highly preferred.
- Experience within cybersecurity, networking, or enterprise technology markets will be an advantage.
Summarised by NextRaise from the employer’s description, which follows in full below.
Full description from employer
EXCLUSIVE NETWORKS | Introduction
Exclusive Networks is the global cybersecurity go-to-market specialist that provides partners and end-customers with a wide range of services and product portfolios. With offices in over 45 countries and the ability to serve customers in over 170 countries, we combine deep local expertise with the scale and delivery of a single global organization.
Our best-in-class vendor portfolio is carefully curated with all leading industry players. Our services range from managed security to specialist technical accreditation and training and capitalize on rapidly evolving technologies and changing business models. For more information visit www.exclusive-networks.com.
At Exclusive Networks, we are passionate about making a difference. That means delivering the best to our ecosystem, shaping a prosperous and trusted digital world, and helping our people to realize their full potential.
DUTIES AND RESPONSIBILITIES | About the role
As a Channel Account Manager, you will be responsible for developing and managing reseller relationships, generating new business opportunities, and driving revenue growth for the Fortinet portfolio. You will work closely with internal teams, vendors, and partners to execute go-to-market strategies, build pipeline, and deliver outstanding partner experiences.
This role will report to the Business Manager
As the Channel Account Manager, you will be:
Sales Role
- Identify, recruit, and develop new reseller partners to expand Fortinet market coverage and revenue growth.
- Build strong relationships with key stakeholders across partner organizations, including sales teams, technical teams, and management.
- Drive partner engagement and develop account plans to achieve sales and growth objectives.
- Generate and qualify distributor-led opportunities while supporting partners throughout the sales cycle.
- Conduct account mapping exercises with reseller and vendor teams to identify new business opportunities.
- Maintain a minimum 3x sales pipeline against assigned revenue targets.
- Take ownership of opportunities from lead generation through deal closure.
- Deliver compelling Fortinet solution presentations and value propositions to partners and customers.
- Coordinate product demonstrations, evaluations, Proof of Concepts (POCs), and technical workshops with internal teams.
- Prepare quotations, sales forecasts, pipeline reports, and business reviews.
- Manage the complete sales cycle, including prospecting, opportunity development, negotiation, and closure.
Working with internal stakeholders
- Work closely with Product Managers to execute marketing campaigns and demand-generation activities.
- Drive partner participation in Fortinet training, workshops, certifications, and vendor events.
- Collaborate with internal sales, pre-sales, operations, and vendor teams to ensure exceptional partner support.
- Deliver operational excellence through accurate forecasting, reporting, and pipeline management.
QUALIFICATIONS AND EXPERIENCE | About you
The ideal Channel Account Manager:
- Diploma or Degree in Business Administration, Sales & Marketing, Information Technology, or a related field.
- 3–5 years of experience in channel sales, partner account management, business development, or IT distribution.
- Experience working with Fortinet products and solutions is highly preferred.
- Strong understanding of the channel ecosystem, including distributors, resellers, system integrators, and managed service providers.
- Proven ability to build pipeline, drive revenue growth, and manage partner relationships.
- Excellent communication, presentation, negotiation, and interpersonal skills.
- Self-motivated, results-oriented, and comfortable working in a fast-paced technology environment.
- Experience within cybersecurity, networking, or enterprise technology markets will be an advantage.
WHO ARE EXCLUSIVE NETWORKS? | Why work for us
We are people focused and strongly believe that talent empowers us to continue our dynasty of disruption and growth in the future. Our Mission is to drive the transition to a totally trusted digital world for all people and organizations. Visit our website www.exclusive-networks.com.
We are proud to be an Equal Opportunity Employer. We are committed to the recruitment and hiring of individuals from diverse backgrounds and experiences, as we believe this strengthens our ability to develop superior solutions, make informed decisions, and better serve our valued customers. We do not discriminate against individuals on the basis of race, religion, color, national origin, gender, sexual orientation, disability status, or any similar characteristic. Employment decisions are made solely on the basis of qualifications, merit, and business need. Please click here to review our Diversity and Inclusion Policy for further information.
We care about your data: please click here to read our Recruitment Data Protection Policy prior to applying, and therefore sharing your data with us.
If you think the open position you see is right for you, we encourage you to apply!
Our people make all the difference in our success.
Company
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