Channel Account Manager - SMB

Channel Account Manager – SMB

Location: Hamburg

The SMB Channel Account Manager will build and promote Fortinet’s position as the worldwide leader in Unified Threat Management, specifically through the small and medium business (SMB) community in the territory. Must be a key contributor to the revenue growth of the region and manage to the company growth targets. Accountable for managing SMB partnerships within the guidelines of Fortinet’s channel programs, spearheading new business development, and successfully acquiring SMB accounts. Will motivate, educate, and train the partners in the company’s products and technologies. Expand sales by building business plans including MDF strategy, account penetration strategy, and profitability targets.

Responsibilities:

• Develop SMB partner community in the specific territory in Germany
• Develop relationships with the major players in the market including Fortinet’s distribution
• Build revenue and non-revenue business plans
• Provide ongoing sales and technical training to these partners
• Build marketing plans to drive incremental sales pipeline and revenues with development funds
• Act as key channel strategist to further grow our SMB market within the region
• Partner with Fortinet marketing and engineering teams to drive revenue growth within the region
• Provide geographic channel coverage for the region, meaning traveling four days within the region to meet channel partners & distribution
• Carry quarterly and annual revenue targets

Required Skills:

• An IT security background
• Outgoing personality, interested in working with many different roles within the partner ecosystem, from admin to technical up to C-level contacts
• Experience in delivering sales training, and experience in working in a fast-paced environment with revenue responsibilities is preferred
• Good presentation skills to SMB business owners & individual contributors
• Excellent written and verbal communication skills
• Candidate must thrive in a fast-paced, ever-changing environment
• Competitive, self-starter, hunter-type mentality
• Language: Native German & English at professional level

Fortinet is an equal opportunity employer. We value diversity in our company, and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or any other applicable legally protected characteristics in the location in which the candidate is applying.

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