Focus Partner Channel Account Manager

The Focus Partner Channel Account Manager will build and promote the Company’s position as the worldwide leader in Unified Threat Management, specifically through a defined set of partners 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 the reseller partnerships within the guidelines of Fortinet’s channel programs, spearheading new business development and successfully developing alliances with key solution provider 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:Manage a defined list of Fortinet partners in the regionBuild revenue and non revenue business plans with these partnersProvide ongoing sales and technical trainings to these partnersMust understand the partner's business and help the partner align mutual goals and KPIs to manage their business.Build marketing plans to drive incremental sales pipeline and revenues with development fundsAct as key channel strategist to regional sales managers within regionPartner with Fortinet marketing and engineering teams to drive revenue growth within regionProvide geographic channel coverage for the regionCarry quarterly and annual revenue targetsRequired Skills 8+ years channel sales and territory management in networking or security sectors Experience building and executing on business and marketing plans with partners Must have experience in delivering sales trainings and experience in working in a fast pace environment with revenue responsibilitiesExcellent presentation skills to executives & individual contributors Excellent communication skills: communication is clear, concise, and convincing, whether verbal or written.Must be able to read people and connect meaningfully with various personalities. Has the ability to "read the room" and adjust accordingly.Candidate must be able to lead a team and direct change when necessary. The CAM can respectfully challenge the status quo and provide data when required.Competitive, self-starter, must be proactive and have a no excuse mindset and work in a fast-paced environmentCollege or University degree preferredFortinet offers employees a variety of benefits, including medical, dental, vision, life and disability insurance, 401(k), 11 paid holidays, vacation time, and sick time as well as a comprehensive leave program. Wage ranges are based on various factors including the labor market, job type, and job level. On target earnings for this position is expected to be $180,000 - $240,000 per year. Exact salary offers will be determined by factors such as the candidate's subject knowledge, skill level, qualifications, experience, and geographic location. All roles are eligible to participate in the Fortinet equity program, and this position is also eligible for commissions based on the terms of the Sales Compensation PlanFortinet (NASDAQ: FTNT) secures the largest enterprise, service provider, and government organizations around the world. Fortinet empowers its customers with intelligent, seamless protection across the expanding attack surface and the power to take on ever-increasing performance requirements of the borderless network - today and into the future. Only the Fortinet Security Fabric architecture can deliver security without compromise to address the most critical security challenges, whether in networked, application, cloud or mobile environments. Fortinet ranks number one in the most security appliances shipped worldwide and more than 500,000 customers trust Fortinet to protect their businesses.We are committed to providing reasonable accommodations for all qualified individuals with disabilities. If you require assistance or accommodation due to a disability, please contact us at View email address on click.appcast.io 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, disability, age, military/veteran status or any other applicable legally protected characteristics in the location in which the candidate is applying.Full timePosting Date: 2026-02-24