About The Role

The Fortinet Channel team are experienced and driven professionals, who enjoy building relationships, connections and nurturing partnerships to solve the world’s most complex cybersecurity concerns.

Your goals

Build Strategic Alliances: Utilize your relationship-building skills to establish, expand, and maintain a robust network of profitable relationships and alliances with a variety of distributors, integrators, re-sellers, and consulting houses.
Drive GTM Strategy - Build, execute, and maintain long-term Go-To-Market (GTM) and joint business plans with strategic partners to drive sustained growth
Achieve Revenue Targets: Successfully achieve and exceed partner sales targets and strategic business objectives.
Maximize Coverage & Awareness: Maximize Fortinet opportunity coverage and brand awareness among the channel community.

Job Responsibilities

Strategic Joint Business Planning: Co-develop, execute, and continuously refine long-term Go-To-Market (GTM) and joint business plans with assigned partners, setting clear revenue targets, joint marketing initiatives, and operational milestones.
Partner Relationship & Account Management: Establish and maintain high-level, productive relationships with executives, sales leaders, and technical teams across assigned strategic partner accounts.
Enablement & Certification Driving: partner enablement to build technical self-sufficiency, ensuring partner sales and pre-sales engineering teams achieve required Fortinet certifications to support the GTM and business plans
Pipeline Creation & Accurate Forecasting: Maintain end-to-end visibility of the partner deal pipeline, enforcing strict Salesforce (SFDC) hygiene, accurate sales forecasting, and active participation in key sales cycles.
Distributor & 2-Tier Alignment: Coordinate closely with Distribution resources (sales, technical support, marketing) to maximize territory coverage
Channel Governance & Conflict Resolution: Proactively manage territory deal registration, resolve channel rules-of-engagement conflicts transparently, and enforce strict adherence to Fortinet channel program guidelines.
Cross-Functional Orchestration: Mobilize internal Fortinet resources—including Systems Engineers (SEs), marketing, professional services, and executive leadership—to support critical partner opportunities.

Job Experience Required

Relevant Industry Track Record: 5+ years of direct channel sales, territory management, or partner business development experience within the cybersecurity, networking, or enterprise IT sectors.
GTM & Business Planning: Proven capability in co-developing, executing, and tracking joint strategic Go-To-Market (GTM) business plans, marketing campaigns, and MDF (Marketing Development Funds) allocation with strategic partners.
Quota Attainment & Sales Execution: Consistent history of meeting or exceeding regional revenue targets, with strong proficiency in sales forecasting, pipeline management (via Salesforce/SFDC), and opportunity closure.
Executive & Interpersonal Communication: A team player, with exceptional written, verbal, and presentation skills (fluency in English required), with the ability to "read the room," negotiate, and build trusted relationships with partner executives.
Agility & Drive: A competitive self-starter who thrives in a fast-paced, high-growth environment and can navigate complex, multi-stakeholder sales processes.

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