Channel Sales Account Manager – IS

About the role

The Channel Sales Account Manager – IS will drive strategic partnerships across Fortinet's channel ecosystem. You will build and nurture relationships with distributors, integrators, resellers and consulting firms to expand market reach and achieve revenue growth.

Key responsibilities

• Co‑develop and execute long‑term Go‑To‑Market (GTM) and joint business plans with strategic partners.
• Maintain high‑level relationships with executives, sales leaders and technical teams at partner accounts.
• Lead partner enablement and certification programs to ensure technical self‑sufficiency.
• Maintain end‑to‑end visibility of partner pipelines, enforce Salesforce hygiene and provide accurate forecasts.
• Coordinate with distribution resources to maximize territory coverage and align 2‑tier relationships.
• Manage channel governance, resolve deal‑registration conflicts and enforce program guidelines.
• Mobilise internal Fortinet resources—including systems engineers, marketing, professional services and leadership—to support critical opportunities.

Required profile

• 5+ years of direct channel sales, territory management or partner business development in cybersecurity, networking or enterprise IT.
• Proven experience in co‑creating and executing GTM and joint business plans with partners.
• Consistent record of meeting or exceeding regional revenue targets and strong quota attainment.
• Expertise in sales forecasting, pipeline management and deal registration using Salesforce.

Required skills

• Salesforce (SFDC) for pipeline and forecast management.