Channel Account Manager– Deutsche Telekom AG – Germany

Channel Account Manager – Deutsche Telekom AG – Germany

Location: Germany

In this key role, the Channel Account Manager (CAM) will promote and expand Fortinet’s position as the worldwide cyber security leader through Deutsche Telekom’s B2B business in Germany. Must be a key contributor to the revenue growth of the account and meet the company’s growth targets. Accountable for managing either a defined sales segment within Deutsche Telekom’s B2B segment or a defined list of sales campaigns and activities, based on prior experience and profile. Within the guidelines of Fortinet’s channel programs, spearhead new business development and motivate, educate, and train the partner in the Company’s products and technologies. Expand sales by building, executing, and tracking business plan for the defined scope, as part of the overall Telekom account plan.

Responsibilities

• Key contributor to Fortinet’s channel/sell-through business with Deutsche Telekom
• Carry quarterly and annual revenue targets
• Work in a large, well-established Account Team
• Manage either a defined sales segment within Deutsche Telekom’s B2B segment or a defined list of sales campaigns and activities
• Business Development
  • Build Business Plan for your segment/area of responsibility with the partner, execute, and track progress
• Provide ongoing sales and technical trainings to the partner (together with the Account Team’s System Engineers)
• Build marketing plans to drive incremental sales pipeline and revenues with development funds
• Contribute to the expansion of the partner’s managed service portfolio based on Fortinet technology
• Sales
  • Organize and track ongoing alignment between partner’s and Fortinet’s sales teams, including the definition of join target accounts and joint customer meetings
  • Contribute to the accurate forecasting of Fortinet’s sales teams
  • Ensure jointly created leads are followed up by partner and/or Fortinet sales teams
  • Promote partner within Fortinet’s sales and sales management teams
• Account Management
  • Become the partner’s go-to person for all matters related to your segment/area of responsibility
  • Build and expand executive engagements
  • Gain account insights to develop and continuously adapt account strategy

Required Skills

• A proven track record of quota achievement and demonstrated career stability
• Experience in successfully working with large, strategic partners in a fast-paced environment
• Experience in business and marketing plans with partners
• Excellent written and verbal communication skills
• Excellent presentation skills to executives & individual contributors
• Self-motivated, well-organized, with excellent time management
• Proven team player, nevertheless competitive, with a hunter-type mentality
• Capability to develop new sales concepts and always put customer satisfaction and long-term relationship into focus
• Advanced expertise in Excel (e.g., Pivot tables), Salesforce (e.g., Dashboards, Reports), and Tableau beneficial

Job Experience Required

• Minimum 3 years channel or sales experience, preferably in networking or security sectors
• Experience in Deutsche Telekom AG or equivalent telco/service provider accounts beneficial
• Experience in managed security services (MSSP) beneficial

Education

• BS or equivalent experience, graduate degree preferred

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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