Channel Account Manager

Fortinet

Channel Account Manager developing business plans and partnerships for Fortinet's cybersecurity products. Working with sales and technology leaders to drive growth and success.

Posted 7/11/2026full-timeRemote • 🇨🇦 CanadaSeniorLeadWebsite

Tech Stack

Tools & technologies

Cyber Security

About the role

Key responsibilities & impact

Create business plan that will provide appropriate execution steps to achieve target growth
Working with product and technology leaders, develop distinct products, services, and offerings powered by Fortinet technology.
Building a regular cadence of relationship-building, responsible for exercises to enable stronger partnerships
Work at a deal level to facilitate the joint pipeline, provide weekly tactical support on order processing and order management, and ensure purchase orders are submitted in a timely manner according to Sales forecasts in Salesforce
Educate the team on our enterprise security platform value proposition to drive growth
Work with joint country leadership (Sales, SE, Marketing, Channel) to implement local business plans.
Ensure the right cross-functional and decision-making stakeholders at Federal/NCR involved in the Business Plan process and sign-off on its approval
Develop and lead Quarterly Business Reviews (QBR) with cross-functional stakeholders from both organizations to measure progress against mutual business objectives
Share and communicate Federal/NCR product offerings to internal teams; translate needs into solutions
Balance short term revenue initiatives with longer-term development objectives

Requirements

What you’ll need

Proven track record in partner sales.
Fully qualified, experienced sales professional that is forward thinking and has an expert understanding of the technology business sector.
Minimum ten + years prior sales experience.
Previous experience designing business plans and market strategies with MSSPs.
Previous experience managing partner relationships at all levels (Dir/VP/C).
Proven ability to sell solutions.
A proven track record of quota achievement and demonstrated career stability
Excellent presentation skills to executives & individual contributors
Excellent written and verbal communication skills
A strategic and independent thinker that can move deals through the selling cycle
Competitive, Self-starter, Hunter-type mentality
Bilingual French and English
Previous experience in network and cyber security including, but not limited to SD-WAN, ZTNA, Security Operations tools.

Benefits

Comp & perks

100% company paid medical, dental, and vision coverage
Health Spending Account
Personal Spending Account
Employee & Family Assistance Plan (EFAP)
Critical illness, disability, and life insurance
Group Registered Retirement Savings Plan (RRSP) with a company match
Competitive Paid Time Off
Flexible leave policies, including paid health days

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills & Tools

Sales ForecastingOrder ManagementMarket Strategy DesignSolution SellingPresentation Skills

Soft Skills

Strategic ThinkingIndependent ThinkingRelationship BuildingCommunication SkillsCompetitive Mindset