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:
1. Key contributor to Fortinet’s channel/sell-through business with Deutsche Telekom
2. Carry quarterly and annual revenue targets
3. Work in a large, well-established Account Team
4. Manage either a defined sales segment within Deutsche Telekom’s B2B segment or a defined list of sales campaigns and activities
5. Business Development Build Business Plan for your segment/area of responsibility with the partner, execute, and track progress
6. Provide ongoing sales and technical trainings to the partner (together with the Account Team’s System Engineers)
7. Build marketing plans to drive incremental sales pipeline and revenues with development funds
8. Contribute to the expansion of the partner’s managed service portfolio based on Fortinet technology
9. 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
10. 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:
11. A proven track record of quota achievement and demonstrated career stability
12. Experience in successfully working with large, strategic partners in a fast-paced environment
13. Experience in business and marketing plans with partners
14. Excellent written and verbal communication skills
15. Excellent presentation skills to executives & individual contributors
16. Self-motivated, well-organized, with excellent time management
17. Proven team player, nevertheless competitive, with a hunter-type mentality
18. Capability to develop new sales concepts and always put customer satisfaction and long-term relationship into focus
19. Advanced expertise in Excel (e.g., Pivot tables), Salesforce (e.g., Dashboards, Reports), and Tableau beneficial
Job Experience Required:
20. Minimum 3 years channel or sales experience, preferably in networking or security sectors
21. Experience in Deutsche Telekom AG or equivalent telco/service provider accounts beneficial
22. Experience in managed security services (MSSP) beneficial
Education:
23. BS or equivalent experience, graduate degree preferred