Fortinet · 4 months ago
Channel Team Manager
Sunnyvale, CA, United States
Full-time
Onsite
Entry, Mid Level
$180K/yr - $280K/yr
2+ years expFortinet is a leader in cybersecurity, and they are seeking a Channel Team Manager to lead a team of Channel Account Managers. The role involves managing partnerships, driving revenue growth, and developing strategic business plans while motivating and educating the team and partners on Fortinet's offerings.
Cyber SecurityMobileNetwork SecuritySecurity
Responsibilities
Lead and mentor a team of CAMs: Lead by example, demonstrating strong character, integrity, and teamwork while providing coaching, guidance, and performance feedback to the team to ensure they meet their objectives
Oversee reseller partnerships: Manage partnerships in accordance with Fortinet's channel programs and policies
Enable partners: Motivate, educate, and train authorized partners on Fortinet's products, programs, technologies, and selling strategies
Contribute to revenue targets: Meets DLB (distributed-led business) revenue growth goals for the region
Develop business plans: Build business plans that focus on increasing market penetration, promoting the full Fortinet portfolio, and align with both Fortinet and our partner’s objectives
Drive Fortinet's position in the market: Promote the company's standing as a leader in cybersecurity through the partner community
Manage partner relationships: Build strategic relationships with partner executives and key stakeholders to grow mindshare and revenue
Track and measure success: Generate detailed, clear, and accurate forecasts, data analysis, and KPI reporting
Collaborate: Work cross-functionally with Fortinet's field sales leadership, engineering team, and authorized distributors to align efforts and drive growth
Ability to travel up to 50%
Qualification
Required
2+ years of experience managing, mentoring, and retaining a high-performing channel sales team
History of achieving sales targets and driving revenue growth through channel partners
Expertise in creating and executing business plans focused on market penetration and meeting revenue targets
The ability to communicate clearly and build strong relationships with partners, team members, and internal stakeholders is essential
A deep understanding of the cybersecurity market and Fortinet's product portfolio is required for motivating and training partners
The manager must be able to adapt to a fast-paced environment and resolve conflicts that arise in the partner channel
Experience working in a two-tier distribution channel sales partner model
Deep knowledge of Microsoft Office suite of tools (particularly MS Excel)
Preferred
Knowledge of Salesforce.com and Tableau
Master's degree in business administration, marketing or related field
Benefits
Medical
Dental
Vision
Life and disability insurance
401(k)
11 paid holidays
Vacation time
Sick time
Comprehensive leave program
Company
Fortinet
Fortinet is a provider of network security appliances that include firewalls, security gateways, and complementary products. It is a sub-organization of Fortinet Federal.
10001+ employees
H1B Sponsorship
Fortinet has a track record of offering H1B sponsorships. Please note that this does not
guarantee sponsorship for this specific role. Below presents additional info for your
reference. (Data Powered by US Department of Labor)
Distribution of Different Job Fields Receiving Sponsorship
Represents job field similar to this job
Trends of Total Sponsorships
2025 (200)
2024 (152)
2023 (155)
2022 (175)
2021 (139)
2020 (161)
Funding
Current Stage
Public CompanyTotal Funding
$89MKey Investors
Meritech Capital PartnersDEFTA Partners
2009-11-18IPO
2004-03-03Series Unknown· $50M
2003-08-29Series D· $30M
Leadership Team
Ken Xie
Founder and Chief Executive Officer
Michael Xie
Founder, President & CTO
Recent News
The Times Of Israel
2026-01-17
2026-01-16
Company data provided by crunchbase