Channel Account Manager – OT

OT Channel Account Manager Comprehensive Security for OT Environments Cybercriminals are increasingly targeting cyber-physical systems in the manufacturing and utilities industries, leading to production losses and business interruptions. The Fortinet OT Security Platform provides a comprehensive system designed to protect OT environments. It includes: Secure networking solutions Zero trust and SecOps solutions Dedicated threat intelligence Technology Alliance Ecosystem All of these solutions are fully integrated to enable vendor consolidation and centralized management, simplifying operations and enhancing network security while reducing the total cost of ownership. The OT Channel Account Manager (CAM) will be responsible for forging new and existing partnerships within the Industry Control Vendor (ICV) community, leveraging the value Fortinet delivers in this market and the company’s position as the worldwide leader in Cyber Security. Job Responsibilities Establish productive, professional relationships with key personnel in assigned new and existing partner accounts. Build a plan for partner enablement and training in assigned territory for key partners. Coordinate the involvement of company personnel, including support, service, and management resources to meet partner performance objectives and expectations. Assume full responsibility for accurate sales forecasting by demonstrating an in-depth knowledge of the sales cycle and update SalesForce accordingly. Meet and exceed sales quotas and revenue goals. Proactively lead a joint partner planning process that develops mutual performance objectives and critical milestones (e.g., training certification) in conjunction with Distribution resources. Manage potential channel conflict by fostering excellent communication internally and externally and through strict adherence to Fortinet’s channel program guidelines. Drive sales of new technology adoption in assigned territory. Proactively recruit new qualifying partners. Job Experience Required 3+ years of channel sales and territory management in networking or security sectors. Experience building business and marketing plans with partners. Experience working in the OT sector. Experience working with the ICVs. Experience in sales forecasting, opportunity identification, and drive to close. Excellent written and verbal communication skills and able to speak English fluently. Excellent presentation skills. Candidate must thrive in a fast-paced, ever-changing environment. Competitive, self-starter, team player. Ability to develop and adapt messaging and apply it to business outcomes and deliverables, specifically applied to the OT/ICV environment.

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