Channel Sales Acct Manager - IS

Fortinet
Israel
Workplace: OnsiteFull timeFunction: SalesExperience: 5+ yearsEducation: bachelorsSkills: ["Relationship-building","Executive communication","Negotiation","Presentation skills","Self-starter"]

Build and grow Fortinet strategic alliances within the cybersecurity, networking, and enterprise IT channel ecosystem. Co-develop and execute long-term GTM and joint business plans, drive enablement and certification for partner teams, and manage pipeline hygiene and accurate forecasting in Salesforce (SFDC). Coordinate distribution alignment, resolve channel governance conflicts, and orchestrate cross-functional resources to achieve and exceed partner revenue targets in Herzliya.

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Fortinet
Fortinet
2 days ago

Channel Sales Acct Manager - IS

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Last checked: 8 hours agoStatus: Live

Job Summary

Build and grow Fortinet strategic alliances within the cybersecurity, networking, and enterprise IT channel ecosystem. Co-develop and execute long-term GTM and joint business plans, drive enablement and certification for partner teams, and manage pipeline hygiene and accurate forecasting in Salesforce (SFDC). Coordinate distribution alignment, resolve channel governance conflicts, and orchestrate cross-functional resources to achieve and exceed partner revenue targets in Herzliya.
Location: Israel
Workplace: Onsite
Employment Type: Full time
Job Function: Sales

Key Responsibilities

  • •Co-develop, execute, and continuously refine long-term GTM and joint business plans with assigned partners, including revenue targets and operational milestones.
  • •Establish and maintain high-level partner relationships across executives, sales leaders, and technical teams for strategic partner accounts.
  • •Drive partner enablement by ensuring partner sales and pre-sales engineering teams achieve required Fortinet certifications.
  • •Maintain end-to-end visibility of the partner deal pipeline, enforce Salesforce (SFDC) hygiene, and provide accurate sales forecasting and participation in key sales cycles.
  • •Coordinate distribution and resolve channel governance conflicts, aligning resources to maximize territory coverage and channel opportunity execution.

Key Requirements

  • •5+ years of direct channel sales, territory management, or partner business development experience in cybersecurity, networking, or enterprise IT.
  • •Proven ability to co-develop, execute, and track joint GTM business plans and marketing campaigns with strategic partners, including MDF (Marketing Development Funds).
  • •Consistent record of meeting or exceeding regional revenue targets with strong sales forecasting, pipeline management, and opportunity closure using Salesforce (SFDC).
  • •Exceptional written, verbal, and presentation skills in English, with the ability to negotiate and build trusted relationships with partner executives.
  • •Ability to thrive in a fast-paced environment and navigate complex, multi-stakeholder sales processes.
Experience:5+ yearsCybersecurityNetworkingEnterprise ITChannel salesPartner business development
Education:Bachelor's
Skills:Relationship-buildingExecutive communicationNegotiationPresentation skillsSelf-starter
Languages:English
Tech Stack:SalesforceSFDCMDF

Company Brief

Fortinet
Provides enterprise cybersecurity solutions including data protection, cloud security, network security, and user and entity behavior analytics to help organizations prevent insider threats, secure cloud and on-premises environments, and enforce data loss prevention policies.
Industry: Cybersecurity
Company Size: Enterprise (1,001+ employees)
Growth: Established Company
Funding: Private Equity Backed
Headquarters: Austin, United States
Founded: 1994
WebsiteLinkedIn