Business Development Vendor Manager - Fortinet

Business Development Vendor Manager - Fortinet

About the role:

Vendor Relationship Management

• Serve as the primary point of contact between Climb and assigned vendors.

• Maintain regular communication with vendor channel managers, sales leaders, and partner teams.

• Understand/Execute on vendor GTM Strategy targeting IPP/ICP.

• Schedule and conduct vendor check-in meetings to review sales performance, pipeline, promotions, and strategic initiatives.

• Act as a trusted advisor to vendors by providing market feedback, reseller insights, and growth recommendations.

Sales Growth & Revenue Development

• Drive monthly, quarterly, and annual sales growth targets for assigned vendors.

• Review daily sales activity, bookings, pipeline reports, and forecast opportunities.

• Identify opportunities for upselling, cross-selling, and expanding vendor product adoption.

• Collaborate with Climb sales representatives to uncover and develop new business opportunities.

• Track progress against vendor KPIs and implement corrective actions when performance lags.

Reseller Recruitment & Enablement

• Prospect and recruit new reseller partners to grow the vendor's channel presence.

• Engage with existing reseller accounts to increase product awareness and utilization.

• Conduct reseller onboarding activities and introduce key vendor programs.

• Educate partners on vendor solutions, pricing programs, incentives, and competitive differentiators.

• Support reseller sales teams throughout the sales cycle to increase conversion rates.

Opportunity & Pipeline Management

• Review and manage sales pipeline opportunities daily.

• Follow up with sales representatives and resellers on open quotes and deal registrations.

• Track high-value opportunities and provide visibility to management and vendor stakeholders.

• Prepare pipeline reports and sales forecasts.

• Monitor end-of-month opportunity watchlists and assist in closing outstanding deals.

Product Expertise & Training

• Maintain current certifications and complete vendor training requirements.

• Stay informed on product updates, roadmap announcements, and new releases.

• Serve as the internal subject matter expert for assigned vendors.

• Answer product, licensing, and program questions from sales teams and resellers.

• Deliver solution positioning guidance.

About Us: Climb Global Solutions, Inc., and Subsidiaries (the “Company”) is an information technology (“IT”) channel company providing both distribution and cloud technology solutions through its Climb Channel Solutions (“Climb”), Grey Matter and Climb Global Services operating segments. Climb is a specialty technology distributor focused on emerging data center and cloud-based products, delivering software and hardware to corporate resellers, value added resellers (VARs), consultants and systems integrators globally. Grey Matter US is a value-added reseller of software, hardware and services for U.S. and Canadian corporations, government organizations and academic institutions. Grey Matter is a UK-based software reseller and cloud service provider devoted to helping Developers, ISVs and tech-led companies succeed and focus on what they do best. Climb Global Services is a technical services team of cloud adoption and migration specialists, supporting all aspects of cloud adoption from migration to training and enablement services.

About you:

1. Drive and Competitive Nature

What it looks like:

• Motivated by goals and achievement

• Wants to win business

• Comfortable being measured against targets

Assessment Indicators:

• Results-oriented

• Persistent

• Ambitious

• Self-starter

2. Resilience

What it looks like:

• Handles rejection professionally

• Maintains energy after setbacks

• Continues prospecting despite challenges

Assessment Indicators:

• Emotional control

• Optimism

• Perseverance

• Grit

3. Relationship Builder

What it looks like:

• Quickly establishes trust

• Strong networking abilities

• Creates long-term partnerships

Assessment Indicators:

• High emotional intelligence

• Likeable and approachable

• Excellent listener

• Collaborative

4. Persuasiveness and Influence

What it looks like:

• Confident presenting ideas

• Influences decision-makers

• Creates urgency without pressure

Assessment Indicators:

• Strong communication

• Executive presence

• Confidence

• Professional credibility

5. Curiosity

What it looks like:

• Asks insightful questions

• Desire to understand customer challenges

• Continuously learns industry trends

Assessment Indicators:

• Intellectual curiosity

• Problem-solving orientation

• Strategic thinking

6. Accountability

What it looks like:

• Owns results

• Takes responsibility for outcomes

• Reliable follow-through

Assessment Indicators:

• Dependability

• Integrity

• Discipline

• Time management

Apply Now--We're looking forward to reading your resume!

Climb Channel Solutions possess a 'make-it-happen' culture where hard work, creativity and success are visible throughout the company up to our CEO. We offer a competitive salary, benefits package and opportunities for continuous professional growth.