The Distribution Operations Manager is the operational engine behind Fortinet’s U.S. distribution ecosystem, owning governance, policy management, systems integrity, and cross‑functional execution that enables scalable, profitable growth through distribution.

This is a high-visibility, cross-functional role requiring strong channel knowledge, process discipline, and the ability to translate strategy into repeatable operational execution.

Key Responsibilities

Policy & Governance

• Maintain Distribution general policies & expected practices

• Lead process and policy reviews

• Develop and document standard operating procedures and playbooks

Distribution Systems & SFDC Operations

• Ensure SFDC hygiene and data integrity with Sales and Channels Operations and distributor teams

• Maintain parent-child relationships, distributor contacts, and coverage models

• Maintain weekly partner report recipient lists

• Identify automation and process simplification opportunities

Programs & Incentives

• Partner with Programs and Marketing teams on annual and quarterly incentive planning

• Coordinate approvals of program terms and conditions

• Support rollout of new programs, policies, and initiatives

• Support incentive tracking and compliance

Planning & Finance Alignment

• Work with Finance on annual and quarterly goal setting and approvals

• Coordinate price change activities

• Ensure reporting accuracy and readiness

Distributor & Field Enablement

• Support quoting processes, inventory planning, and operational troubleshooting

• Assist other departments with distribution ecosystem onboarding and rollouts

Qualifications

• 5–8+ years in channel, distribution, or sales operations within a technology vendor

• Strong understanding of two-tier distribution models

• Salesforce (SFDC) operational experience

• Experience managing policies, programs, and channel governance

• Strong organizational and communication skills

Core Competencies

• Operational rigor and attention to detail

• Process improvement and systems thinking

• Cross-functional collaboration

• Clear documentation and communication

• Ownership mindset

Fortinet offers employees a variety of benefits, including medical, dental, vision, life and disability insurance, 401(k), 11 paid holidays, vacation time, and sick time as well as a comprehensive leave program.

Wage ranges are based on various factors including the labor market, job type, and job level. On target earnings for this position is expected to be $105,000 - $175,000 per year. Exact salary offers will be determined by factors such as the candidate's subject knowledge, skill level, qualifications, experience, and geographic location.

All roles are eligible to participate in the Fortinet equity program, and this position is also eligible for commissions based on the terms of the Sales Compensation Plan