Distribution Operations Manager

The Distribution Operations Manager is the operational engine behind Fortinet's U.S. distribution ecosystem, owning governance, policy management, systems integrity, and crossfunctional 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

• Maintain Distribution general policies & expected practices

• Lead process and policy reviews

• Develop and document standard operating procedures and playbooks

• 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

• 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

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

• Coordinate price change activities

• Ensure reporting accuracy and readiness

• Support quoting processes, inventory planning, and operational troubleshooting

• Assist other departments with distribution ecosystem onboarding and rollouts

• 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

• Operational rigor and attention to detail

• Process improvement and systems thinking

• Cross-functional collaboration

• Clear documentation and communication

• Ownership mindset