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
• Must be authorized to work in the U.S. without sponsorship
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 equity program, and this position is also eligible for commissions based on the terms of the Sales Compensation Plan
Originally posted on