• Manage a portfolio of assigned customers and develop new business from existing clients • Actively seek expansion opportunities to grow overall client revenue • Forge relationships with key decision makers within target accounts • Stay current on our clients' business, industry, and key objectives and challenges • Collaborate with internal teams to coordinate resources throughout the sales cycle • Present to a wide audience of potential buyers including C-level and executive sponsors

• The Channel Account Manager (CAM) in general will be responsible to build and promote Fortinet’s position as the worldwide leader in cybersecurity through selling, enablement, and training to and through our authorized partner community. • The CAM will be accountable for managing the partners within the guidelines of Fortinet’s channel programs, spearheading new business development, and successfully developing alliances with key internal stakeholders and distributor partners. • The CAM will motivate, educate, and train the partners, focusing on effective strategic business planning, account penetration, and the benefits of selling the full Fortinet portfolio. • In addition, the KRITIS CAM, will be responsible for building, developing, and managing a high-performing partner ecosystem for customers in the KRITIS and Utilities (Critical Infrastructure) environment (e.g. energy, water, waste, transportation) to ensure growth, compliance, and sustainable customer coverage. • The role focuses on establishing long-term partner relationships, understanding KRITIS regulations (BSIG, BSI-KritisV, NIS2), and coordinating internal stakeholders such as IT Security, OT, and Compliance. • Define and execute a channel strategy for KRITIS segments, including partner segmentation (MSPs/MSSPs, system integrators, OT specialists, technology/vendor partners). • Identify, recruit, and enable suitable partners. • Develop business plans with top partners (pipeline, revenue targets, use cases, vertical focus). • Drive joint account and opportunity planning (Joint Account Planning) with partners and internal sales teams. • Manage co-selling and co-marketing activities (events, webinars, campaigns) tailored to KRITIS-specific requirements. • Ensure a solid pipeline, forecasting, and deal qualification. • Where required, support tenders, framework agreements, procurement processes, and deal registration. • Understand regulatory requirements (e.g., IT Security Act/IT-SiG, BSI requirements, NIS2, ISO 27001/27019, IEC 62443). • Position Fortinet solutions for IT/OT security, Zero Trust, SOC services, incident response, network segmentation, and secure remote access. • Define training and certification plans (sales/presales/technical) and run regular Business Reviews. • Manage partner performance through KPI-driven governance (pipeline, win rate, service quality, certifications, customer satisfaction). • Act as the interface between partners and internal teams across Sales, Marketing, Product Management, Services, and, where applicable, OT teams.

Benefits: - Retirement Benefits - Bonus based on performance - Company parties - Dental insurance - Flexible schedule - Health insurance - Opportunity for advancement - Training & development - Vision insurance Join the Winning Team at the Yoder District - Northwestern Mutual. Why Current and Former Athletes Thrive Here: We recognize the unique strengths and qualities that former and current athletes bring to the table. Athletes excel in our environment because of their inherent drive, discipline, and competitive spirit, which are essential traits for success in the insurance and financial services industry. Here’s why athletes thrive with us: - Teamwork and Collaboration: Just like in sports, our success depends on teamwork and collaboration. Athletes naturally excel in a team setting, working together towards common goals and supporting each other to achieve the best results for our clients. - Resilience and Determination: Athletes are accustomed to facing challenges and persevering through difficult situations. This resilience translates well to the professional world, where overcoming obstacles and staying focused on long-term goals are key to building a successful career. - Goal-Oriented Mindset: The drive to set and achieve goals is second nature to athletes. This goal-oriented mindset helps our representatives stay motivated and committed to helping clients achieve their financial objectives. - Discipline and Time Management: Balancing training, competitions, and academics instills a strong sense of discipline and time management in athletes. These skills are invaluable in managing a client portfolio, meeting deadlines, and maintaining a high level of productivity. - Competitive Spirit: The competitive nature of athletes fuels their desire to excel and be the best in their field. This competitive spirit drives our representatives to continuously improve, exceed performance targets, and deliver exceptional service to clients. Our Growing Offices are Located: - District Office: 3665 John F Kennedy Parkway Building 1 Suite 100 Fort Collins, CO 80525 - Cheyenne, WY 212 E 22nd Street Cheyenne, WY 82001 - Laramie, WY 866 N 4th St, Ste 2, Laramie, WY 82072 - Greeley, CO 710 11th Ave Unit L45 Greeley, CO 80631 - Expansion in Jackson, WY. Meet some of our local team, many who have excelled in athletics: Haley Stevens - Chief Operating Officer: - How long with NM? Joined Northwestern Mutual 7 years ago. - Prior Experience? Previously was in Retail Management as well as Sales Management before starting with NM. - Passionate About? Loves family and travel. Enjoys the benefits that NM provides with work and life that allows her to spend as much time as she can with her kids and other members of her family. Bailey Bergstrom - Director of Recruitment and Selection: - How long with NM? Been with Northwestern Mutual for 2 years. - Prior Experience? Previously was in Real Estate Management and IT Recruitment before starting a career with NM. - Passionate About? Loves spending time with friends and family. Advocate for health and fitness and loves to run and strength train. Ryan Yoder - Managing Director, Partner, and Wealth Management Advisor: - How long with NM? Been with Northwestern Mutual for 29 years. - Prior Experience? Graduated from Colorado State University. Co-owner of R&R Chicken Farm before starting with NM. - Passionate About? Loves spending time with his wife and 4 children. Enjoys serving as the Head Men’s Basketball Coach at Resurrection Christian High School in Loveland, CO. His mission is to influence people for eternity, inspiring and equipping them to live a life of significance. Cory Schroeder - Managing Partner, Wealth Management Advisor: - How long with NM? Been with Northwestern Mutual for 5 years. - Prior Experience? Was in the military and also owned a few of his own businesses prior to starting with NM. - Passionate About? Loves spending time with his wife and 2 daughters. Also enjoys hunting and being an instructor to future Army National Guard members. Josh Schilt - Financial Advisor: - How long with NM? Been with Northwestern Mutual for a year and a half. - Prior Experience? Former college student and also worked on a fencing crew building fences for cattle. - Passionate About? Loves spending time with family as well as hunting and hiking in the mountains. Brian Campbell - Growth and Development Director: - How long with NM? Been with Northwestern Mutual for 19 years. - Prior Experience? Began his career with NM as an intern while attending Colorado State University. - Passionate About? Loves spending time with his family and coaching his boys in competitive flag football. Also enjoys watching his daughter play basketball and ride horses competitively. Key Responsibilities: As a Financial Advisor, your primary role will be to engage with clients to understand their comprehensive financial needs, providing personalized guidance to help them achieve their financial protection and planning goals. You will design and implement tailored strategies that safeguard clients' assets, income, and overall financial well-being, ensuring their long-term security. Regularly reviewing and updating clients' financial plans and insurance policies to reflect any changes in their circumstances or goals will be crucial to ensure continuous protection. Additionally, you will cultivate a robust network of clients through referrals, active community involvement, and professional associations. Qualifications: We prefer candidates with a bachelor's degree in finance, business, or a related discipline. While prior experience in insurance, financial services, or business development is beneficial, it is not mandatory. Successful candidates will possess excellent interpersonal and communication abilities, strong analytical skills, and the capability to build lasting client relationships. We welcome individuals from business development-oriented organizations with uncapped earnings potential, including those from Medical Device, Education (teachers, administrators), Logistics, Solar, Payroll Services, Tech Business Development, Real Estate, Auto Rental and others. You will be required to obtain state insurance licenses, with training provided and sponsorship considered. Benefits: You will have continuous access to training and development programs, with sponsorship for advanced certifications to enhance your expertise. We offer a lucrative compensation structure including performance-based incentives and unlimited earning potential. You will receive extensive support from a dedicated planning team, marketing resources, and experienced mentors. Enjoy the flexibility to design a work schedule that aligns with your personal and professional goals. Most importantly, you will play a pivotal role in helping individuals and families secure their financial future, making a lasting difference in the community. Northwestern Mutual is the marketing name for The Northwestern Mutual Life Insurance Company (NM) and its subsidiaries in Milwaukee, WI. Ryan Yoder is a General Agent of NM and not in legal partnership with NM, or its subsidiaries. Flexible work from home options available.

• Establish monthly and quarterly KPI’s with the sales management team and coach your team to consistently exceed those goals • Oversee day to day team operation and performance, and exceed business KPIs • Discover training needs and provide coaching on DoiT processes and sales skills • Serve as the first-line escalation point for deal related challenges and deal reviews/discount approvals for the team • Work with the individual AMs to deliver QBRs to cloud vendors and mutual customers, when needed • Templatize reviews with customers - tracking active project timelines, projected spend on respective cloud platforms and feedback on DoiT support & engagement • Maintain deep knowledge, context, & ownership of DoiT’s Account Management strategy, segmentations, and AE to AM handoff process to ensure that the team maintains a balanced book of business • The primary focus for Account Management is to drive engagement, growth, and retention with existing customers. • Collaborate with cross-functional teams to ensure input is captured, and your plan for customers is widely understood