Channel Systems Engineer - Southern Europe Strategic Initiative

Channel Systems Engineer - Southern Europe

Strategic Initiative: The role can be based anywhere in the Southern Europe Region.

This Channel SE Strategic Initiative for Southern Europe sits at the intersection of partner improvement, delivery quality, and revenue growth. Working across the full partner lifecycle with the in‑country Channel team, this position will focus on partner improvement in compliance with the new "Engage Beyond" partner program.

This position will drive a program designed to drive measurable improvements in partner delivery maturity, support health, and install‑base hygiene, increasing renewal rates, upsell ARR, and partner autonomy across the region.

Key Responsibilities

• First mission: manage QPR for selected partners in the region and provide a framework to the CAM/Channel SE.
• Own the Quarterly Partner Review (QPR) for each assigned partner, running sessions distinct from the CAM quarterly cycle.
• Score partners quarterly across three delivery pillars: time-to-deliver, best‑practice compliance, and customer satisfaction.
• Apply the RAG scoring model (Green ≥ 80 / Amber 60–79 / Red < 60) and trigger appropriate interventions automatically.
• Track partner scores over a rolling four‑quarter window and communicate band changes with supporting data.
• Second mission: support the Channel team in the region with data provided by TAC Management about install‑base weaknesses (products without Forticare, EOS, EOL, …).

Expected Outcomes and Revenue Growth

• Focus on unsupported products in the field, expecting several millions of Forticare.
• Improve tech refresh.
• Reduce time to install and project registration to improve upsell and shortcut pipeline creation.

Candidate Profile

Essential

• 5+ years in channel, partner success, or post‑sales roles within a technology or networking vendor.
• Demonstrable experience owning partner QBR or review cadences with measurable outcomes.
• Strong analytical capability – comfortable building and interpreting multi‑source scorecards.
• Track record of driving delivery quality improvements through partner coaching and structured programs.
• Fluent in English plus at least one of: Spanish, Italian, or French.
• Ability to manage multiple partner relationships simultaneously with local Channel teams across different maturity levels.
• Experience with Fortinet security portfolios.

Desirable

• Knowledgeable in partner delivery process.
• Familiarity with SFDC and data analytics.
• Background in managed services or channel program management.
• Experience with firmware lifecycle management or install‑base analytics tools.