Channel Systems Engineer - Southern Europe Strategic Initiative

Location: The role can be based anywhere in Southern Europe Region.

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

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

• First mission is to manage QPR to selected partner in the region and to provide framework to 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 is to support Channel team in the region about data provided by TAC Management about install based weakness (Products without Forticare, EOS, EOL…)

Expected outcomes and revenue growth:

• Focus on unsupported products in the field, expect 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 team 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