Channel Systems Engineer
Location
Southern Europe
Posted
5 days ago
Salary
0
Seniority
Mid Level
Job Description
Channel Systems Engineer
Fortinet
Role Description 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 the 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. Qualifications - 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. Requirements - 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.
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