EMEA SMB Channel Program Manager

EMEA SMB Channel Program Manager

Location: Germany (preferred) coverage EMEA

We are seeking a passionate, results-driven, and experienced EMEA SMB Channel Program Manager to accelerate the growth and adoption of our security solutions across the EMEA SMB channel ecosystem. The ideal candidate will have a proven track record in recruiting, enabling, and developing SMB partners, as well as driving innovative channel programs that expand our market leadership.

Key Responsibilities
- Develop and execute strategies to recruit, onboard, and enable new SMB partners, including identifying and attracting partners from competitors.
- Design and implement compelling channel initiatives and incentive programs to drive partner retention, engagement, and revenue growth.
- Collaborate closely with in-country channels teams and distribution partners to launch and adapt SMB programs to local business environments, ensuring alignment and effective execution.
- Analyze partner lifecycle data to identify trends, uncover opportunities, and proactively address challenges to maximize partner success.
- Support and mentor local SMB teams to achieve quarterly targets by driving pipeline creation and increasing the number of active partners.
- Accurately forecast SMB channel performance and report to EMEA management.
- Lead campaign creation and manage expansion opportunities to displace competition and increase market share.
- Foster effective communication and collaboration with stakeholders across sales, marketing, product, and operations to ensure program alignment and success.
- Continuously collect feedback from partners and internal teams to refine processes and share best practices across the organization.

Qualifications & Experience
- 5-7 years of professional experience in the SMB channel space, ideally with a vendor (such as SonicWALL, Sophos, WatchGuard, or Check Point) or distributor.
- Deep understanding of the SMB channel ecosystem, including integrators, MSSPs, and cloud-native partners.
- Strong analytical skills and experience with business assessment, data manipulation, and dashboard/report creation.
- Excellent organizational skills with the ability to manage multiple priorities in a fast-paced, dynamic environment.
- Proven ability to conceptualize, launch, and manage channel campaigns and incentive programs.
- Communication and stakeholder management skills, fluent in English.

Reporting Line
This role reports directly to the EMEA VP Channel Sales.

Why Join Us?
This is a high-impact role at the intersection of channel expertise, program innovation, and data-driven decision-making. You will have the opportunity to shape the SMB channel strategy for Fortinet, the world wide leader in this segment, working with talented teams and partners across EMEA to drive meaningful results.