Channel Director

Objective

The BeLux Channel Director is responsible for leading and accelerating Fortinet's partner ecosystem across Belgium and Luxembourg. This strategic leadership role oversees a team of Channel Account Managers and is accountable for driving partner led growth, market expansion, and revenue acceleration across all channel GTM motions, including Resell, Distribution, Global System Integrators (GSI), Managed Security Service Providers (MSSP), Neo-Cloud providers, and emerging AI ecosystem partners. As a member of the BeLux Leadership Team, the Channel Director will play a critical role in shaping and executing Fortinet's growth strategy, further professionalizing the business, and scaling partner engagement to support a channel business exceeding $100M today and continuing its growth trajectory. The successful candidate combines strategic thinking, strong commercial business acumen, entrepreneurial leadership, and operational excellence to drive sustainable growth through a highly engaged and productive partner ecosystem.

What you'll do:

• Lead, coach, and develop a high-performing team of Channel Account Managers.

• Define and execute the BeLux channel strategy aligned with Fortinet growth ambitions.

• Drive partner recruitment, activation, enablement, and productivity across all channel segments.

• Develop and expand strategic relationships across Resell, Distribution, GSI, MSSP, Neo-Cloud, and AI partner communities.

• Build a scalable ecosystem strategy that accelerates pipeline generation, market coverage, and revenue growth.

• Identify new routes to market and emerging partner opportunities.

• Establish executive-level business plans with strategic partners and ensure measurable execution.

• Foster cross-functional collaboration across Sales, Marketing, Engineering, Services, and Operations.

• Drive forecast discipline, business planning, and operational excellence.

• Develop and monitor leading and lagging indicators to ensure partner-led growth objectives are achieved.

• Actively contribute to the BeLux Leadership Team.

• Promote a culture of accountability, innovation, customer focus, and continuous improvement.

• Champion business transformation initiatives that increase organizational maturity and partner engagement.

• Represent Fortinet at executive briefings, partner events, and industry engagements.

What you bring:

• 10+ years of leadership experience within technology, cybersecurity, cloud, or channel ecosystems.

• Proven success leading and scaling partner organizations.

• Deep understanding of Resell, Distribution, GSI, MSSP, Cloud, and AI ecosystems.

• Demonstrated ability to build strategic partnerships that generate measurable business growth.

• Strong executive presence with experience engaging C-level stakeholders.

• Entrepreneurial mindset with the ability to identify new opportunities and accelerate growth.

• Strong commercial and financial acumen.

• Proven experience leading organizational change and business transformation.

• Excellent coaching, mentoring, and people leadership capabilities.

• Strong analytical and operational skills with a data-driven decision-making approach.

• Exceptional communication, presentation, and stakeholder management skills.

• Demonstrated track record of consistently exceeding business objectives and building high-performance teams.

• Leadership Behaviors

• Growth mindset and entrepreneurial thinking.

• Strategic vision combined with execution excellence.

• Strong business and financial acumen.

• Ownership and accountability for outcomes.

• Ability to inspire, influence, and mobilize teams and partners.

• Collaborative leadership across functions and geographies.

• Customer and partner obsession.

• Continuous learning and innovation.