Channel Operations Manager

Cybersecurity company specialising in PAM – Privileged Access Management SaaS solutions. Role with global coverage

• Spearheaded the relaunch of Delinea's Partner Program, requalifying 3000+ partners, which resulted in a 10% increase in partner-generated revenue within 6 months
• Integrated the Delinea Partner Portal (Impartner PRM) with Salesforce, reducing manual data entry by 60%, leading to a 50% improvement in partner engagement and system adoption
• Redesigned a Deal Registration process that reduced approval time by 30%, improved SLA compliance by 25%, and accelerated deal closure rates by 15%
• Integrated the informal Deal Desk operations support team
• Approved non-standard Channel discounts on CPQ quotes
• Managed approval workflow of Channel contracts with partners
• Managed over 30 pricing scenarios for Gartner Magic Quadrant for PAM (2022, 2023)
• Managed Partner Marketing Development Funds (MDF) operations using NetSuite and OneTrust
• Managed the Global Partner training system (Litmos)

Managed the VAD Distribution network for Southern Europe, Middle East and Africa

• Exceeded distribution targets by 25%, driving $4M in revenue across the regions, contributing to a 45% year-on-year growth
• Developed and maintained long-term strategic partnerships
• Fostered the creation and growth of the Partner network to drive company revenue working closely with the Distribution Channel
• Presented at partner events in Spain, France, Portugal, and Turkey

IT Vendor specialising in Backup and Document Management solutions

• Acquired 10+ enterprise clients, resulting in a 25% growth in regional revenue, with average deal sizes of €100K across various industries including banking, healthcare, and telecom
• Led the full sales cycle for enterprise-level accounts, increasing sales pipeline efficiency and closing €1.5M+ in deals across banking, government, and oil/gas sectors
• Cultivated and maintained relationships with key enterprise partners
• Developed strategies to expand Veritas' market presence and increase incremental revenue

Angolan subsidiary to a joint venture project of Ris2048 and Incentea

• Trained and prepared local sales team for regular operations
• Identified and developed business opportunities that increased the client base by 15% across banking, government, telecommunications, and oil/gas sectors, contributing to a significant revenue growth
• Established the foundation for sustainable growth in the Angolan market

IT Reseller with Gold Partner status with several vendors (Microsoft, HP, GFI, CA, VMware, Veeam, etc.)

• Co-founded and expanded the company from 5 to 97 employees, achieving an annual recurring revenue (ARR) of over $12M, with a 20% year-on-year growth for 10 consecutive years
• In 2013 launched and managed the Lisbon branch, growing the team to 6 employees and achieved over $1M in ARR within 3 years
• Led midmarket operations, driving a 25% increase in sales through expertise in software licensing, asset management, and server, storage and networking solutions
• Contributed to the launch of the Microsoft Enterprise Agreement program in Europe (2003-2004)
• Achieved Microsoft Portugal Partner of the Year for Industry recognition in 2004
• Pioneered Microsoft Office365 in the Portuguese market, positioning us as innovators in SaaS and Cloud solutions
• Led certification processes resulting in Gold Partner status for Microsoft and HP