FRATCH

Recommended expert

Ireland

Experience

Feb 2022 - Sep 2024

2 years 8 months

Global Partner Operations Manager

Delinea (formerly Thycotic/Centrify)

Led 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 internal 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, finance and legal teams
Managed over 30 pricing scenarios for Gartner Magic Quadrant for PAM (2022, 2023)
Managed partner marketing development funds operations using NetSuite and OneTrust
Managed the global partner training system (Litmos and Impartner)

Jan 2020 - Feb 2022

2 years 2 months

Channel Support & Projects Manager

Thycotic

Achieved President’s Club 2021 for exceeding quota ($15M) in EMEA region
Managed and optimized the NFR licensing process, reducing errors by 15% and cutting distribution time from 5 days to 2 days, improving partner satisfaction
Member of the Tiger Team for operational integration of Thycotic and Centrify under the newly created Delinea
Developed real-time BI dashboards using Salesforce and PowerBI, cutting report generation time by 50% and increasing decision-making speed by 20% for the channel team

Jan 2019 - Dec 2019

1 year

Distribution Manager

Thycotic

Exceeded distribution targets by 25%, driving $4M in revenue across Southern Europe, Middle East and Africa, 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

Jul 2017 - Dec 2018

1 year 6 months

Channel Account Manager

Thycotic

Established a partner ecosystem from the ground up, growing the network by 50%, which contributed to a 35% increase in regional revenue within 18 months
Spearheaded initiatives to raise awareness of PAM importance among partners and customers
Educated stakeholders on PAM benefits and implementation strategies
Drove adoption of PAM solutions through targeted outreach and education programs

Jul 2016 - Jul 2017

1 year 1 month

Dublin, Ireland

Territory Manager – Portugal

Veritas

Acquired 10+ enterprise clients, resulting in a 25% growth in regional revenue, with average deal sizes of €100K across 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

Aug 2014 - Jun 2016

1 year 11 months

Lisbon, Portugal

Manager of district branch

ReFood Portugal

Led the establishment of a branch for ReFood, a non-profit focused on reducing food waste and redistributing surplus food to those in need
Scouted for providers, set up and trained the volunteering team, coordinated the food collection and storage pre-distribution

Apr 2012 - Jul 2012

4 months

Luanda, Angola

Business Development Consultant

Accensus

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 significant revenue growth
Established the foundation for sustainable growth in the Angolan market

Jun 2000 - Jun 2004

4 years 1 month

Matosinhos, Portugal

Board member

ARVN - Associação Regional de Vela do Norte

Set up youth and adult teams for sailing championships

Jul 1993 - May 2016

22 years 11 months

Lisboa, Portugal

Founder & Senior Account Manager

Ris2048

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
Launched and managed the Lisbon branch in 2013, 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 the company as innovators in SaaS and cloud solutions
Led certification processes resulting in Gold Partner status for Microsoft and HP

Nov 1989 - Dec 1993

4 years 2 months

Aveiro, Portugal

IT Manager

PALBIT – Minas & Metalurgia

Managed the IT infrastructure and led the deployment of a production management software solution

Industries Experience

See where this freelancer has spent most of their professional time. Longer bars indicate deeper hands-on experience, while shorter ones reflect targeted or project-based work.

Experienced in Information Technology (31 years), Sport (4 years), Metals and Mining (4 years), Food and Beverage (2 years), Energy (0.5 years), and Banking and Finance (0.5 years).

Information Technology

Sport

Metals and Mining

Food and Beverage

Energy

Banking and Finance

Business Areas Experience

The graph below provides a cumulative view of the freelancer's experience across multiple business areas, calculated from completed and active engagements. It highlights the areas where the freelancer has most frequently contributed to planning, execution, and delivery of business outcomes.

Experienced in Sales (28.5 years), Information Technology (26.5 years), Operations (25.5 years), Production (4 years), Business Intelligence (2 years), and Project Management (2 years).

Sales

Information Technology

Operations

Production

Business Intelligence

Project Management

Summary

My career is focused on supporting IT vendors in scaling their channel operations and optimizing partnerships for sustained growth. Partner Management and Distribution specialist with a decade of experience in IT partnerships, I specialise in driving revenue growth and optimising partner operations across EMEA and APAC.

My expertise lies in managing VAD distributors and channel partners to deliver strong business outcomes. As a Partner Operations Manager, I played a pivotal role in relaunching a partner program and the integration of CRM systems following a major merger, reducing manual processes by 60% and improving partner engagement.

In prior roles as a Distribution Manager and Channel Account Manager, I consistently exceeded sales targets by up to 25%, built scalable partner ecosystems, and promoted product adoption.

Skills

Saas Solutions
Cyber Security
Software Licensing
Software Asset Management
Channel Relationship Management
Account Management
Customer Success Management
Sales Operations
Business Analytics
Medpicc
Process Optimization
Bid Management
Deal Desk

Languages

Portuguese

Native

English

Advanced

Spanish

Advanced

French

Intermediate

Italian

Elementary

...and 1 more

Education

Aveiro University

Industrial Engineering and Management · Aveiro, Portugal

Certifications & licenses

CompTIA Executive Certificate In Channel Management For Vendors; Basic And Advanced

HP (Networking Solutions, SMB Solutions)

ISO 9001-2000 Auditor

Microsoft (MCTS, MCP)

Profile

Created

November 2024

Last Update

January 2026

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Frequently asked questions

Do you have questions? Here you can find further information.

What languages does Francisco speak?

Francisco speaks the following languages: Portuguese (Native), English (Advanced), Spanish (Advanced), French (Intermediate), Italian (Elementary), Norwegian (Elementary).

How many years of experience does Francisco have?

Francisco has at least 35 years of experience. During this time, Francisco has worked in at least 10 different roles and for 8 different companies. The average length of individual experience is 4 years and 6 months. Note that Francisco may not have shared all experience and actually has more experience.

What roles would Francisco be best suited for?

Based on recent experience, Francisco would be well-suited for roles such as: Global Partner Operations Manager, Channel Support & Projects Manager, Distribution Manager.

What is Francisco's latest experience?

Francisco's most recent position is Global Partner Operations Manager at Delinea (formerly Thycotic/Centrify).

What companies has Francisco worked for in recent years?

In recent years, Francisco has worked for Delinea (formerly Thycotic/Centrify) and Thycotic.

Which industries is Francisco most experienced in?

Francisco is most experienced in industries like Information Technology (IT), Metals and Mining, and Sport and Recreation. Francisco also has some experience in Food and Beverage, Energy, and Banking and Finance.

Which business areas is Francisco most experienced in?

Francisco is most experienced in business areas like Sales, Information Technology (IT), and Operations. Francisco also has some experience in Production/Manufacturing, Business Intelligence, and Project Management.

Which industries has Francisco worked in recently?

Francisco has recently worked in industries like Information Technology (IT).

Which business areas has Francisco worked in recently?

Francisco has recently worked in business areas like Operations, Business Intelligence, and Project Management.

What is Francisco's education?

Francisco holds a Bachelor in Industrial Engineering and Management from Aveiro University.

Does Francisco have any certificates?

Francisco has 4 certificates. Among them, these include: CompTIA Executive Certificate In Channel Management For Vendors; Basic And Advanced, HP (Networking Solutions, SMB Solutions), and ISO 9001-2000 Auditor.

What is the availability of Francisco?

Francisco is immediately available full-time for suitable projects.

What is the rate of Francisco?

Francisco's rate depends on the specific project requirements. Please use the Meet button on the profile to schedule a meeting and discuss the details.