Francisco (Adolfo) Martins
Global Partner Operations Manager
Experience
Feb 2022 - Sep 2024
2 years 8 monthsGlobal 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 monthsChannel 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 yearDistribution 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 monthsChannel 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 monthDublin, 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 monthsLisbon, 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 monthsLuanda, 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 monthMatosinhos, 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 monthsLisboa, 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 monthsAveiro, Portugal
IT Manager
PALBIT – Minas & Metalurgia
- Managed the IT infrastructure and led the deployment of a production management software solution
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
NativeEnglish
AdvancedSpanish
AdvancedFrench
IntermediateItalian
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)
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