Francisco (Adolfo) Martins
Global Partner Operations Manager
Experience
Feb 2022 - Sep 2024
2 years 8 monthsGlobal Partner Operations Manager
Delinea (formerly Thycotic/Centrify)
- Medium sized (+750) Cybersecurity company specialising in PAM – Privileged Access Management SaaS solutions.
- Role with global coverage
- 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 (Delinea had no formal Deal Desk 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 (MDF) 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
- Cybersecurity company specialising in PAM – Privileged Access Management solutions.
- Role focused mainly in supporting the Channel team in EMEA and APAC/ANZ
- 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 2020
1 yearDistribution Manager
Thycotic
- 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
Jul 2017 - Dec 2019
1 year 6 monthsChannel Account Manager
Thycotic
- Covering Southern Europe and Middle East
- 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
- Advocated Privileged Access Management (PAM)
- 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
- 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
Aug 2014 - Jun 2016
1 year 11 months Lisbon, Portugal
Manager of district branch
ReFood Portugal - Penha de França
- Led the establishment of a branch for ReFood, a non-profit focused on reducing food waste and redistributing surplus food to those in need.
- The program aims to collect excess food from restaurants, supermarkets, and other sources, and then distribute it to communities or individuals facing food insecurity.
- 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 (3-month engagement)
Accensus
- 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
Jun 2000 - Jun 2004
4 years 1 month Matosinhos, Portugal
Board member
ARVN - Associacao Regional de Vela do Norte
- Member of a Regional Sailing Association board, tasked with setting up youth and adult teams Sailing championships.
Jul 1993 - May 2016
22 years 11 months Lisboa, Portugal
Founder & Senior Account Manager
Ris2048
- 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. Our early adoption allowed us to leverage new features and deliver greater value to clients.
- 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
- Hard metal manufacturing company – 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.
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 (Advanced)
CompTIA
CompTIA Executive Certificate in Channel Management for Vendors (Basic)
CompTIA
ISO 9001-2000 Auditor
ISO
MCP
Microsoft
MCTS
Microsoft
Networking Solutions
HP
SMB Solutions
HP
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