Channel Marketing Manager
Pat Luby Consulting JLT
Total years of experience :37 years, 8 months
Partner recruitment
Partner enablement
Demand Generation
Create brochures
Avnet Technology Solutions Middle East February 2011 to present
Channel & Marketing Executive - For Oracle Business
Responsible for all channel marketing activities for the Oracle buisness including: ➢ Working with partners to develop partner sales and marketing plans
➢ Manage Marketing funds
➢ Revenue reports
➢ Develop and execute sales and marketing campaigns for and with the partners in conjunction with the Channel and Sales Manager.
➢ Partner Operations and compliance, Onboarding, Activities and communications
➢ Events, Roadshows, Telemarketing, Demand Generation, Webinars, Lead generation, recruitment campaigns, Manage opportunities
➢ Project management - Trade shows
➢ Coordinate with PR agency for press releases
Key achievement: Partner plans in place with 35 partners leading to revenue growth of $30 M over 1 year
Recruited 93 new partners
GITEX 2011exhibition at DWTC - A to Z Planning and Execution
Launch of Avnet's Solution Center - Planning and Execution
Sun Microsystems Inc - Oracle Systems Limited (UAE) . 2001 to June 2010 Alliances & Channel June 2010 to February 2011 Partner Business Consultant MENA (Oracle Partner Network OPN)
Sun Microsystems Inc. 2001 to June 2010
2008 to 2010 Channel Sales Organization
Partner Program Office Tool & Compliance Lead Middle East & Africa
➢ Partner Rebate & Revenue reports
➢ Ensure process is followed by Partners providing sales information on forecasting and pipeline
➢ Competency Tracking System maintenance (updates), Membership engine & reporting
➢ Transition all partners to Oracle Channel program (OPN) - Change Management
➢ Partner management/recuitment - Due Diligence, Contracts management, Partner Programs and Tools
➢ Business planning with the Channel team and the Partners.
➢ Partner Growth fund
➢ Work with other Sales LOBs (Lines of Business) to effectively manage the Partners with Partner Compliance.
➢ Developed and managed the MENA Channel website to ensure Sun wide access to information on current Channel programs. Update Partner Portal.
➢ Assist with Partner Portal timely with registrations & approvals
Participated in planning the annual Partner sales event with the Marketing team.
Managed 145 partners across 39 countries - Achieved 90% compliance in 1 year
Migrated all to Oracle Partner Network in less than 180 days
Partner Operations expertise (including Due Diligence, Reporting, Export Compliance)
2005 to 2008 - Service Delivery - Spare parts coordinator in SEE (Southern & Eastern EMEA)
➢ Created and managed Subsidized Spare parts program for partners in SEE
➢ List creation, quote, margin analysis, order tracking reporting.
➢ Selected logistics provider & warehouse audit
Established stategic regional service delivery business plans with regional managers
Successfully put a spares process into place.
Deployed program in 43 countries - $4 M of spares subsidized - Customer satisfied with timely part replacement
2001 to 2005 - Reseller development Specialist SEE region (Southern & Eastern EMEA) Support Services
➢ Defined and implemented subcontracting strategy for global contracts
➢ Follow up on partner's accreditations and provide monthly stats
➢ Coordinate partner training and certification at the TDC (Training Development Center)
➢ Created and maintained Service Partner website for SEE
Achieved to get 80% of the partners accredited - $1.3M of subcontracts - Contracts and Business Practice expertise
VAW Aluminium France 1995 to1998
French Sales Office - Aluminum Building Material Business
Executive Sales Assistant Director - Colmar France
Responsible for the activities in the French office (sales and administration)
➢ Liaise with the head office in Germany with Order management and Production Planner, Order processing / Sales and stock tracking
➢ Sales quote generating (France and Export)
➢ Assisting the Export Manager
➢ Annual turnover >$3M - Directly managed $500K
Managed and Developed sales with Swiss Partner/Reseller - $70K
Promoted from Executive Sales Assistant to Export Manager at Head Office in Germany
Newmarket Software System Inc. 1994
Sales & Catering system DELPHI
Installer Manager - Durham - NH USA)
➢ Deployed in several 5 stars Hotel in the US and Canada to install the software and training Sales and Catering staff
➢ Performed in-house training for various hotel Sales and Catering staff
Sales & Catering staff fully operational after the training
Sheraton Portsmouth Hotel 1992 to 1993
Guest Service Agent - Portsmouth - NH USA
Performing all front desk activities and other duties
Promoted from Bell Person to Guest Service Agent (front desk, reservations)
Build strong relationship among co-workers to foster Team work
Won the employee of the month Award of Excellence
Reynolds Aluminium France 1991
Assistant to the Quality Assurance Director - Merxheim France
➢ Put into place as set of procedures to cover all processes in the business for ISO 9001 Certification
➢ Maintained quality control data for ISO Standards.
ISO 9001 Certification
Hopital Pasteur 1983 to 1989
Pharmaceutical assistant - Colmar - France
Providing a variety of services related to daily operation of a pharmacy under the guidance of a registered pharmacist.
McIntosh College (New England College) Dover NH (USA) 1992 to 1993 Associate Degree in Business Science - Major in Business Management including International Business.
GED - State High School Equivalency Diploma - Wells-Ogunquit State of Maine US 1991
Chamber of Commerce, secretarial School - Colmar France 1990
University of New Hampshire Courses: English as a second language. Durham NH US 1989 to 1990 Lycee Koeberle - Apprentice "Pharmaceutical Assistant". Selestat France 1980 to 1982