Joana Santos Email & Phone Number

Paris, Île-De-France, France

Paris

Definition and execution of parterships’ strategies in EMEA (Salesforce, Oracle), creating and leading GTM activities to increase joint pipeline and revenue.Recruitment of Microsoft as a Strategic partner : Collaboration with Xactly and Microsoft Tech teams to build Xactly Incent and Forecasting offers ready to be deployed with MS Dynamics CRM. Definition of a 3-year partnership strategy, Definition of Business plan and GTM plan.Training of Microsoft Dynamics sales teams and Xactly sales teams on Microsoft/Xactly offer.Drive execution of GTM plans (together with marketing team) to generate joint Pipeline and co-selling motions. Monitoring business success through QBR with Execs and weekly pipe review with Microsoft and Xactly meetings.Building a 13 Million$ pipeline referred by Partners (in 18 months) and engaging Salesforce and Microsoft sales teams in Co-selling motions (50% of the closed deals).

Paris, Île-De-France, France

Mission : Generating partner-sourced net-new sales pipeline and revenue by boosting Alliances ( Microsoft, Salesforce, Hubspot ) and building new channel of VARs and SIs: Manage Alliances with Salesforce And Microsoft : Publication of solutions in AppExchange and AppSource.Build and execute Go to Market plans to drive Pipeline generation and account mappingChannel Manager :Identify and recruit new partners in order to drive revenue growthNegotiate agreements and contracts and define joint Go To Market and business plansDrive Partners Enablement ( create dedicated content and train partner consultants and sales thru In person or on line training sessions) Host regular QBRs with partners to drive accountability and report on success metricsDrive pipe line review with partners and alignment with internal sales teams Build Partner Satisfaction tracking engineImprove Partner Portal by creating to partner dedicated content and. " sales tool kits" Create and Manage Partner annual kick off

Issy-Les-Moulineaux, Île-De-France, France

VARS and Distributors on Cloud solution selling Create relevant GTM plans and get them approved by partners' board members.Host monthly business reviews with partners to drive accountability on metrics and report on success Enable and train Partner' sales and management teams ( up to 200 sales people trained/year) by delivering class room trainings, tutorials, webinars.Create user friendly "take away" material to Promote product features (news letters, videos, serious gaming)Develop, maintain and execute co-sell activities .Create outbound scripts to develop crosss and up-selling. Management of 5 SDR (dedicated to partner pipe gen qualification ) Management of the Microsoft sales specialists Drive OEM Windows, Windows Server and Office Sales :Manage relationship with PC Manufacturers (HP, Lenovo, Asus, Acer, Dell) to define business and marketing plans on Windows, Server and Office • Engage with Partners ( C-level) to determine mid-term go-to market in B2C and B2B markets • Identify and leverage marketing opportunities • Influence at EMEA/Worldwide level to drive and negotiate investments for French account team Create specific Business and co-Marketing plan with partners Review plan exécution with partners' sales and marketing teams on a monthly baseAnalyse partners' sales performance and pipeline and provide partner-specific insights and recommendations to improve overall performanceDrive product Launch events ( Windows10, Office365, etc) to focus partner's teams on Microsoft new products.Adapt training content to partner's needs and deliver training sessions to partner's sales teams on Windows 10 and Office365 ( Web conf and classroom).

Launch VAD ( Value Added Distis) Programm from 0.Size the businnes opportuniy and build a strategic 3-year Go To Market plan.Build legal frame of VAD contracts and reward plan for Distributors, with the legal team.Create relevant marketing plan and monitor its execution to meet our targets.Deliver localisation needs to Microsoft corp in order to get relevant regional marketing materials.Define channel recruitment targets together with sales team.Build and monitor action plan for resellers recruitment (450 on Cloud and 200 on Virtualisation)Channel Enablement : build dedicated sales trainings with the Tech team and organise Road Shows to train 150 partners around the TOP 6 cities in France Channel activation : build service offers around Office 365, organize leadgen campaigns, and dispatch leads thru the channel. Track leads closing rates.

Microsoft SQL Server Product Marketing for french small and mid-market business : Building an awareness campaign to promote SQL Server and Data management in order to show small companies that SQL can provide them an "easy to manage and affordable" data management solution.Drive awareness and adoption thru live meetings and Techincal Boot camps that trained 2500 people around France.Mangeement of a cross-functional team ( presales, sales and marketing profiles) in order to achieve our sales and training goals.Results = 34 % revenue growth (Vs 12% the previous fiscal Year).

Les Ulis, Ile-De-France, France

Drive marketing activities with key alliance partners, as well as promoting Microsoft technologies to potential new partners in order to boost SQL adoption by french ISV channel.Working with sales Mangement team to identify key strategic partners and designed sales portofolios.Building and monitoring execution of co-marketing plans with top 50 French software vendors in order to generate10m€ SQL revenue/year). Building relevant partner value proposition to ensure recruitment (500 new Royalty Agreement contracts/year).Management of a 4 people team (call center for recruitment and activation of non managed Partners)•Localisation and deployment of MS Coporation campaigns : :sales incentives, blogs, Web TV (20000 views/month).Key results : 2500 (out of 3400) partners embeding SQL server in their solutions and generating revenue thru Royalty programm40% revenue growth in 3 years.

Build and drive execution of strategic alliances GTM plans Organise partner's sales and consulting teams enablement eventsGather co-marketing funds and build relevant Marketing plans to meet common targets with partners such as Microsoft , Cap Gemini, Accenture , Siemens, KPMG, GFI, Compaqfollow up on the plans execution and ROI

Create Go to MARKET plans to reach generate leads on CRM and PLM solutions Management of vendor team for plan execution and follow-upBuilding Marketing and execution for launch of MySAPCRM in France (1200 PAX event )Project ManagEment of Sapphire Lisbon (SAP annual event) in 2002 and 2003 (600 french customers)

Cesa, Marketing Strategie Et Management

Data Analytics

intensive learning Bootcamp to get the fundamentals of Data Analytics & Data for Business : SQL : create tables and basics requests Python.