Madrid, Community of Madrid, Spain
With 18+ years building and scaling B2B indirect revenue across EMEA for global technology manufacturers (Barco, Lenovo, ClearOne, Panasonic), I turn market vision into structured, predictable channel growth. I specialize in two kind of challenges: building distribution channels from the ground up, and bringing structure — processes, partner programs, forecasting — to channels that already exist but lack consistency. My track record includes +22% YoY revenue growth and 92% partner retention across 9 countries, achieved through redesigned partner programs, SWOT-based market mapping and standardized reporting. I work best in fast-changing markets where an organization needs someone to read the market, build the process, and make growth predictable — not just chase it. Areas of expertise: Channel & Partner Program Development · Go-to-Market Strategy · Process Design & Standardization · Vendor & Alliance Management
My main tasks were maintaining existing business and develop new territories mixing company experience and personal knowledge in ProAudio market. • Conducted SWOT for 9 Southern EU countries to clarify channel mapping. • Replaced 3 distributors and onboarded new ones. • Reorganized limited resources in the region to allocate proper tools for every market. • Led 3 sales channel executives bringing consistent and consolidated reports to top management (turnover, stocks level, funnel). Helped them execute GTM strategy in a structured way. • Increased revenue by 21% average YoY.
I was hired to devolop Collaboration products business from the starting point adding my market and product knowledge in a brand new business for the company, not present in this market yet. • Contacted 4 distributors and selected 2 to be onboarded. • Led product alliances with 6 complementary vendors (Jabra, Zoom, Bose, Epos, Microsoft, Google) boosting awareness • Cooperated with MKT and Hi-Touch teams to train their staff and also partners in terms of products and business scenario (main competitors, applications, case studies). • Developed channel strategies for key distributors and partners, aligning EMEA strategies with local goals to ensure operational consistency and accurate reporting. • Lenovo UCC solutions awareness increased significantly, with turnover up 185%.
I joined to devolop Projectors & IP market in Spain, then in charge of Clickshare range launch and business development adding Italy as a new territory. • Onboarded 4 distributors in the region, but just 2 corporations (Commtec Iberia and Commtec Italy, Tech Data Iberia and Tech Data Italy) to take advantage of common logistics and financial resources, saving time and money. • Redefined WW partner program to adapt it to each country scenario to profile Gold/Silver/Authorized partners based on turnover, geographical influence and channel mapping atomization across every country. • Created QBR files to standardize information flow, weekly turnover and stocks reporting lines. • Increased turnover x120 in 4 years, from €50K to €6M • Introduced new product lines to the established channel (cross-selling) • Onboarded 21 rental partners (Projectors and IP).
I joined to bring my knowledge in a new Projectors & LFD business for the company as Panasonic was last to arrive to this market. • Onboarded 2 distributors and 14 engineering companies as partners • Created a training program to help rest of the company to sell this range, 16 people in total. • Secured budget and executed Marketing activities like road shows or Open Doors. • Collaborated with EU Product Management in EU and Japan to develop new products aligned with market trends. • Increased turnover x10 from €150K to €1.6M in 2 years. • Requested and secured presales engineer.