Fabrice Martinez
Country Manager for France, LifeSize Communications (Division of Logitech)
• Successful track records of 18 years of experience in direct, indirect, outsourcing sales of high value-added service, Cloud Computing and start up launch in IT environment.
• Relationship oriented
• Solid training and significant experience in management, finance of international units
• Ability to identify, understand, and resolve complex business situations
• Strong adaptability in competitive products and sectors
• Level of integrity, determination and strong interpersonal skills, revenue recognition, SOX
• Management in matrix organization and very competitive economic situation
• Experience in mergers and acquisitions with due diligence process
• General Management with Sales, Marketings and Technicals team in IT environment poulation
• Strong skills in Networking, Security, Software, Virtualization, Cloud Computing,ToIP, Visio conferencing and Storage sectors
• Hunt for new business IT in Europe
• Firm contacts and relationships with vendors in EMEA,partners and direct customers in France, Roman Switzerland and the African market
• For recommandations see my profil on linkedin : http://fr.linkedin.com/in/fabmar
362 contactsLeader in HD video communications - Paris - 4 M€ - 5 people -
In charge of the country and sales team, managing distribution, channel and direct customers strategy
2009 - 2011Shareholder actively participating in the fund raising of the start-up in full crisis with Venture Capital
Neocoretech is a French start-up company offering a new generation software solution for workstation (PC’s) Virtualization and cloud computing.
• 15 people
• 100% grow per year
In charge of business and sales development in France and EMEA, follow up of the business plan, P&L and reporting to the Venture Capital
Develop market penetration in large key accounts (Mc Donald / Credit Agricole / SNCF/ Endenred / Gemalto / French Public Government and Administrations..)
Ownership of control and tracking of co-op budget, Partner recruitment, communication and implementation of all Partner enablement activities
Establishing strong Partnerships and alliances programs at a local level with potential partners to study cooperation opportunities :
NEC, CISCO, IBM (ISI/ISR and PartnerWorld), FUJITSU, WYSE, NCOMPUTING, AXEL, ILEX, Open Virtualization Alliance.
2006 - 2009Responsible for all French and North/East African operations
• 92 people based in Paris, French area and Africa
• €150 M revenues per year
Reporting directly to the
Reporting directly to the European Board of Azlan (€1 billion of revenues for Europe) and to the French Board of Tech Data (€1.4 billion of revenues for France)
Distribution of value-added portofolio for main vendors in Networking, Security, Software, Virtualization and Storage
CISCO, IBM, HP, CITRIX, MICROSOFT, NORTEL (acquired by Avaya), JUNIPER, VMWARE (acquired by EMC), 3COM (acquired by HP), ENTERASYS (merge with Siemens), Mc AFFEE (acquired by Intel), COMPUTER ASSOCIATES, PACKETEER (acquired by Blue Coat), EMERSON, GEMALTO, EMC, OVERLAND, AXIS, SYNERWAY, SONY, PROXIM, CHIP PC...
2002 - 2006Thanks to the ability of the group we had to support 2 acquisitions during this 4 years.
Acquired by Articon-Integralis GmbH to InTechnology plc
Acquired later by InTechnology plc to Magirus GmbH
Reporting directly to the European Board
Responsible for French & Swiss operations
• 52 people based in Paris
• €35M revenues per year.
Drive the local vendor relationships and customers in indirect model, Manage the country PNL, company growth 25% per year. Definition of the country sales targets,positioning and product mix
Optimisation of the portfolio of major Security vendors :
CHECK POINT, NOKIA (acquired by Check Point), SYMANTEC, TREND MICRO, F5, RADWARE, FSECURE, ISS (acquired by IBM), WEBSENSE, RSA (acquired by EMC), ACTIVIDENTITY, NORTEL (acquired by Avaya) , NETSCREEN (acquired by JUNIPER) NETASQ, IRONPORT (acquired by CISCO), BLUE COAT, ALLOT, SONICWALL, ALADDIN, INFOBLOX...
2000 - 2002Recasting of the distribution policy toward an indirect strategy of dealers and distributors
• 20 people
• €20 M revenues per year
1996 - 1999Commercial and financial management of a profit centre “Office Document Services”
Construction and national launch of the new range of managed services for Xerox.
• 8 people
• €10 M revenues per year
1993 - 1995Sales dedicated to the vertical market of the advertising agencies and lawyers
In training during 1 year at the Xerox school of sales ( Finish 1th salesman of 1993 promotion )