Miguel Dos Santos Lopes

Recruiting, developing, promoting and assisting with sales of backup produtcs to Indirect Sales Channels both Resellers and Distributors in SEMEA.
Main duties include : Focus geographic indirect channel sales development. Train Resellers and Distributors to sell bundled software solutions.
Create sales for our products through indirect sales channels and by partnering with OEM sales forces. Assist with OEM, Reseller and Distributor sales and marketing efforts.
Providing on-going account management and coordination across my company and channel organizations to ensure account development and seamless sales execution.

I was tasked with rebuilding a Channel (1 tier and 2 tier) for Southern Europe, Middle East and Africa; to implement a Channel strategy and to recruit new partners rapidly with the aim of reaching ambitious targets (190% of the targets).
Strategic Partners included : Compaq, Sun Microsystems, Storagetek, Fujitsu-Siemens, Hitachi, Network Appliance, EMC, Bull, etc. Channel Partners included : Distrologie, Stordata, Esprinet, Scorpion, IPM, TotalStor, Datasystems, Spin, TeraSystems, Consyst, Cycma, Datatek, Interaxon, Prosol, Getronics, MBI, MDS, Debis, etc. End user deals include: Omnitel $700k and Turkcell $2M, Nexenter (a subsidiary of Telecel & Vodafone).

Veritas Software

Within this role, my responsibilities included building a distribution channel (1 and 2 tier), and recruiting partners that would be able to develop the business with high added value on Unix/NT environments. I was responsible for the region France, Spain and Portugal. Channel Partners included : GE Access, Distrologie, Morse, APX, Ares, Synstar, BRS, Getronics, Debis, StorData etc. I secured a strategic partnership with SUN Microsystems and Compaq.

Seagate Software

Within this position, I was responsible for business development in Spain, Portugal and Italy. I had direct contact with distribution channels, partners and end-users, and ensured a 500 % growth increase (Spain + Portugal) against an established competition (Computer Associates). I covered the region of France, Benelux, Spain, Portugal and Italy. Channel Partners included : Distrologie, SM Data, GTI, Ingram, Azlan, Algol, TechnoData, Computer 2000, DataTech, and Ilion. End users included Portugal Telecom, Banco Tota Soto Mayor, BSCH, Banco Santander, Ministry of Labour and Social Affairs (Portugal), Omnitel, etc.

I worked as Manager of the systems engineers team for the data storage products. I provided pre-sales support and technical solutions to the sales force and marketing division. I was responsible for studying product improvements and recommending the appropriate technical changes. I was also responsible for the territory of Portugal, Spain, Italy, North Africa, and Israel.

Within this role, I was responsible for projects related to strategic partners in the ‘agro-alimentary’ field, ‘Large Distributors’ and ‘Buildings and Public Works’. I was involved in various projects including deployment, migration, integration and network inter-connections. End users included : KJS, Danone, Colas, Speig, etc.

I was in charge of the Work Station Group within the Information Technology and Communication Directorate of the OECD (Organisation for Economic Co-operation and Development ). I managed the hardware purchases and hardware budget of the organisation including the analysis and forcasts of IT needs.