Patrizia Fioretti

Experience

• 

  Delta Air Lines

  Jan 1990 - Jul 1994

  Sales

  Senior Sales & Marketing Representative Germany South and Austria, Delta Air Lines Inc.

• 

  British Airways

  Aug 1994 - Sept 1997

  Sales Director Germany South

  Sales Director Germany South and Enterprise Account Manager

• 

  USRobotics Deutschland GmbH

  Feb 2002 - Sept 2007

  Inside Sales

  Office Management, Finance, Translations, Sales & Marketing

• 

  Ingram Micro Distribution GmbH

  Oct 2007 - Dec 2011

  License Sales Specialist & Team Leader Security

  License Specialist - Team Lead

• 

  Wave Systems

  Jan 2012 - Apr 2012

  Inside Sales Manager
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  Wave Systems Corp.

  May 2012 - Sept 2014

  Channel Sales Director CEUR and EEUR

  I have administered all functions of Wave's 2 Tier and Alliance Partnerships, with main focus on acquisition of new partners and generation of new business leads.I have established strong network of distribution, VAR, and SI partners.I have formulated and executed new business partner plans as well as created potential pipeline of direct touch channel, end-user, and partner lead generation.• Tapped new business opportunities through strong engagements and execution of sales enablement activities. Show less

• 

  AppSense GmbH

  Oct 2014 - Nov 2017

  Channel Director Central Europe
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  Ivanti Germany GmbH (Formerly AppSense GmbH)

  Jan 2017 - Nov 2017

  Channel Manager Central Europe

  I have led all phases of restructuring partner network for AppSense as well as efficiently executed 2-tier partner program, resulting in receiving recognition as global partner program.I have overseen complete management of VARs and distribution partners as well as process improvement, and tracking of new procedures, such as LANDESK and HEAT.• Successfully acquired two major reseller accounts, holding 80% of business share.• Planned and initiated new sales activities in collaboration with partners for the digitalization of broad small, medium and corporate market to gain new customers. Show less

• 

  IGEL Technology GmbH

  Dec 2017 - Jan 2020

  Director Channel Sales DACH

  I have headed team of DACH channel professionals for the creation and implementation of new DACH channel strategy.I have developed and maintained strong base of business partners across virtual desktop infrastructure industry, including distribution, VAR, and technology partners.• Launched new healthy channel ecosystem for the transformation of reseller and acquisition of new sales opportunities.• Applauded for initiating and delivering first partner program prior to the deadline and within assigned budget to optimize business profitability, while directly reporting to VP Sales DACH. Show less

• 

  IGEL Technology

  Jan 2020 - now

  Passionately building long-term, highly successful partnerships with global independent software and hardware partners driving vision and strategy to strengthen and deepen enterprise relationships. Responsible for generating, managing and executing some of IGEL's most important and high impact partnership engagements.• Negotiating and maintaining high-level partnerships as an industry expert in technology Business Development• Working closely with executive leadership to develop a strategic vision and growth strategy• Strategic thinker with proven excellence in Strategic Account planning and delivery• Servant leader mindset bringing the highest level of integrity and accountability Show less In my current position I direct team of EMEA channel team professionals and implement new global channel management strategy, while providing extensive support in transformation of IGEL from HW to SW vendor.I devise and execute effective plans to launch new partner program and portals and participate in numerous meeting sessions to finalize the contract and outsource HW to AIS.I monitor complete management of Channel P&L to meet business objectives and directly report to global channel chief.• Spearheaded all phases of executing GSI activities, such as Atos, DXC, and Kyndryl.• Optimized business revenue to €42M in 2021 and €100M 2022 by partner sourced share of 35%.• Designed and introduced partner ecosystem to efficiently manage all functions of enterprise and key accounts.• Played key role in improving functionality of EMEA Distribution Ecosystem through continuous performance analysis and employment of improvement strategies.• Devised and executed strategic business development plans, processes, and initiatives to meet/exceed expectations and revenue in collaboration with multi-disciplinary stakeholders. Show less

  • Vice President Strategic Alliances EMEA

    Feb 2023 - now

  • Vice President Channel EMEA

    Jan 2020 - Jan 2023