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Sénaporak LAM

EPONE

En résumé

Plus de 15 ans d'expérience consacrés quasi exclusivement à la vente de software dans un modèle de vente indirecte m'ont permis d'appréhender et de comprendre les besoins et les exigences des partenaires quant à la vente d'offre logiciels.
Je suis en quelque sorte un "software channel pure player" ; cette expertise je la revendique et en suis fier : J'ai trouvé dans la complexité de la gestion du Channel et de la vente de software un véritable épanouissement professionnel que je suis prêt à vous mettre à disposition si les challenges proposés sont suffisamment intéressants.

Mes compétences :
Kaspersky

Entreprises

  • Kaspersky Lab France - Head of Channel France

    2012 - maintenant - Responsible for heading the channel team, composed of 6 Field Sales Manager
    - Team management - coach and train the team in-line with company and HR objectives, carry-out regular development conversations and performance reviews
    - Provide information to Managing director regarding Channel team Activity
    - Provide leadership, direction and mentoring to sales team to achieve key goals of the channel partners
    - Provide channel strategy
    - Set up new partner programme
    - Define targets for sales team
    - Define Internal sales procedures regarding channel
    - Monitor sales activity of partners
    - Help sales to face main obstacles to close business
    - Evaluates and hire appropriates candidates for dedicated opened position on Channel.
    - Work closely with the members of the corporate team to ensure the most effective use of resource is upheld to meet targets and objectives across sales

  • Kaspersky Lab France - Channel Sales Manager

    2008 - 2012 - Lead the recruitment, development and growth of resellers for Kaspersky products within France and focused account list (Axians, Cheops Technology, Lafi, Quadria…).
    - Meet revenue and margin targets for products and services for new and renewal business for Kaspersky.
    - Developed the on-going relationship between partners and Kaspersky direct sales team.
    - Align Kaspersky account management with new business opportunities.
    - Accompanies resellers to customer trainings and events, effectively articulates Kaspersky value added message.
    - Increases partners revenue and market share, elaboration of partners business plan, marketing actions, maintain partners sales certification.

  • Avanquest France (ex AB Soft / BVRP Software) - Reseller Channel Manager

    2005 - 2008 - Identify, prospect, establish, develop and maintain strong professional sales relationships with strategic partners both B2C (Cdiscount, Grosbill.com, Office Depot …) and B2B (APX, Dell and french regional partners).
    - Create and execute a business plan focused on sales growth and partner sales development (sales training, forecast review, account mapping, marketing action/event)
    - Identify and develop lead generation opportunities
    - Build, develop and maintain relationship with key contacts at partners (forecast review, account mapping)
    - Provide accurate and timely management information & detailed revenue forecast
    - Manage transaction contracts, business practices and deal booking issues
    - Role of business Developer Manager for Trend Micro and Acronis at Dell

  • Avanquest France (ex ABSoft / BVRP Software) - Channel Account Manager

    2000 - 2007

  • Innelec Multimédia - Sales Specialist Software Group

    Pantin Cedex 1998 - 2000 - In Charge of developing and managing an existing base of partners (Asap Software, Allium, Computacenter, Ista GE…)
    - Development and management of quarterly pipeline of opportunities, delivery of, and commitment to, a quarterly forecast to management

Formations

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