Diana Camelia Bercuci
Haarlem,Netherlands
Summary
Multilingual Strategic Alliances/Partner Manager with over a decade of experience in business development, alliances, and sales across EMEA. Proven success in the datacenter, cloud, and software sectors, with a strong focus on partner engagement, GTM strategy and international collaboration. Recognized for driving growth in complex environments.
Business expertise in : Digital transformation (Cloud services, IoT, Big Data, Analytics, AI, ML), Fintech
Legal expertise in : Human Rights Law and International Criminal Law
Student member of the Human Rights Lawyers' Association
Barbri- Negotiation skills (SQE prep)
Overview
16
16
years of professional experience
Work History
MTDC Sales Manager EMEA
Corning Optical Communications
2022.08 - Current
- Established pricing strategies for EMEA MTDC, driving increased market share.
- Collaborated with Finance, Product Management, Technology Group, and Marketing for tailored solutions.
- Unified global MTDC strategy with US & APAC teams to ensure consistent approach.
- Guided sales professionals as overlay leader to surpass individual and team goals.
- Performed comprehensive market research and analysis for the MTDC segment.
- Reported sales performance regularly to track progression towards targets.
- Participated in key industry events to expand professional network.
- Recognized by President's Sales Club in 2023 and 2024.
EMEA Business Development Manager (Datacentres)- contract role
Black Box
2021.05 - 2022.07
- Drove new business development efforts in MTDC sector to capture market share.
- Strengthened relationships with key partners including Google, Microsoft, and HPE.
- Represented Black Box at major Dutch Datacentre events, enhancing brand visibility.
- Sold professional services in DC space, consistently meeting or surpassing sales objectives.
Strategic Alliances (Nordics&Benelux)
Hewlett Packard Enterprise
2019.03 - 2019.10
- Orchestrated execution and support of GTM initiatives with global ISV partners DXC and Microsoft (AzureStack, Modern Workplace, IntelligentEdge) across Nordics & Benelux
Alliances Manager Western Europe (Dell Software Group)
DELL Technologies
2015.11 - 2017.12
- Grew revenue for analytics software Statistica in Western Europe through strategic partnerships with GSIs and Channel Partners.
- Drove local engagement with GSIs focused on IoT and Big Data initiatives.
- Managed relationships with sales teams from MICROSOFT, CLOUDERA, INTEL, and DELL EMC.
- Aligned Statistica's Value Proposition with messaging on Big Data and IoT through cross-functional collaboration.
- Participated in industry events and DELL conferences to enhance market presence.
- Facilitated Statistica's acquisition by Quest in November 2016, followed by resale to Tibco in June 2017.
Senior Account Manager (Channel) UK&Benelux
Colt Technology Services
London
2014.08 - 2015.08
- Responsible for growing the revenue via the UK and Benelux channel for Cloud Services (products VCloud, DRaaS, BaaS, hosted SAP, Veeam Cloud Connect, Workspace as a Service)
- Assisting partners and distributors in creating and implementing a cloud strategy
- Working closely with partners like Veeam and Cisco to drive channel cloud adoption in the market
Channel Account Manager (UK& Netherlands)
Airwatch (by VMware)
Milton Keynes
2013.01 - 2014.07
- Drove MDM, MCM, and MAM SaaS sales revenue through strategic channel partnerships.
- Developed joint business and marketing enablement plans with mobility partners.
- Executed technical enablement initiatives to support partner growth in mobility sector.
- Recruited channel partners to expand market opportunities geographically and vertically.
OEM Account Manager (UK&I, Nordics)
DELL
Dublin
2011.02 - 2012.12
- Business Development and acquisition in Large Enterprise (Siemens, ABB, SAAB) and SMB (experience in positioning servers, storage, networking and workstations)
- Advising OEM customers on the integration of their software applications with DELL Hardware
- Presenting to customer stakeholders roadmaps of products with the objective to integrate any changes to HW into the future software release
- Experience in positioning and selling 3rd party software and hardware
- Negotiating and creating relationships with vendors across the IT sector
- Developing account plans for top customers and working with virtual teams (Marketing, Engineering, Services) on how to implement them in order to achieve YoY results
- Working closely with customer's Demand &Supply and R&D
- Participating in RFPs
- Experience in working with partners on global projects for the US DoD, UK MoD, NHS, UK Local Government
Account Manager (Software Renewals)- Italy
Hewlett Packard
Dublin
2010.03 - 2011.01
- Responsible for the renewal of support agreements to established customer base in Italy via local channel partners
- Responsible for the direct engagement and sales into the Italian Public Sector
- Upselling and cross-selling the HP software suite of services or licenses
Education
MA - Law
University of London
Remote05.2027
PG Certificate - Human Rights
University of London
Remote02.2024
Workshop - Human Rights
UNITAR
Geneva, Switzerland06.2024
Programme - UN Immersion
UNITAR
Geneva, Switzerland07.2023
Oxford Fintech Programme -
Said Business School, University of Oxford
London, United Kingdom02.2018
Postgraduate Certificate - European Studies
University of Westminster
London, United Kingdom12.2009
MA - English-Italian
University of Bucharest
Bucharest, Romania07.2007
Skills
- Legal analysis
- Advocacy for human rights
- Effective public speaking
- Policy evaluation
- Project coordination
- Negotiation of contracts
- Sales team development
- Partnership strategy and business growth
- Market analysis
Languages
- English
- Italian
- Romanian
- Spanish
- French
Timeline
MTDC Sales Manager EMEA
Corning Optical Communications
2022.08 - Current
EMEA Business Development Manager (Datacentres)- contract role
Black Box
2021.05 - 2022.07
Strategic Alliances (Nordics&Benelux)
Hewlett Packard Enterprise
2019.03 - 2019.10
Alliances Manager Western Europe (Dell Software Group)
DELL Technologies
2015.11 - 2017.12
Senior Account Manager (Channel) UK&Benelux
Colt Technology Services
2014.08 - 2015.08
Channel Account Manager (UK& Netherlands)
Airwatch (by VMware)
2013.01 - 2014.07
OEM Account Manager (UK&I, Nordics)
DELL
2011.02 - 2012.12
Account Manager (Software Renewals)- Italy
Hewlett Packard
2010.03 - 2011.01
MA - Law
University of London
PG Certificate - Human Rights
University of London
Workshop - Human Rights
UNITAR
Programme - UN Immersion
UNITAR
Oxford Fintech Programme -
Said Business School, University of Oxford
Postgraduate Certificate - European Studies
University of Westminster
MA - English-Italian
University of Bucharest