Tiziana De Cinque

Company Overview: Elastic is a search and analytics platform that transforms data into actionable insights, with advanced security and generative AI capabilities

• Strategic Partner Management: Oversee a network of 20 key RSI partners and 20+ secondary partners across MEA and CEE, focusing on major alliances with Kyndryl, AWS, Microsoft, GCP, Accenture, and DXC to drive innovation in data analytics and security through generative AI and machine learning
• Partner Lifecycle Leadership: Lead acquisition, onboarding, and enablement, developing go-to-market strategies that empower partners to deliver Elastic's AI-driven solutions
• Generative AI and Security Strategy: Drive partnerships with a focus on security and generative AI, advancing Elastic's cybersecurity offerings in SIEM, EDR, and XDR
• Elastic is a search and analytics platform that transforms data into actionable insights, with advanced security and generative AI capabilities
• Distribution Strategy Execution: Spearheaded Elastic's first distribution strategy across Emerging Markets, establishing CyberKnight as the MEA distributor and achieving a 50% revenue increase quarter-over-quarter, with projections rising from $6 million to an estimated $10 million by next fiscal year-end
• For Africa, partnered with DataGroupIT, generating a $2 million pipeline outside South Africa and adding over 15 key RSI partners and 30+ partners to the ecosystem
• Additionally, appointed a local distributor for the Central Asian 'Stans,' enabling comprehensive regional management despite a small team for a 300K in year in added revenue with minimal supervision
• Training and enablement: Doubled the number of Elastic accredited and certified sales and presales partner professionals to over 100 across new partnerships
• Marketing: Increased partner-driven marketing activities by 60%, leveraging partner and distributor resources through regular webinars, workshops, Roadshows and event participation to boost brand awareness, with a strong focus on security and the emerging GenAI space

Company Overview: UK-based encryption firm providing solutions to secure cloud, IoT, blockchain and digital payments technologies

• Supervise a portfolio of approx 37 partners, focusing mostly on PKI/cybersecurity specialists, payment, e-signature providers and system integrators
• Responsible for partner acquisition, on-boarding, business development and planning, enablement and optimization as 'one team' to grow joint revenue
• Provide proposals, quotations and continuous sales training to partners in conjunction with the territory managers and pre-sales consultants
• Striving to go the extra mile to ensure loyalty and partner retention
• Managed growth of channel revenue of approx 25% YoY and recruiting 10 value added partners for a new cloud and subscription solution focusing on VM encryption and key management with focus on the VMware ecosystem with an initial target revenue of € 400,000 in recurring revenue (Hytrust)
• Recruited 10 value added partners for a new cloud and subscription solution focusing on VM encryption and key management with focus on the VMware ecosystem with an initial target revenue of € 400,000 in recurring revenue (Hytrust)
• Overachieving against increasing targets (5.5M > 7M GBP in Thales, 2 to 2.6 M in the past 2 years due to reduced product line in Entrust DPS and new business only focus)
• 117% of target in 2016, 159% in 2017, 132 % in 2018, 134% in 2019-2020, 110% 2020-2021
• Launched a new distribution channel in Spain in 2018 with Exclusive Networks for a new subscription solution only (700K recurring Net new revenue within a year) adding 6 new Partners
• Consolidated the Turkish Channel in 2019 by expanding the Exclusive Networks partnership from 1 tier to 2 tiers, attaining 500K net new business +150K renewals in the first 12 months with current and 3 new partners
• Launched new distributor in Italy end 2019 achieving 1mil of revenue in the first fiscal year while growing the current partner base of 10 new VARs and 5 referral and services partners

Company Overview: IT Asset Management company delivering solutions that automate Windows 10 migrations, patching, compliance reporting and application management

• Led 5 strategic EMEA partner accounts, including Getronics & Computacenter
• Built 5 business plans focused on driving commitment, revenue and partner value by focusing on technical and sales training ramping up 10 new pre-sales and 20 sales people while managing the conflicts with the direct Sales Team as the company shifted towards a channel model
• Increased pipeline to $1.5M and introduced joint business plans with partners
• I left due to strong barriers to expansion in EMEA due to a change of management from UK to US centric

Company Overview: Open Source Email Collaboration Software

• Employed as a Territory in charge of Sales, Channel and Business Development across Italy, Spain, Portugal, Greece, Turkey, Israel and parts of Eastern Europe
• Improved customer satisfaction and retention through frequent visits, timely response to inquiries, and effective problem resolution.
• Led partner recruitment, sales, and enablement across SaaS and on-premise solutions, managing a portfolio of 134 companies, including 47 hosting providers generating recurring revenue
• Oversaw distributor relationships with key partners like Avnet, SoftwareOne, Crayon, and Seacom, driving channel and sales growth through collaborative support
• Supported partners and distributors in marketing campaigns, event planning, and customer visits, while developing joint marketing plans to meet quarterly sales targets, with a primary focus on SaaS revenue
• Added 33 new hosting providers to the portfolio and successfully transitioned to cloud 14 existing on premise only partners within a 12 months' period resulting in a total of more than $650,000 recurring revenue
• In addition, achieved an annual target of $1M for on premise license sales, becoming the 2nd highest performer within the EMEA region

Company Overview: Cybersecurity SaaS messaging Company, servicing more than 30,000 businesses

• Tasked with Sales & Business Development across all EMEA regions through channel partners and direct sales
• Managed value-added partner recruitment and enablement for 25 European partners in Benelux and Nordics, creating joint business plans, providing high-touch support, and driving partner training, marketing, and engagement activities
• Successfully expanded customer base across EMEA and APAC, securing first-time clients in multiple countries and generating over £450,000 and $150,000 in recurring annual revenue for EMEA and APAC, respectively

Company Overview: IT systems management Software Company