Fabien Lecocq
Channel Sales Manager
dynamic, results oriented, convicing
41 years old
Driving License
Andrésy (78570)
Professional Status
Employed
Available
About Me
Results-driven Channel Manager with 18 years of experience in developing, managing, and optimizing partner relationships. Expertise in channel strategy, sales management. Proven track record of driving revenue growth through effective partnership management and aligning with key business goals. Skilled in developing marketing campaigns, performance metrics, and providing support for partners to achieve mutual success. Strong communication, negotiation, and project management skills.
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Management and development of VAR channel
Expert
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Management and development of distributors channel
Expert
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Key accounts Management
Expert
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Account direct touch
Intermediate
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Define and set up a business plan to enter new channel
Advanced
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Switching, routing and wireless solution
Advanced
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VoIP, ToIP , CX and Unified Communications
Advanced
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Smarthome
Advanced
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WAN technologies : xDSL, Fiber, SD-WAN, VPN-MPLS
Advanced
- IA dedicated to CX
Regional Partner Manager
RingCentral
Since 2021
- 1.2 million ARR in 2024
Management of 15 top partners on French market with channel program
Recruitment of new partners
Drive wholesale business as new business model for french market : Partner recruitment, onboarding, business plan execution
Develop and execute marketing plan to leverage pipeline
Quota overachievement on the 4 past years
Partner Account Manager
NERIM
September 2018
to January 2021
- Existing Partners management : 40 active partners
- Prospection of new potential partners
- New offers and additional business development
- Drive KPI and ensure business target : +100% vs 2018
+9.8% vs budget - Manage churn and renew policy
Channel Sales Manager SMB and distribution
TP-LINK
Since 2015
- Business Management of Tech Data, Ingram, Also, Exertis, Distriwan : 23 millions d'euros in 2016
- Define and insure the sellin target for each distributor
- Insure the stock level and manage the forecast of each channel
- Develop and execute Marketing Strategy to generate new business with unmanaged reseller : 31% growth on this channel in 2016, + 15% in 2017
- Marketing plan to develop the brand awareness : Partner program, promotions, emailings, incentives, roadshow
- Develop sellout with Sub distributors, DMR, VAR, SI on French market : +10% growth in 2017
. Partner Program Development
. Technical and sales training
. Project Management
Channel Sales Manager
NETGEAR
2013
to 2015
- Sellout 2013 : 1,53 million dollars
Sellout 2014 : 1,80 million dollars
Trend first quarter 2015 : 480 thousand dollars - Business Development of top 10 Netgear’s corporate resellers (>200K$/year): Econocom, Lafi, SCC,
Distributors : Bechtle, Integrasys, Be ip, ACT services - VARs business development: Axians, Mismo Informatique, CFI,
- Account direct touch : Disney, Autovision, Dekra, Peugeot, UGAP, Education nationale, SIPERREC
- Quarter marketing plans, events organization and animation of channel
- Development of vertical market approach on the active and sleeping partners
- Develop Project business model : share in global business increased from 20% to 35%
- Weekly forecast to drive the business pipeline and target
Territory Channel Sales
ITANCIA
2009
to 2012
- Turn over 2010 : 2.4 million euros.
Turn over 2011 : 2.9 million euros.
Turn over 1st semester 2012 : 1.5 million euros.
Best growth on repair activity in 2010. - Management of VAR channel : 40 accounts
- Territory management with 10 meetings by week.
- Development of new brands like ALCATEL, KONFTEL
- Quaterly setting up.
- Prospection and open 20 new accounts
- Organize events in relationship with vendors.
- Monthly reportingson business.
- Following projects in relationship with vendors
.
Channel Account Manager
CYCOS
2008
to 2009
- Setting up a business plan for Orange Business Services : 540k€ turnover
- Launch of the new release of the software « MRS Vanguard »
Sales presentations to sales and pre sales of channel. - Up selling campaign on the channel with sales team from Orange
- Following current projects
- Answering tenders with presales team
Sales High School of CCI of Versailles - St Germain en Laye (78)
Degree certified level 1 RNCP
Degree certified level 1 RNCP
