Meet Channel Partner Team members from around the globe
Global
Simon Horsley
Vice President, Channel Programs
Simon Horsley is responsible for managing and developing the Bentley Global Channel Partner Program and Bentley Global Channel Sales. Simon’s primary goals are to a) ensure Bentley Channel Sales continue to grow significantly year over year, b) ensure that all Channel Partners are effectively enabled and empowered to successfully promote and sell Bentley solutions, and c) ensure Bentley colleagues are 100% Channel aware and, where appropriate, they always support and engage our Channel Partners.
Simon has over 25 years of industry experience and knowledge, having started off his working career with BP in Aberdeen (UK) in the oil and gas exploration sector in 1984. He subsequently joined Intergraph UK Ltd, where he worked for six years promoting and selling solutions for the oil and gas exploration market within EMEA. Then in 1993 he joined Petroleum Exploration Computer Consultants, where he was involved in promoting and selling exploration solutions in the emerging EMEA markets, specifically Algeria and Nigeria. In 1995, Simon joined Bentley, and during his 16 years with Bentley, he has been employed in a number of roles including GIS Product Marketing Manager (1995-1999), Technical Marketing Director International Northern Territory (1999-2001), Technical Director International Viecon Solutions Sales Team (2001-2002), UK Building Account Director (2002-2006), EMEA Director Building Professional Services (2006-2007), EMEA SME Building Director (2007-2008), and Director, Global Channel Sales since 2008.
Agatha Waclawski
Channel Operations Manager
Agatha Waclawski is the Channel Operations Manager, and she is tasked with ensuring that we have the optimum Channel Partner operations infrastructure in place in order to most effectively support our Channel Partners in promoting and selling Bentley solutions. With this goal in mind, Agatha is currently managing two key projects: the rollout of the Channel Partner SAP CRM module to all Bentley Channel Partners worldwide and the rollout of the new Bentley Institute Channel Partner End User Training Program.
Agatha’s educational background is in Business Economics, and she holds a graduate diploma in Management Studies. Agatha has over 10 years of experience and knowledge in areas such as back-office, contract management, accounting, and management. Prior to joining Bentley, she worked for SAP/Business Object in the position of EMEA Partner Operations Lead where she was responsible for integrating 250 Business Objects Value Added Resellers (VARS) into the SAP partner landscape. Prior to taking on this role, she was employed as Partner Relationship Management Super User by SAP.
Kasia Tati
Channel Operations Coordinator
Kasia Tati is a Channel Operations Coordinator and a key leading contact for EMEA and Latin America. She is globally responsible for the Co-Selling Fund, Bentley LEARN, VSK, the Channel Partner Newsletter, and the Channel Partner Portal. Her core job function is the preparation and processing of Channel Partner Agreements and Transactional Partner Agreements as well as administering the on-boarding and activation of new channel partners.
Kasia’s educational background was achieved over six years studying at three different European Universities. It includes a master's degree in international relations from the Lodz University in Poland, a bachelor's degree in social science from the Växjö University in Sweden, and an Albanian Language Diploma from the Tirana University in Albania.
Prior to her employment with Bentley, Kasia worked with Microsoft Dublin for twoyears. She worked initially as a Licensing Representative and then as a Program Specialist for the Electronic System Downloads team.
One of the most crucial, informative, and thought-provoking experiences in her professional career was working with a number of NGOs supported by the American Embassy and UNICEF in Albania. The projects mainly dealt with the empowerment of women and gender issues.
Izabela Lubczynska
Channel Partner Coordinator
Izabela has a master's degree in Public Administration from Poznan University in Poland and has over 10 years’ experience in different business environments in the areas of administration, sales, and operations. She started in Polish Telecommunication Company as a Senior Administrator, than after 4 years moved to Luxury Goods Company as PA to Sales Director. In Ireland, she held a role of a Program Coordinator and worked with international agencies in Europe for a work placement agency in Dublin.
In her most recent position with Microsoft, she was a part of a global sales operation team of Volume Licensing Analysts, where she developed strong positions in sales community. She was in charge of pilot programs for Channel Partners across the UK and Ireland. Her main responsibility was management and support of correct licensing and providing operational guidance to the field.
The biggest challenge in Izabela’s career was managing an educational project for NGO in Peru in two locations – the first one for 6 months in the high Andes in Cusco and the second one for 4 months in the Amazon rainforest, where she got a chance to visit and document the isolated Indian tribes.
Europe, Middle East, Africa
Nigel Eatough
Building Channel Manager, Europe
Nigel Eatough has been involved in selling and marketing software in AEC via direct and indirect channels since 1990 when he joined Research Engineers to sell and market STAAD (Structural Analysis and Design) software. This followed a short spell working as a structural engineer after graduating in civil engineering from Imperial College, London. He left Research Engineers in 1997 to set up a company to sell and distribute Reoforce (now Bentley Rebar) before joining Bentley in 1999.
Nigel held a number of roles at Bentley, including working as a regional sales engineer for Rebar, before moving into corporate account management in 2000. Initially selling into the plant vertical, he successfully sold into the building vertical from 2001 to 2007, achieving (an ever-increasing!) target six years in a row. The largest single deal he closed was in late 2006, resulting in a £1M software contract and several million in Bentley Professional Services over the following couple of years. He joined the Bentley channel team in 2008 looking for a new challenge and also to put into practice the knowledge gained from studying for the MBA he holds from the University of Bath School of Management. In his spare time, he enjoys cycling, badminton, and cooking.
Peter Stone
Plant and Structural Channel Manager, Europe
Peter Stone studied Engineering at the University of Bath. Following university, he progressed to becoming a Chartered Engineer and spent a number of years involved with Power Station design.
CAD was developing fast, and Peter's interest moved to software sales within the construction industry. After a few more years, having found a niche and proved successful, he moved to sales training consultancy for a year and then on to construction and engineering, which eventually brought him into contact with QSE, Research Engineers, and what is now the Bentley Systems software covering Europe, with specific knowledge and interest in the plant and structural fields of work
With his qualifications and in-depth application knowledge, Peter is able to relate to and help with sales covering a wide range of Bentley applications.
Tomas Stanek
Geo and TLI Channel Manager, Eastern Europe (including DACH)
Starting in 1995, Tomas Stanek has a long track record with Bentley in various sales, marketing, and management positions covering areas of Eastern Europe. Since 2008, he has been developing and managing a Bentley business partner network for geospatial and TLI verticals in Eastern Europe and the DACH region. Before Bentley, he worked as a sales manager for an Autodesk distributor.
Tomas has a university degree in electrical engineering (1985-89) and five years experience with CNC machine design. He lives with his wife and two daughters in Prague, Czech Republic. During his free time, he plays guitar and tennis and explores the richness of the wines from the region he lives in.
Antoine Brusa
Geo/TLI Channel Manager for Southern Europe and Western Europe (excluding DACH)
Antoine has a business school degree (ESSCA) and a master's degree in marketing from Madrid University. He has 20 years of experience in sales and channel management. He started his career selling structural analysis software. He then joined Verilog, selling software engineering solutions directly and indirectly in southern Europe. He recruited and supported resellers in Latin America and Eastern Europe.
In 1996 he joined Intergraph Computer Systems and participated successfully in the creation and development of ICS channel network in France. Antoine spent four years with Sun Microsystems and developed alliances and partnerships with software vendors. More recently he was working for Autodesk as Partner Manager in France.
He is located in the Bentley Paris Office and he supports partners across Southern and Western Europe (France, Spain, Portugal, Italy, Netherlands, Belgium, Luxembourg, Norway, Sweden, Finland, Denmark, UK, Ireland).
“I have clearly two missions defined, joining Bentley: Create the conditions, programs and a trusted relationship with partners in order to leverage our joined business and partner service business. The success of a channel relies on everyday work on projects, selling both Bentley and partner values to the users. I want to provide the partner with a very proactive support to develop and facilitate their business. Second, I will have to drive a recruitment program for new partners, giving them the opportunity to promote Bentley and their value proposal on new territory.”
Antoine speaks 4 languages fluently: French, English, Spanish, and Italian.
Medhat Aldawwar
Channel Manager - All Industries, Middle East and North Africa
Medhat Aldawwar has over 15 years of experience in regional and multinational corporations, excelling in a variety of management, sales, marketing, and business development. He was based in Saudi Arabia and UAE for 7 years, where he covered the rest of the GCC countries. In 2007, he moved back to Jordan to join Cisco Systems as a Territory Manager. He professionally handled major opportunities in the high-touch (strategic) accounts in the public sector in Jordan and the Palestinian territories. Among the major projects he handled were the initiatives announced by His Majesty the King of Jordan to develop the ICT adaptation in the public sector, such as building the network infrastructure for the National Healthcare Network connecting public and military hospitals, the New Command and Control Center (Public Safety Directorate), and the VoIP project at the Ministry of Foreign Affairs connecting all diplomatic missions through a highly secured network to enable access to eGov applications and the use of VoIP for international communications.
For the last two years, Medhat has been working for Cullinan Consulting as a Regional Director, responsible for the entire operation of the Levant territory and part of the gulf region and interacting with clients' executives to assess and evaluate sales operations, strategies, and workforce skills and recommend strategic solutions and professional training programs to resolve critical business issues related to improving performance, increasing revenues, and achieving business objectives. He managed to grow the business and increase the revenues in the assigned territory and continually presented the company with creative ideas that have benefited our culture and philosophy.
Gavin Tiedemann
Channel Manager - All Industries, Sub-Saharan Africa
Gavin Tiedemann joined Bentley in July 2010 with the primary goal of growing the Bentley footprint in the Sub-Saharan Region through the appointment of new Channel Partners. He is responsible for the on-boarding of new partners, the enablement of the new partners, and addressing the relevant markets in support of the ISD’s strategy through various sales and marketing activities.
Gavin brings 10 years of experience in the management and the execution of Channel strategy and relationships for vendors such as IBM and Alcatel-Lucent to Bentley. In addition to his experience, Gavin has a National Diploma in marketing and sales management as well as BCOM Informatics.
Gavin has expressed that his main goal within Bentley is to infuse success in every interaction he has with colleagues, channel partners, and users alike. This will result in achieving the revenue targets for Bentley as well as creating a strong Bentley ecosystem between channel partners and users.
Alexander Pavlikov
Channel Manager - All Industries, Russia, CIS, and Baltic Countries
Alexander Pavlikov is responsibe for Channel Partners in Russia, the CIS, and the Baltic countries (interesting fact, he has partners located in 10 time zones). Alexander has more than 8 years of experience in partners management in local and multinational corporations. He has a university degree in CAD design and excellent regional experience. For the past 4 years, he was a regional partners manager at Microsoft Russia, where he was responsible for the solution partners. He also led various projects in business development, including new product launches. Prior to that, he was a partner manager at Motorola local office for 3 years, where he built a regional partners network in the biggest part of Russia. He has also led an educational business development project at local system integrators.
“To be a trusted advisor to partners and to harness the full power of Bentley Systems to deliver outstanding results - this is my primary goal. Good channel relationships are two-way streets. Partners need the resources, tools, and training to effectively position and sell solutions in the market. I have plans, processes, and systems designed to optimize the channel experience.”
Asia
Ashish Kamal
Channel Manager - All Industries, South Asia
Ashish Kamal is an M.Tech. from the Indian Institute of Technology- Roorkee with over 13 years of work experience in the application software sales industry. His experience includes extensive work in the geospatial engineering industry with defense, government, and non-government accounts in India. He was a Project and Program Manager before joining Bentley.
Currently, Ashish is the Channel Manager for South Asia at Bentley Systems India Pvt. Ltd and holds the responsibility of business development and channel partner program management for Bentley's channel partners in India, Bangladesh, Nepal, Sri Lanka, and Pakistan.
Ashish works out of Bentley's New Delhi office. He has been a part of Bentley since 2006.
Han Wei
Channel Manager - All Industries, Greater China
Wei Han graduated from Capital Normal University with a bachelor's degree and is currently receiving her Masters of Finance. She joined Bentley in February 2011 with over 5 years of experience in channel management within multinational corporations. Previously, Wei Han worked for Ingram Micro managing software partners in Northern China. Before Ingram Micro, Wei Han worked for Microsoft managing over 30 partners in Shanghai, Eastern China.
Currently, Wei Han is responsible for managing and developing Bentley channel partners in greater China. Her goal is to grow Bentley’s footprint in every province in China through Bentley channel partners and to increase Bentley’s market share in the region. With the teamwork of colleagues and the cooperation of partners, Wei Han believes there will be substantial revenue growth in greater China.
Geoff Archibald
Channel Manager - All Industries, SEAPac
After initially beginning his career in mechanical engineering, Geoff Archibald changed tracks to civil engineering and gained his tertiary qualifications in civil engineering in Adelaide, Australia. During this period, he worked for both the government and the private sector, initially in a technical role, but later moving into sales.
In the early 1980s, Geoff co-founded Infrasoft Australia as a channel business and successfully marketed MXROAD software throughout Australia and New Zealand, establishing the largest market for this software worldwide. Sixteen years later, Infrasoft Australia was bought out and Geoff became part of Bentley via acquisition.
During his tenure with Bentley, Geoff spent two years in Malaysia (2002-2004) developing the civil market, mostly with partners like Astasoft. In 2004, he was asked to open the Bentley office in New Zealand, which allowed him to broaden his scope and cover the whole portfolio of Bentley solutions. In May 2010, he returned to Kuala Lumpur as the Channel Sales Manager for SEAPac.
Asia
Ashish Kamal
Channel Manager - All Industries, South Asia
Ashish Kamal is an M.Tech. from the Indian Institute of Technology- Roorkee with over 13 years of work experience in the application software sales industry. His experience includes extensive work in the geospatial engineering industry with defense, government, and non-government accounts in India. He was a Project and Program Manager before joining Bentley.
Latin America
Pedro Fernández
Channel Manager - All Industries, Latin America
Pedro Fernández is responsible for Channel Partners in the Latin America region. He arrives with almost 10 years of Channel Development experience at companies like OCÉ and AVAYA and has the challenge to recruit and develop Channel Partners across this fast-growing region. Pedro has an Industrial Engineering degree and a Masters of Finance, both from Universidad Tecnologica de Mexico.
He developed Channels across LATAM for OCÉ, opening new opportunities and delivering value to the companies that took a chance with this vendor, increasing maket penetration and beating main competitors in large deals of their installed base.
For AVAYA, he expanded the local market to new regions inside Mexico and reached new customers who have never been touched by any other vendors. He also helped with increasing brand awareness and had continued success in new product/solution introductions to those markets.
“The best way to be successful in this position is becoming a trusted advisor of the customers, attending their needs and understanding how Bentley Solutions will bring long-term recurrent revenue and relationships to their business. Also, demonstrate the solid backup that Bentley will deliver to their companies and customers: We'll always be there when you need us.”