Justine Desardurats

Evaluator
DISC Type : DCS

Strategic Channel Development & GTM - EMEA Mid Market at SAP

Barcelona, Catalonia, Spain

Overview

Justine is an award-winning channel leader at SAP, specializing in SaaS cloud applications and ecosystem-driven growth in the EMEA market. Described by colleagues as an innovative and inclusive leader, she is also a certified coach from Erickson Coaching International, focusing on partner strategy and development.

Originally from France, she moved to Barcelona over a decade ago with her family, raising two sons. She is passionate about supporting founders as a partner at Hervest Club, a female business angel collective focused on innovation in human health and well-being.

Unique fact: Justine is a business angel investor with a specific focus on FemTech, HealthTech, and MedTech startups.

Personality Overview

Quality Focused

Hard To Convince

Fast But Analytical

They have a unique set of diverse traits where they are decisive and methodical but can sometimes be extra cautious and skeptical  They focus on the results, but can still be quite procedural and analytical about how to get there They are not very likely to become strong advocates of your product or service

Topics They Care About

Channel Strategy
Leads the development and execution of scalable GTM strategies for SAP's EMEA mid-market, focusing on enabling partner autonomy and accelerating indirect revenue growth.
Ecosystem Growth
Passionate about building and scaling partner ecosystems, guiding partners to transition from service-centric models to sustainable, volume-based businesses.
Inclusive Leadership
Praised as an inclusive and empathetic leader who prioritizes team development. She is a recipient of SAP's "Top Coach Award" for creating a growth-focused environment.

Media Appearances

SAP Strategy from an iPBM perspective by Justine Desardurats. Featured in YouTube

See Now

Work History

8-2025
Strategic Channel Development & GTM - EMEA Mid Market at SAP
3-2020
EMEA North Partner Management Hub Head at SAP
3-2020 - 8-2023
Channel Digital Hub Leader - EMEA North at SAP
4-2025
Partner at HERVEST CLUB
8-2004 - 7-2015
Sales Account Management - Ingenieur commercial at CEGID www.cegid.com

Education

2-2021 - 12-2021
The Art & Science of Coaching - 4 Modules from Erickson Coaching International
2011 - 2013
FORCE 8 CEGID from emlyon business school

More Information

Social Presence :

Prographics :

Exp : 17 Location : Barcelona, Catalonia, Spain Job Level : N/A Designation : Strategic Channel Development & GTM - EMEA Mid Market at SAP
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Insights For Selling To Justine

During A Call Or A Meeting

DO's

  • Use phrases like ‘the ROI of this’, ‘X% more’ etc.
  • Showcase how you can impact results but also make sure that you share detailed information too
  • Keep a professional, business-like approach; especially if you tend to get informal quickly

DONT's

  • Avoid making strong statements, instead invite them to agree with you by asking them questions
  • Don’t focus on relationship, focus purely on the merit of your product
  • Don’t nudge them to do something by using the logic that others have done the same

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Justine is

  • ROI matters the most to them, followed by process and finally proof of results
  • Will you ever get a clear answer from Justine

  • They might hesitate a little, but will go ahead and say no when necessary (or asked)

Insights For Deal Planning

    How fast (or slow) will Justine move?

  • They are unlikely to move very fast, especially when it comes to new products or services
  • Can Justine take some risk or not?

  • They have relatively low risk-appetite and are not very likely to go for something unproven and risky

You And Justine

Personality Compatibility


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