Senior Middleware Solutions Architect
Software AG
Total years of experience :20 years, 5 Months
Proactively led Software AG’s middleware products in the GCC with focus on webMethods product suite that covers the following technologies:
• Business Process Management (BPM)
• Enterprise Service Bus (ESB)/Application Integration JMS/Broker Messaging and Services Oriented Architecture (SOA)
• Enterprise Architecture (EA), IT Planning
• Software AG’s offerings in regards to Gartner’s 4 forces: Cloud, Mobile, Social and Big Data.
Supported Regional Sales Managers with opportunity inception, qualification, technical response and proof of concepts on various Software AG technologies. Established and maintained client relationships at all levels including Architects, Lines of Business, CIO/CTO, and application developers. Qualify opportunities through detailed needs assessments, prepare proposals, detail terms and conditions, and manage all sales pipeline details. Update Software AG senior managers on monthly basis regarding sales opportunities. Train Regional Sales Managers on sales strategies, software technical details, and business value propositions. Manage vendor relationships with Software AG Partners across the region. Some of my achievements in 2013 include:
• Increased the sale of Software AG’s middleware products in Saudi Arabia by a fold of 200% in KSA
• Supported Sales to over achieve their targets in KSA with specific success in Software AG’s webMethods and ARIS product lines. That led to the growth of the Software AG team in KSA by 300%.
• Attained mastery of webMethods Enterprise Service Bus, Business Process Management and SOA lifecycle management.
• Trained customers and partners in Enterprise SOA deployment and development
Direct, manage, and support sales representatives selling IBM Tivoli Software focusing Storage Management, Enterprise Systems Management and Security management software solutions. Cross-selling IBM brands such as Tivoli, Websphere, Lotus, Information Management and Rational. Established and maintained CxOs in enterprise level Accounts. Qualify opportunities through detailed needs assessments, prepare proposals, detail terms and conditions, and manage all sales pipeline details. Update IBM and senior managers on monthly basis regarding sales opportunities. Train client representatives on sales strategies, software technical details, and business value propositions. Manage vendor relationship with IBM as well as other 3rd-party vendors.
• Attained 98% of sales target in 2009 and 160% of sales target in 2010 and 110% of my sales target in 2011 with a 20% year on year increase in target based on achievement.
• Enhanced customer solution on $4M deal by including Tivoli storage management software bundled
with hardware.
o Reduced internal competition between hardware and software team for clients, changing business model to consistently include both teams in product negotiations.
o Generated $3M in annual revenue flow for IBM software with subsequent server hardware purchases in 2010.
o Created identical internal business dynamic with networking team.
• Successfully closed business opportunities within 3 month sales cycle.
Led assessments and deployments for automation and service management products from Computer Associates (CA), IBM, Solarwinds, and Microsoft. Trained and assisted sales team in marketable technologies and solutions to enhance sales techniques and close more sales. Hired technical team members for Professional Services Department and facilitated technical, team-specific training for new hires.
Generated presentations and provided training on all network and desktop management products, including Landesk and Unicenter ServicePlus Service Desk. Directed internal installation of Unicenter NSM, Desktop Management, and ServicePlus Service Desk.
• Yielded 900% ROI for critical government location through identifying $1M in overspending at workstation, then applying $100K in CA software solutions.
• Identified security threat in key government intelligence organization by using CA Network Configuration Management Software.
• Earned promotion to team leader within 1 year of employment with Oger Systems.
Oversaw presales activities related to CA software, emphasizing IT Automation and Service Management solutions to business and government clients. Evaluated customer needs, presented proof of concepts and other aspects of projected software solution, and implemented solutions post-sales. Wrote detailed case studies of existing customers utilizing CA solutions to encourage sales among new clients.
• Drastically reduced IT help desk resolution time 96% from over 72 hours to 3 hours by implementing Help Desk Software solution for Xenel Group.
• Reduced resolution times 70% for incoming incidents in key government organization through implementation of CA Service Desk solution.
• Earned certification in Unicenter NSM and ServicePlus Service Desk.
Performed Maintenance on IBM Servers, including troubleshooting IBM PCs and Notebooks using various IBM Diagnostic Software products.
Installed and configured IBM servers for clients on location for user-specific networking needs.