Regional Client Engagement Manager, MEA
temenos
Total years of experience :20 years, 6 Months
Digital Transformation Leadership
Temenos Group is a market leading banking software provider, partnering with banks and other financial institutions to transform their businesses and stay ahead of a changing marketplace. Temenos only creates software for banking and finance. And we've been doing it for 30 years. This makes us true banking software specialists with deep domain knowledge and razor-sharp focus. We place our clients at the core of what we do. Everything starts and stops with our clients' goals - we can't meet our goals without meeting theirs.
My role is responsible for driving the services engagement for new license signings or existing accounts. I work as an integral part of the overall account team and account plan, and, work closely with the relevant stakeholders to ensure the set-up of profitable and efficient banking software and delivery structures.
I understands the client’s strategic business and technology goals.
I proactively communicate how and when a client can benefit from Temenos services and solutions
I develop and maintains long-term professional relationships with client managers who would be key decision-makers or influencers in the purchase of packages and professional services.
I do qualify and respond to RFPs/RFIs, in conjunction with centralized proposal specialists, on larger, new business opportunities. As part of the account team, I advise regarding the client’s business needs and desired solutions, during the proposal development process.
I am skilled in the art of consultative selling and negotiating techniques, giving and getting accurate information.
I have Industry experience in Temenos’ targeted industry of banking solutions
I do develop working relationships with clients and individuals in other business units by understanding their perspectives and issues.
I stay current on technical trends in areas of expertise.
Covering KSA and Bahrain major accounts
Country wide Applications Sales Management.
Managing major corporate clients kingdom wide
Managing Services Sales into major accounts in the Western Regions (also some named accounts in Central Region) of KSA. As a SAM, I provide leadership and management predominantly around consulting offerings and project delivery. I collaborate with team members (Software sales and solutions architects) in the development and presentation of customer solutions. I establish and maintain successful relationships with the customer especially with the C-Levels, ensured by their references and customer satisfaction Professional management of opportunities and bids, as well as account plans together with the VAT. Effective management of the relevant SAP partners. I do participate in a team-selling environment while maintaining Personal Order Entry (bookings), Field Services revenue and profitability, Customer satisfaction and references. Sales and Relationship/Account Management with respect to: Business Transformation Services Premium Engagements (SafeGaurding, ActiveEmbedded, MAXAttention) Custom Development (Innovation) Education and Training Expert Consulting (HANA, Mobility, BI, DataBase and Technology, Cloud Computing, ERP, CRM, SRM, SCM..)
International Business Machines Corporation, headquartered in Armonk, N.Y., is the world's largest information technology (IT) company.
Covering the Western Region’s focus accounts / territory through new business, sales, account management and marketing activities.
Managing the total customer relationship with IBM GMSR’s major clients.
Acting as the key integrator who leads the IBM GMSR’s team in managing all business activity with the major clients.
Responsible for maintaining senior executive relationships and for complete end-to-end sales management with the client organization, including identifying and developing opportunities for IBM GMSR to pursue.
Accountable for sales quota attainment and for customer satisfaction with the sale and offerings.
Managing a Multimillion Dollar Strategic Telecom Account.
Conducting Presentations, carrying Selling activities and business development
Directing the Account Team to deliver best in class services to the Client, maintaining satisfaction and maximizing revenues.
Developing entrepreneurial style to grow business, running a "tight ship" while ensuring sales targets are met.
Experiencing personally the actual delivery and advising on complex projects and programmers. Balancing customer demand, quality delivery, profitability and resource commitments.
Providing thought leadership and creative insights
Developing long-term relationships with existing clients at a senior level and participate in client presentations and proposal writing.
Act as support to project manager, engagement manager, bid manager fully involved in wide-ranging activities from planning and organizing to driving project execution and guiding and directing team members.
Acting as the prime interface for all account management, business relationship development and commercial matters for a Strategic Key Account (Multimillion Dollar).
Business development /selling activities to maximize new business in the account and aiming to achieve and sustain customer satisfaction.
Formulating Account Development Plans to develop sales opportunities
Proved my ability to operate at senior management level to secure high value sales as well as at lower levels throughout the organization. Have been able to spot, open up and develop solutions using a consultative sales approach.
Have been over-achieving targets sometimes even up to more than 100%.
I am developing the overall business relationship at CXO level on a strategic basis.
I am managing the Account Team which consists of a Project Manager, a Service & Operations Manager, Business Solution Technical Designer and a Dedicated Customer Support Centre on the day-to-day issues and on specific on-going projects. Over looking Complex Service Delivery.
I work with Bid Team to prepare Business Cases, get it approved by Internal Project Approval Board before actual Tender is finally submitted.
Promoted to Senior Manager in Mar 06.
Representing the company and implementing its aggressive plans for business growth with full responsibility for delivering the sales results. Responsible for building and maintaining a strong relationship with the Corporate accounts. Execution of all pre and post sales activities and managing customer relationships.
Customer Support, Services and Care.
Network Operations, Control and Management.
Proper diagnostics and intervention / follow up with the vendors, PTT, site engineers, suppliers and professional interface with the customers to resolve managed service problems.
NOC (Network Operations Centre), Helpdesk, Technical Support, Operations and Maintenance, Service Management.
Worked with Gulfnet-Zajil KSA (ISP - Information Network for Gulf Chamber of Commerce) as a Technical Support Engineer. Main concentration was on resolving customer’s problems related to Internet and email applications.
My nature of work included:
Installation, maintenance and support of Networks, Communications Equipment and Software both at SITA as well as at customer’s end.
To inspect and accept as a team member the Customer’s Electrical Sites.
Particpated as a team member in Migrating the whole Network Operation Centre from RWP to ISB.
MBA
Stragtegy and Leadership Advance Programme
Live IP Video, Call Centre IPCC Cisco Express and IP Telephony orientation, Slough U.K. 7th Oct 2004. Paul Sloane's 'destination-innovation' motivational training, Citywest Hotel, Conference, Leisure & Golf Resort, Saggart, Dublin, Ireland. 10th Jan 2005 Internet Portfolio, SkillPort, SITA JED, 14th April, 2005. Master Negotiator, SkillPort, SITA JED, 26th April, 2005. Sales Academy, MEA Team, Movenpick Beirut, Lebanon, 18-22nd July 2005. Consultative Selling, Question based Selling Training, Park Hyatt Johannesburg, South Africa, 18-19th Oct 05. Messaging Training, Rotana Gefinor, Beirut Lebanon 21-23 Nov 05. Advanced Presentations Skills by OnTrack International , Rotana Gefinor, Beirut Lebanon 24-25 Nov 05. Advanced Presentations Skills by OnTrack International, Rotana Gefinor, Beirut Lebanon 24-25 Nov 05. Air Travel & Transport Accreditation course, Industry Overview of History, players in TTI & Key Industry Association & Committees. PeopleSoft 24th Dec 05. International Network Service’s Training “What make the CXO awake at night” Cost-Compliance-Security-Flexibility-Efficiency, Intercon City Stars Cairo, Egypt, 21&24 Mar 06. Consult-Integrate-Manage Air Transport Industry Seminar, Intercon City Stars Cairo, Egypt, 22 & 23 Mar 06. KPMG Audit, Tax & Advisory for New Comers, Radisson SAS Riyadh, 5th Mar 07 IBM Software Live! June 4th, 2007 – Hilton Jeddah. Roadshow: IBM & SAP - June 11 - Hilton Hotel - Jeddah IBM’s Application Modernization Roadshow, Hilton Jeddah, Tuesday 19-Jun-07 IBM SOA C-Level Executive Summit, 8-9 September-2007, Al-Faisaliah Hotel, Riyadh
Prepared for PMP and CFM through class lectures,web base trainings,videos,materials and dicussions.
'Journey to Greatness through Excellent Customer Service' - 'Own-Decide-Do'
X.25 protocol. SITA Cairo, Egypt.26-27th Mar 2000 X.28 Service. SITA Cairo, Egypt.28th Mar 2000 X.25 User Interface System (XIS Operations).SITA Cairo, Egypt.29th Mar-2nd Apr 2000 SNA / SDLC IBM protocol. SITA Cairo, Egypt.3-5th Apr 2000 Mega Transport Network. SITA Cairo, Egypt.6-10th Apr 2000 Passport/Falcon Operations. SITA Cairo, Egypt.11-12th Apr 2000
Operations and Hardware training on DPN-100 NORTEL Packet switching Equipment/Access Module, SITA Beirut, Lebnon.19-21st Jul 99 Customer Services Console (Fault Reporting, Fault Management, Troubleshooting, Remote Accessing Services for Switches and Routers, Escalations and many client / server based applications for customer care & support).SITA Beirut, Lebnon.22-23rd Jul 99
NorthernTelecom PASSPORT160 HighSpeedSwitch. SITA Jeddah, Saudi Arabia.26th May 99
Scholarship Reward
Good
