Sales Director MEA / APAC
Secunet security networks
Total years of experience :27 years, 8 Months
• Develop Go to market strategies for secunet products in MEA and APAC region. This includes product / solution mix, targeted applications, pricing, future products requirements, channel and end-customer network.
• Build and manage partners and end-users network, secure partnership with major and state-owned SI’s to ensure proper regional coverage and growing market share.
• Build and sustain direct relations to major Government end users, such as MOI, borders authorities, civil identity authorities, police forces, defense, home land security, airports, airlines and others.
• Maintain and build partnerships with Global system integrators who offers wider coverage and variety of applications. Such strategic partnerships are build at corporate level and aligned with regional teams.
• Develop, implement and evaluate sales strategies to meet secunet plans for regional development and growth, and achieving sales targets and objectives.
• Manage regional sales managers, assigning territories, sales targets and performance objectives. Leading weekly sales meetings to provide updates and address any challenges in sales cycle.
• Work closely with products team to provide regional products / specifications requirements to meet customers needs and offer winning products / offerings comparing to competitors.
• Manage pre-sales team, POC’s, trials, product certifications, in addition to BnB process and bid management and proposal preparation and submission.
• Sales reporting and quarterly revenue and products production forecast for current year and next calendar year.
• Decide on regional events and level of participation based on allocated marketing budget.
• Leading sales organization, managing regional sales teams, pre-sales engineers and solution managers. Responsible for company global target and revenue.
• Develop, implement and evaluate sales strategies to achieve short- and long-term objectives and growth of revenue, partners / customers networks and market coverage.
• Assigning territories, targets & setting clear performance objectives for each sales team / region, monitoring performance and providing coaching, support, guidance and offering development opportunities.
• As member of the executive team, attend exec-staff meetings, present sales plans and forecast to board of directors, and participate in developing company overall strategy.
• Identifies, build, sustains and manages business relationships with selected companies and global system integrators, to develop go to market strategies, align sales efforts on strategic level and support regional implementation.
• Based in Dubai office, have direct responsibility for MEA market, responsible to develop go to market strategy, manage and grow partners and customers network, obtain market knowledge and work closely with partners on developing opportunities and responding to tenders.
• Work closely with partners, and via pre-sales teams to ensure proper support throughout the sales process, including presentations, demos, POC and RFP solutioning and submission.
• Grow and manage regional end-users networks, mainly in Government sectors, state security & police departments, airports and airlines. Create and develop strong relationships with key client stakeholders at both senior and mid-management levels.
• Work with delivery, operations and customer success teams to ensure successful deployments and proper post-sales support and secure customer satisfaction.
• Interface with technical support internally to resolve issues that impact sales team efforts supporting partners activities and end-users deployments.
• Sales reporting via the company CRM system and weekly reports, perform forecasts and projecting expected sales volumes per product / country / partner.
• Support company events and trade shows.
• Formulate and execute strategies related to sales, investments and pricing customized to country, product and account to deliver predefined company objectives of sales, revenue, profits and growth in market share.
• Direct, control and coordinate with company teams and business partners in each country in the region and monitor achievement of overall revenue targets.
• Develop mid-term plans covering a 5-year horizon for achieving business development targets and identify short-term revenue opportunities aligned to overall mid-term plan objectives.
• Supervise the sales team in conducting day-to-day sales operations including analyzing RFPs, preparation of bids/quotations, negotiation and clinching deals and coordinating execution of orders.
• Mentor, coach and guide the sales team, establish targets and quotas and monitor performance facilitating achievement of individual, team and corporate objectives.
• Collaborate with external partners and internal departments to drive programs for identifying and developing new markets and business opportunities across the region.
• Lead and coordinate initiatives for reviewing and updating sales systems and processes to adopt industry best practices delivering continual improvements in performance and productivity.
• Facilitate implementation of a customer-led business approach to maintain current level of business through efficient service delivery and generate future business/projects by identifying and pursuing emerging customer needs.
• Build and sustain high-level productive business relations with senior management, key decision makers and other stakeholders across customer accounts and partners.
• Monitor project management of awarded contracts and support the solution/program team in successful deployment to assure customer satisfaction.
• Lead brand building strategies including selection of trade shows and public events along with the level and type of participation to deliver short and medium term strategic sales objectives at the best return of investment on the budget.
My responsibilities are to:
• Directed and controlled operations across the MEA and CIS regions supervising county teams in developing and executing strategies for achieving predefined objectives related to orders and sales, marketing and customer service.
• Led the formulation of comprehensive business plans including financial - annual and quarterly targets for orders and revenues for each product, market and customer - marketing, customer service and operational plans.
• Developed and maintained high level relations with influential consultants, system integrators and end users especially among the Government, immigration and law enforcement sectors.
• Ensured effective coverage of the region with representation across all key markets by building and managing a network of resourceful and reliable distributors.
• Empowered partners with skills, knowledge and competencies related to the company products through sales and technical training as well as technical support to deliver superior customer service and support.
• Planned, mobilized and provided the right tools, network and dealer support to achieve full market coverage across the geographies in MEA and CIS.
• Identified, evaluated, categorized and prioritized new and existing opportunities and short-listed opportunities aligned to the company’s value propositions. Prepared transaction sales strategies to maximize probability of success of qualified opportunities.
• Liaised and interfaced with, made presentations to high ranking officials and executive managements and conducted negotiations with tender committees assuring successful closing of business deals.
• Developed a product demonstration and trial program to build and reinforce product awareness and knowledge among all key stakeholders across the territory
• Managed and monitored the technical support team assuring delivery of appropriate customer support to system integrators and end users.
• Collaborated with technical and product management teams of the company to design, develop and deliver systems meeting requirements of partners and end users.
• Led, coached, motivated and supported members of the sales team ensuring achievement of individual targets and improvements in performance standards.
My responsibilities are to:
• Conducted market research and analysis studies to identify and assess feasibility of business opportunities to retain and expand the company’s share in a competitive market.
• Led a team of sales managers and sales engineers to cover all key markets and customer segments in the territory, allocated territories and clients, communicated sales targets and objectives and monitored delivery of results.
• Provided the sales team with technical and administrative support, budgets and resources, sales tools and collaterals to enable achievement of targets and deliver growth in revenues and business volumes.
• Established and managed the regional distributor network and provided technical and sales training to build strong product knowledge and inculcate the right approach to market and customers.
• Collaborated with partners and technical support teams across all phases - initiation, freezing of specifications, system design, delivery and implementation - of government and special projects guaranteeing successful completion.
• Ensured availability of the full range of technical requirements - documentation, product knowledge and technical guidance - with partners enabling successful integration.
• Coordinated with the engineering depart in defining, developing and delivering solutions customized to meet the requirements of the company’s partners.
• Provided required inputs including sales forecasts and market intelligence and contributed to the development of annual budgets and financial plans.
My responsibilities as head of I.T sales (E.R.P - Security Systems - Others) were to:
• Headed and directed the regional sales team dealing with sales of IT products including ERP systems and security systems across the MENA region.
• Conducted extensive market studies across the Gulf region with focus on the UAE market to identify and assess feasibility of business opportunities for various product categories.
• Created business infrastructure for each product - network of agents, business partners and resellers - in the local and regional markets and developed and implemented marketing strategies including promotions and advertising campaigns.
• Developed, implemented, evaluated and updated sales strategies to achieve short and long term objectives of revenues, contribution and market share.
• Participated in recruiting, selecting and training competent professionals to build and sustain dynamic performance-driven sales and telemarketing teams.
• Monitored performance of the sales department by reviewing reports related to sales figures, staff activity, closing averages and monthly sales incentives, identified variances and implemented appropriate action plans to achieve objectives.
My responsibilities were to:
- Recruit, Train and assign daily, weekly and monthly duties and targets to the sales teams.
- Conduct competitive analysis to better understand the market and offer better and profitable services.
- Create and implement sales strategies: exceeded company targets by over 20 M.S.P and increased market share by 8.7%.
- Design and implementation of promotion programmes and advertising campaigns.
- Manage over 420 channel partners and points of sale all over the country.
- Develop a competitive customer service strategy and monitor the implementation and execution.
N.B: I won the 2001 Mobile Line Promotion Award. Also won the Achievement Award for Outstanding Sales.
- Plan, implement and evaluate marketing plans and strategies.
- Developing promotional support plans, advertisements and PR activities.
- Measure the return of investment from promotion and advertising campaigns.
- Weekly marketing meetings to evaluate current strategy and proposed plans.
- Studying company performance and market information to set plans for enhancing customer services in order to create better differentiation.
- Supervise telemarketing team to ensure successful execution.
- Conduct marketing academy trainings.
N.B. Was head of Sale Boosting Committee in Syria and Lebanon. Also
was the top marketing supervisor for DEC 2000, JAN 2001 and MAR 2001.
- Prepare product presentations that suit the local market and local customer trends.
- Involved in interviewing and selecting salesmen.
- Train new recruits on sales skills, marketing, feasibility study and direct sales strategy.
- Design and implement advanced and field training programs.
- Train field trainers and trainers for other branches.
- Conduct regular needs assessments and evaluate and revise training programs.
- Identify and evaluate external programs, media and tools that meet determined needs.
- Market and sell Rainbow products in the local market.
- Adopt direct sales strategy and tactics in achieving the sales targets.
- Monitor new field sales recruits.
Telecommunications / Hardware
