Commercial Segment and Cloud Service Providers Marketing Leader, Middle East, Africa and Turkey
IBM
Total years of experience :15 years, 0 Months
Translating marketing plans, Commercial segment priorities and messaging into effective content marketing practices that when implemented in campaigns generate and progress new sales opportunities and new markets. Created in 1st half 2015 $0.5 M incremental revenue.
Developing a thorough understanding of the market and defining the overall strategy for the Commercial segment and the Cloud Service Providers in MEA including offering plans, channels/routes to market.
Build the MEA Cloud Service providers marketing business strategy and offering selection, through a cloud journey from infrastructure build stage to profitability stage. Advising on the right model selection for the CSP On premise/ off premise and growing their business through high value SaaS offerings.
Managing executives’ communication to the sales teams and across all the business units on key wins, growth, and focus solutions to ensure ultimate alignment (Weekly, Biweekly and quarterly digests).
Partner across the marketing, product lifecycle management (PLM) and sales ecosystem to continuously optimize execution and business results.
Developing the marketing plan which includes the overall market segmentation model and priorities within it; the market positioning and IBM's value proposition within the Commercial segment; and prioritization of marketing programs, routes to market, and channel enablement requirements to meet the revenue and profit goals which lead to double digit growth of 10%.
Providing guidance on market positioning, messaging, value propositions and differentiation to the other marketing programs in order to effectively capture higher mindshare of the MSPs in MEA(+50 marketing professionals across MEA)
Developing Market Intelligence insights for Commercial focus industries for 5 growing industries across MEA, and the selection of the value proposition based on the industries challenges. This created a pipeline build of $1.5M in 1st half 2015.
Leveraging segments’ win cases internally and externally across the region, to gain mindshare and attract new markets, issued two global releases and one press conference in second quarter, in addition to full localization of video references.
Apply deep buyer behavior expertise to orchestrate and manage the delivery of an exceptional client engagement experience end-to-end encompassing buyer journey, content narrative and syndication design.
Implementing a new management system for the sales team to monitor new opportunity identification, this exercise yielded 150% opportunity identification in 2013.
Managing pipeline gap analysis to drive optimal routes to market execution, highlighting gaps and providing insightful corrective actions and identifying sales plays and marketing programs to close the gaps.
Leading the country’s marketing segmentation plan formulation and execution.
Developing thought leadership for the key growth industries; Banking and Telco, achieving $2M incremental revenue in 2012. Brining the CxO leadership series of events to Egypt, targeting leading industries chief officers, gaining new 50 clients in 2012.
Managing the end-to-end management of the GTS brand in Egypt-10 Service Product Lines-, from planning to execution to meet business targets and marketing objectives.
Developing, on quarterly/ yearly basis, the brand strategy that supports the business strategy/objectives and integrate the right mix of demand generation, channel enablement, channel co-marketing, thought leadership, relationship marketing, and communications.
Managing the Brand Marketing budget to an expected ROI to achieve the business and marketing contribution objectives.
Collaborating with the other marketing disciplines peers (Operations, communications, brand marketing, and Corporate/Brand advertising) to ensure that the messages are well coordinated and timed in the marketplace.
Accountable to the brand and customer set business leaders for delivering agreed levels of brand marketing and business results (Achieved 150% of the marketing contribution targets for Q4 2009 early in the Quarter)
Managed the launch of IBM’s Cloud Computing offerings and solutions in Egypt for the first time in March 2010.
Working with different Service Product Line Leaders to build up Q+1 pipeline action to improve pipeline progression and generate new leads.
Collaborating with other strategic IT partners to expose our alliances for maximum reach and market coverage, activated the IBM-Cisco Alliance in 2010.