Senior Territory Manager
Oracle Systems Ltd.
Total years of experience :26 years, 9 months
Developing sales strategy to drive new sales and revenue in Middleware & Business Analytics (MW & BA) technology across all sectors in Jordan, including the increase of pipeline around 150% and the revenue with 100% by end of FY16, with focus on revenues coming from BA products, in addition to coordinating with other sales channels to meet and exceed revenue targets, manage sales forecasting, account resource allocation, account strategy, planning, and lead generation.
Working closely with the Customers and Partners to design, scope, and putting final implementation plans, for Customers’ solutions and IT strategy plans. Communicating and delivering the Customer’s expectations along with partners to guarantee the leveraging of Oracle technologies, having success stories and referenceable accounts.
Since Jun 2013, I have been assigned on developing sales strategy to drive new sales and revenue for the Manufacturing, Retail, and Distribution (MRD) sector in Abu Dhabi.
Before that I was assigned to develop and manage sales strategy to drive new sales and revenue for the financial sector in Jordan and Palestine.
Main responsibilities included identifying prospective customers, qualifying opportunities, defining account plans prioritizing top opportunities to pursue, qualifying leads, and determining deal strategy.
Develop relationship as a trusted advisor with the customer, serving as the main point of contact through the entire sales process. Influence key decision makers who affect sales outcomes. In addition, work with external partners and other LoB inside Oracle.
Direct and drive the sales business activities for devices as well as other services within Allimni Educations
Among responsibilities: Design “Go-To Market” strategy to deliver measurable and significant revenues. Develop short term and long term plans to successfully achieve business strategic objectives. Build revenue goals and KPIs. Build long term, strategic relationships with business alliance partners.
Develop and implement the company’s sales strategy across key market segments. Assess, build and manage an array of necessary channels capable of delivering on the company’s growth objectives. Including: Inside sales, Direct sales, Enterprise sales, and Distributors.
Expanded Oracle’s sales in the Oil & Gas industry through the Digital Oil Fields (DOF) initiative, by exploring new business opportunities, identifying potential sales points, developing sales strategies, and undertaking presentations to prospective customers.
This includes:
- Advising client of key industry market trends, developments and their impact to the customer’s business.
- Engaging C-level customer executives to understand cross-functional business pain points and provide strategic recommendations on DOF.
- Developing and maintaining professional relationships with multiple C-level customer executives who are the decision makers within each assigned account
Lead Jordan's pre-sales team for "Oil & Gas" industry, covering Middle East & Africa, for the core technology and the middleware products.
- Managing the technical pre-sales team and providing direction/mentoring to team members
- Responsible for business results, costs, and people management
- Manage tasks and projects, as defined by senior management, to meet business targets.
- Ensure that operational policies are followed.
- Lead a specialized area which has diverse functional elements.
- Manage subordinates to meet business targets and 'best practice' solutions as set by higher management.
- Responsible for the delivery of a service to agreed standards or service levels.
- Provide direction and specialized knowledge in applying the technology/application to clients’ businesses/industries
- Guarantee continuity of trusted relationship with partners and clients
- Area of focus included Oracle database server, and Fusion middleware (Application Server, BPM, E2.0, Business Intelligence and Identity Management)
Provided presales technical / functional support to prospective customers while ensuring customer satisfaction.
Presented and articulated advanced product features and benefits, product future direction and overall Oracle solutions. Developed and managed reference sites through high quality technical and professional client relationships.
Project Manager for Trade and Investment Information System (TIIS) project for the Government of Jordan: Successfully managed the different stakeholders of this project, which include: the Project funding agency (AMIR Program - USAID), the customer (12 Entities from the Government of Jordan), the business consultant, and the technology vendor. The project was delivered on two phases on time and within the allocated budget.
Proficiently used PMI concepts for reporting on the progress, issues, and risks of the Project to the stakeholders and Project Champion. Competently developed key project artifacts, such as: the Project Schedule, the Risk Plan, the Communication Plan, the Issues Log, and the Progress Reports.
The project involved gathering business/technical requirements, developing and publishing an RFP based on the gathered requirements, evaluating received proposals to select a winning vendor.
Among the responsibilties are:
- Coordinate technical activities and artifacts
- Determine architectural areas that require proof-of-concept
- Develop the run-time architecture
- Develop the implementation model
- Ensure that the architecture is suffice to GoJ requirements and will fulfill the system as envisioned by GoJ
- Evaluate the technical tools (ETL, DW, Application Servers) in the market and select the best-fit tools
- Project management roles (Project Planning, Communication, Risk, Tasks, Resources, and Acceptance Criterion)
IT Consultant for AMIR Program on other different projects including:
-Project Coordinator for Human Capital Development and Management System (HCDMS) which was delivered to Jordan Customs
- Project Manager for Forms Automation (CBJFA) which was delivered to the Central Bank of Jordan
Responsibilities:
- Analyze & define the project scope based on the business drivers and requirements
- Formulate project proposals to clients
- Manage all client interaction regarding project scope, deliverables, and change requests
Implemented the central purchasing application for the General Head-quarter (GHQ) of the Armed Forces UAE. the application built on n-tier architecture using Oracle technologies (Oracle9i, Oracle 9iAS, JDeveloper, and Discoverer9i).
Responsibilities covered:
- Product support, implementation and training, ensure delivery of optimal service, and the improvement of overall client satisfaction and retention.
- Supervise the daily activities of the support and implementation team.
- Responsible for detailed product support and problem resolution; developing and maintaining regular product training schedules and related training materials.
- Assist the project manager
Support & Implementation Eng. :
- Working on implementing ready packages on Oracle database.
- Implementation process includes: Product Installation, Support Data (data gathering, data analysis, data mapping, data importing... etc), integration with other systems (ERP, SMS), creating system reports, Test and training.
- Evaluate use of technology in the organization
- Recommend improvements in technology (hardware and software upgrades)
- Oversee the organization's communications network
- Manage the company’s information sytems
- Supervise the development and implementation of the Internet Billing (with email notification and web enabling for bills), Financial Systems, and Administrative systems according to the company business requirments
- Manage the integration process between different systems
- Ensure data integrity between Information Systems
- Train and supervise the progress of system users
- Support for business process change and organizational change considerations
- Provide monthly reports and statistics to the higher managment and department managers
- Manage database availability, physical structures, storage, database users, roles, and profiles. The Internet Billing system require high availability (24X7X365)
- Put and implement backup and recovery plan to ensure availability of database with minimum recovery time
- Fine tune the database (memory, hit percentages, response time, resources…) using Oracle Enterprise Manager
Rating GOOD
High School