Business Development Director
Honeywell
Total years of experience :23 years, 2 Months
Developing new business in Saudi Arabia, recruiting distributors and channel partners, opening new opportunities in the market,
supporting direct and channelized business, Promoting and selling the company consulting services, MSS, Secure Media
Exchange, Risk Manager and ICS Shield portfolio. Supporting Power Energy, Water, Manufacturing and Enterprise business at
KSA. Helping clients to comply with NIST and ISA99 Standards. Managing client’s presales, presentations, workshops. Processing
the full sales cycle, Managing the client’s demonstrations, creating demands, Strong ability to manage more than one region or
country. Building relationships with CIO, CISO and CEO’s. High level ability to build a strong pipeline from existing or new clients.
Experience on Sales Force CRM. Strong experience to work on large and Mega projects.
Responsible for all operations and business development activities, managing more than 15 staff, Develop new vendors partnerships, Open new business opportunities, close strategic projects. Responsible for all after sales operations including logistics, project management and technical engineers. Develop the capabilities of presales engineers and enhance the productivity to initiate and get awarded projects. Vendors qualifying, engagement and enablement. Adding new solutions and services to the company portfolio (Building Next Generation SOC solutions), Vulnerability assessments, Penetration Testing, Building new SLA packages to our services portfolio. Opening new markets and new accounts, Working to perform POC’s, closing deals with clients from banking, government and enterprise sectors, developing relationships with clients, building presales and sales strategies for new solutions and services. Selling NGFW, Web and email security, WLAN, Security Awareness, data network solutions.
Led the Sales & marketing team in the organization. Created a strategic marketing and sales plan for the company. Analyzed existing services and market in terms of the ability to compete, gain market share, grow revenue and sustain or grow profitability. Generated and Qualified professional customer leads from major market sectors. Enhanced the company image, reputation and market share. Enabled the digital marketing including social media marketing and management platform with all supported marketing and reporting functions. Developed company profile, services catalog and all related print and digital materials. Responsible for the overall management of the marketing team providing coaching, leadership and assistance with resources and strategy development.
Responsible (in collaboration with sales) for the development of the company’s revenue forecast. Invited customers to visit our premises to show our capabilities, facilities, quality of services and experience. Had held customer workshops, developed presentation contents tailored to each client. Initiated a new deals, supported sales team to close the deals. Participated in many tenders with complete study and competition analysis and won deals. Drive efforts with product and business development to define an overall product and technology portfolio strategy that will drive the long-term growth of the organization. Was
Responsible for services packaging to increase sales and profitability.
Developed & implemented the corporate communication strategy across Saudi Arabia. Managed and implemented brand identity and corporate branding through all possible media channels. Managed content across communication channels. Developed and managed strategic & promotional marketing productions, in terms of concept, design &quality and cost such as brochures, product catalogues, leaflets, employee handbook, online banners, company website, etc. Managed the day-to-day operations of the Marketing department, providing expertise, aligning work processes to achieve high performance standards, meet established targets, objectives and employee engagement in a motivated work environment.
Responsible for 100 M USD of sales revenue, Led a team of Key Account Managers, Business development managers and sales managers and ICT Solutions Presales managers. Supervise Sales and Presales team to ensure quality of sales techniques and end-user support. Increased efficiency of sales, leading the presales team to respond to tenders, technical write up, provide data network ( Switching, Routing) using Cisco, ALU and HPE solutions, network security (Fortinet & Juniper), Data center infrastructure solutions (Canovate) Wireless (Aruba Networks), Optical transmission and ISP/OSP solutions with design, presentation, generating BOQ and pricing for government and enterprise markets. Determine and initiate aggressive, short- and long-term company marketing and sales strategies to develop business. Conduct research to adapt business plans and practices to trends within the industry. Developed Oversee company sales pipeline and supported sales team in the closing of major client accounts. Manage stakeholder relations for several key accounts in multiple market sectors. Recruit, interview, select, and mentor potential Sales and Presales team candidates. Increased probability of landing major projects by evaluating competing tenders, bids, and develop relations. Qualifying business opportunities to insure quality of business deals and increase team efficiency to achieve company goals and sales targets. Recruited, Developed trained and qualified sales candidates. Adding value added service for customer satisfactions. Assigning, monitoring the team KPI’s.
Due to the initial stage of building Enterprise Market for ZTE, I had played multiple roles as below:
ENTERPRISE SALES DIRECTOR ROLE 50%: Headed development of sales and marketing plans, strategies, and tactics, as well as determined profit targets. Supervised and coached department team members to further enhance sales and marketing capabilities. Identified and reported business prospects in the enterprise and government markets. Partnered with Product Management/Development to coordinate requirements for proofs of concept. Generated a new leads, Worked closely with account managers & Presales to close the deals, follow up pipeline projects and increased probability to win. Opened new markets, increased revenue and profits from new business. Achieved target sales quota. Responsible as a GM for the entire business in the country.
Channel Account Manager Role 20%: Qualified, recruited and developed 4 channel partners for indirect sales revenue, Enabled Channel partners by providing the required training, tools and resources to initiate & close the deals, Developed the channel partner program for ZTE Middle East, Trained 15 Channel & Account Manager from all Middle East countries on ZTE Channel Program and successful cases, Participated in Mega government projects in Education, MOI & Large corporates via channel partners and provided all support to channel partners from design, BOQ, Technical write up and commercial proposal. Identified and reached out to new potential channel partners for a specific ICT Solutions. Driving Sales revenue through channels. Managed channels conflict using proper communications internally and externally.
MARKETING DIRECTOR ROLE 15%: Developed marketing strategies, Marketing & Implementation plan, Invited channel partners to the workshop and developed all advertisement materials and Solutions presentations, Implemented customized workshop to Key accounts with tailored solutions & services. Managed CIO exhibition (2012) with all related ZTE speech, Booth, Solutions to be promoted, promotions and advertisement to open new markets and gain new customers. Advertised Enterprise Solutions on famous media channels, developed quick profile and ZTE enterprise solutions presentations to End users and channel partners. Monitored performance of marketing and maintain the plan accordingly.
KAY ACCOUNT MANAGER ROLE 15%: | SAUDI ELECTRICITY COMPANY SEC | SWCC | DEFENSE | STC EBU | MOBILY BUSINESS UNIT.
Analyzed the account, environment, existing and new requirement. Provided account strategic planning, engaged in day-to-dayactivities, attended meetings, understanding customer needs and provide solutions tailored and meet his expectations with competitive analysis, Solved account problems internally & externally. Created budgets with clients. Engaged, evaluated, and responded to client’s bids with building all solutions & Pricing structure and strategies. Reported all projects pipeline with all measurement metrics with an aggressive follow up to close deals and meet sales target. Worked closely with SE engineers as one team to close deals and achieve targets.
Due to the initial stage of building Enterprise & Government Markets for Huawei, I had played multiple roles as below:
ENTERPRISE SALES DIRECTOR ROLE 40%: Provided sales planning, strategies for the enterprise products, solutions and services. Managed the enterprise sales team, developed the sales forecast, followed up visiting and developing a new customers & channel partners. Arranged for training & Certifying partners. Segmented the Market, supported the company on what customers to target and how to target. Planned and held workshops for clients and channel partners, Planned, Implemented and managed Proof-of Concepts for IT & Telecom Solutions like Optical Transmission and IP routers and switches, IP-Telephony, Huawei Symantec IP Security and Storage for key customers data centers. Managed the enterprise sales team, developed the sales forecast, followed up visiting and developing a new customers & channel partners. Arranged for training & Certifying partners.
Channel Manager Role 20%: Recruited 9 x Tier-2 Channel partners for enterprise & Government Market with partners enablement. Built strategic relationships with key channel partners, Evaluated partners quarterly to develop the business and provide the partners with the needed support, Ensures partners are complying with partner agreements, Orchestrated an extensive ME channel partner workshop was held in Dubai. Manage and solve channels conflicts. Sell through partners sales resources.
Marketing Manager Role 20%: Provided marketing planning, strategies and advertisement for the enterprise products, solutions and services. Arranged workshops to the Enterprise clients, Channel partners in addition to the STC EBU to launch & brand new solutions. Segmented the Market, supported the company on what customers to target and how to target. Designed and managed print and digital marketing collateral for Huawei Datacom & Security Solutions tradeshow including banners, brochures, and CD contents.
Presales Director Role 20%: Provided Technical Sales strategic planning for Huawei enterprise products and solutions.. Provided all technical-sales support for Data Communication (Switching & Routing), IP security and Unified Communication (Design, generate BOQ, Customers negotiations, Bid response and presentation). Designed complex IP-core (IPMPLS) and IP-Access Networks for service providers and enterprise networks. Supported the telecom FTTX/ GPON projects for STC in term of design, Presentation & technical write-up, Recruited, developed and trained the technical-sales staff for Enterprise & Government Market.
Led enterprise sales activities for Datacom & Huawei-Symantec (USG) line of network security and storage products. Provided
a products strategic planning and mapping solutions to the right market sector as well as solutions packaging. Delivered
commercial and technical presentations to Telco’s (STC, ITC & Mobily), government, and enterprise clients. Developed
technical and commercial proposals for key tenders and RFPs (For smart cities and Telco’s network RFP’s). Oversaw all aspects
of closed data communications projects for key clients from initiation, negotiations, and designing proof of concepts to project
completion. Consulted clients by providing them with competitor analysis and product comparisons. Designed and managed
print and digital marketing collateral for Huawei Datacom & Security Solutions tradeshow including banners, brochures, and
CD contents. Developed pricing and branding strategies for data communications & Security products. Delivered critical
technical presentations to telecom operators, channel partners and key enterprise clients. Successfully designed complex proof
of concepts to key government clients with a PO result. Deliver customized product presentations using an advanced solution-
based sales approach.
Managed technical operations and technical team in all six regions in KSA (JED, RYD, DMM, ABH, MED & BUR). Expanded company products and solutions portfolio. Managed implementation of all CNC Network, Network Security Telecom, and ICT projects. Managed End-End operation of Frame Relay Service provider. Collaborated with other departments to ensure alignment of design documentation and executed maintenance were aligned with company procedures. Oriented entire KSA technical team on a quarterly and annual basis, as well as assigned engineers to be trained and certified by key vendors.
KEY ACHIEVEMENTS:
• Increased revenue and profit by promoting company services including maintenance contracts, warranties, and frame relay services.
• Enhanced sales and optimized utilization of technical department by developing value added services
• Achieved 100% success rate in solving critical technical issues escalated by customers or support team
Managed technical operations and technical team in all six regions in KSA (JED, RYD, DMM, ABH, MED & BUR). Expanded company products and solutions portfolio. Managed implementation of all CNC Network, Network Security Telecom, and ICT projects. Managed End-End operation of Frame Relay Service provider. Collaborated with other departments to ensure alignment of design documentation and executed maintenance were aligned with company procedures. Oriented entire KSA technical team on a quarterly and annual basis, as well as assigned engineers to be trained and certified by key vendors.
KEY ACHIEVEMENTS:
• Increased revenue and profit by promoting company services including maintenance contracts, warranties, and frame relay services.
• Enhanced sales and optimized utilization of technical department by developing value added services
• Achieved 100% success rate in solving critical technical issues escalated by customers or support team
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