Business Development Manager
Centra Technologies
Total years of experience :18 years, 9 Months
Responsible for developing new business, tier 1 and tier 2 partner network accross MENA. Support new and existing business partners so they can effectively promote, demonstrate and implement Centra products. Work strategically with partners and their sales teams to active revenue and new customer growth. I'm also responsible for brand development and product promotion by organizing partner conferences and participating in various technology events.
Focused on acquisition and development of new accounts across government, enterprise and SMB sector. Mainly responsible for applications sales and services for both cloud and on premise solutions. Consistently increased monthly revenue by cross-selling and up-selling Office 365, Azure, SharePoint, RPA, Infra and resources to key accounts and generate new business opportunities.
Successfully closed deals of $710K with in span of 9 months after joining.
Built and sustained solid sales funnel to meet quarterly deadlines.
In charge of overseeing and motivating a 10-person group in driving revenue generation, start-up strategies, lead prospecting, deal negotiations and customer portfolio service across the Middle East. Work closely with pre-sales and technical teams in product design, proof-of-concept and demonstrations. Organize and direct complex proposals and Skilled in winning testimonials by verifying application results and conducting system audits. Support channel partners through training, pre-sales, RFPs and detailed demos.
♦ Recognized with top awards as “Best Performer” and “Excellent Deal Closer;” expanded annual growth rate by 49% and overall customer volume by 250% during tenure.
♦ Opened and expanded into 3 new country territories - Oman, Qatar and Saudi Arabia; on boarded 5 new partners in last 3 years.
♦ Successfully signed and retained a high-profit deal with the Abu Dhabi government; launched all company products at the GITEX events in 2013 and 2014.
♦ Recruited and oriented brand ambassadors from loyal customer base to promote, support and upsell products through channels and market associates.
Transitioned to open and grow a new country territory in Qatar, spanning all industry niches and best-of-class products. Hired, trained, motivated and supervised 4 staff in all sales, product marketing and account operations. Created custom-tailored roadmaps to guide clients through the entire project lifecycle. Collaborated with partners and resellers to identify and secure deals.
♦ Profitably delivered $200, 000 in new revenue within one year - rapidly expanded sales from 0% to 45% with a focus on manufacturing, trading and retail sectors.
♦ Personally launched all PACT products at the ICT Qatar event; recruited and oriented competitor partners.
Transferred to Saudi Arabia to drive sales efforts and administer major projects in India, while concurrently acting as Solutions Lead Architect, as part of a short-term assignment. Coordinated lead prospecting, RFQ/RFPs, contract management, channel development and onsite/remote presentations.
♦ Continued to earn a positive reputation for top project leadership, efficient work completion and peak customer satisfaction levels.
Built and directed a team of 4 cross-functional professionals in managing large-scale projects encompassing all PACT applications for clients in both government and commercial segments in UAE. Generated business requirement documents (BRD), scope of implementation & training (SIT), software requirements specifications (SRS) Acquired expertise in the full product lifecycle, from initial conception, debugging and development to testing, training and go-live at client sites. Selected to promote and represent the entire corporate product portfolio at GITEX events. Consulted with clients and internal teams to navigate lifecycle dynamics and technical support.
♦ Succeeded in increasing annual subscription revenue by up to 400% during tenure; closed and delivered a deal for an ERP/CRM/HRM/BI applications for the Dubai Government.
♦ Effectively served as primary contact for the 1st Oracle DB PACT implementation in the company’s history; organized and mentored a sales team in closing the company’s largest deal.
♦ Wrote functional queries in PL/SQL to design reports, modify database tables and troubleshoot issues.
♦ Prepared and provided Proof of Concept to C-level client management per project requirements in a timely fashion.
Promoted after Initial hiring as Support Executive and gained expertise in handling client issues, resolving problems and system rollouts for firms in a Hyderabad, India territory.
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