VP Channel Sales
Opportunity Network
Total years of experience :19 years, 8 Months
Joined a promising startup from my role in Misys (Channel Sales Director MEA) to run its Global Channel Sales Operations
Established Channel Sales in the company and set the channel sales strategy and procedures. Defined the sales process through channel sales for the firm with all the legal frameworks
Formed a team of Channel Sales Managers in company focus areas (US and Europe) while signed up external Partner managers (Sales Partners empowered to create own regional ecosystem)
Managed a pipeline of 10+ Million USD. Participated in a strategic deal with London Stock Exchange Elite Program and participated in HVB Germany deal negotiations.
Worked at all levels required to run the program (Sales, Management, Operational)
Created a lot of dynamics in the role by engaging fast multiple partners across the region and managed to over achieve sales and pipelines target quarterly for the full year (highest numbers in the team as well as highest percentage of sales to region, was running at 40% of region’s License sales)
Signed up 10+partners and activated existing partners that managed to bring 40+ Mio USD in New Partner Originated Pipeline.
Recruited a Partner Manager for Africa and coached him to achieve his regional targets for the last 6 month of my tenure in Misys
Engaged at partner level with regional consulting firms and managed to engage them in several regional deals (PWC Pakistan, Accenture SA, Detecon UAE, Deloitte UAE).
Engaged at all sales stages with partners and ensured opportunities are being brought to L3 for sales progress (Indusind TI+ with ETT, Arab Bank Treasury with IWDT, MGR Habib Bank with PWC) as well as involved at closing stage with partners. (NBAD with Detecon)
- Responsible for Services Sales in MENA
- Responsible for Services Partners Management and Selection in MENA
- Identified areas of need (partner profiles required) and worked with Regional Director on enabling existing partners to cover those needs and on signing up new partners
- Managed Partners Ecosystem and periodically reviewed their pipeline, coordinated with sales team on relevant pipelines
- Worked with Partners on new Bids and negotiated prices and scope with Client & Partner
- Responsible for new Projects Scoping, Estimation & Pricing
- Responsible for all customer presentations on T24 & Partners Services.
- Managed demand generation campaigns with Partners (NDC in Pakistan and Sudan) and with Sales Team (Iraq, Libya)
- Managed Productized Services Marketing campaigns across MENA Region in coordination with Sales Team and Partners : FATCA Productized Services, DB Replacement
- Led the core Banking presales team across MEA
- Participated in several successful Sales Operations for replacement of Core Banking System.
- Led the Partner Selection process for selected core Banking projects in the Region
- Launched several initiatives:
- EME Oracle Private Banking Software Marketing Campaign
- EME Sales Consulting System Demo Lessons Learned documentation Procedure preparation
- Oracle Islamic Banking Software development plan priorities re-alignment
- Received 4 promotions in 4 years and assigned to the highest budgeted project in the company as Project Director
- Managed and participated in the implementation of 10 banking projects with implementation teams varying from 4 to 30 resources, covering:
- Data Centre establishment & Managed Services team Preparation
- Full project Preparation and execution: Scope, Schedule, Charter, Quality Plan, and Risk Plan.
- Forming and managing the project team, ensuring proper team building is executed
- Kicking off the project:
- Recruited all the Project’s needed Local resources in Kuala Lumpur
- Negotiated contracts with SW & HW Vendors (Openway, iSentric & IBM)
- Member of Change management board.
- Exposed to several cultures and proved ability to manage intercultural differences with client & Employees.
- Managed a team of consultants including resources from 7 countries
- Implemented 10 projects in 5 different countries
- Performed Sales & Presales Operations across APAC, Africa and GCC
- Strong Management/Coaching and Client Skills:
- Managing a team of 30 Consultants and Project Managers: Path and 3rd party Managers and consultants
- Coordinated with Large Banking institution PMOs (Reaching to 100 resources from Bank & 3rd Party employee)
- Interacted daily with CXO Level Bank individuals to ensure Bank stakeholders and management are well informed about project progress, issues and Risks, presented to monthly Project Steering Committee chaired by the Bank’s CEO.
- PRE-Sales Experience:
- Successfully contributed and had a direct impact on the closing of 10 deals (received Congratulation letter from CEO for the closing of BMMB contract.)
- Helped in business development while working on projects by capturing potential opportunities with Project clients
- Supported partners in Bid preparation and presentations and knowledge transfer to ensure they are properly equipped for Sales and Consulting activities
Data Mining for Private Banking potential customers.
Taped bank’s branches wealthy customer base & Achieved a 17% closed deals /Lead ratio.
Promoted capital market services in Syria.
Worked on the identification of products that suites identified HNWI needs.
Handling orders on major world markets, financial derivatives and products.
Handling Beirut Stock Exchange operations to the Bank.
Received Chairman's prize for the work on the bank's preferred shares offering.
Completed a thesis in Sales and Marketing and received a 16/20 grade (highest 2nd for 2003 promotion)
Diploma of Higher Studies in Management received in concurrence with my ESA MBA
Majored in Finance and Accounting