Software Account Manager
GBM
Total years of experience :16 years, 2 Months
•Drive sales and develop business in the public sector.
•Responsible for the total client relationship with important IBM clients or competitive prospects.
•Lead multi-functional teams to develop and close opportunities, planning and leading negotiations with all levels of customer/prospect management, including senior executive management.
•Utilize knowledge in order to maintain relationships with the decision makers of accounts within an assigned industry or geographic segment(s).
•Independently identify and create opportunities by understanding the client's business, competitors and position within the industry.
•Work closely with management and other sales professionals to execute coverage and sales strategies.
•Provide advice to other sales team members as required in order to meet business objectives.
•Responsible to create and maintain a healthy pipeline adjacent to target achievements.
•Maintain customer satisfaction and identify key dissatisfiers and plans to address those issues and sets goals to improve.
•Ensures that business controls are closely followed and is held accountable for results that impact account activities.
•Responsible for annual booking/revenue quota with significant growth in subsequent years.
•Develops and executes sales strategies focused on advanced technology solutions.
•Creates a team based demand generation plan that addresses the vertical market opportunities within Public sector.
•Prepare a variety of status reports, including activity, closings, follow-up, and adherence to goals.
•Present and sell IBM software products to current and potential clients.
•Prepare action plans and schedules to identify specific targets and to project the number of contacts to be made.
•Develop, establish and maintain current client and potential client relationships.
•Identify sales prospects and contact these and other accounts as assigned.
•Identify and resolve client concerns.
Achievements:
•Contributed in increasing the overall Software revenue in the year 2014 by 200%.
•Contributed in increasing the software revenue within the public sector in the year 2014 by 300%.
•1st Social Security Administration System “SAAS” solution “Based on IBM Curam” sales in the entire region.
•MOI’s Website and Internet e-Services Infrastructure Project as 2nd e-Srvices portal after ictQATAR.
•Awarded Hundred Percent Club “HPC” in the year 2014 “Link Attached below”.
https://www.dropbox.com/s/svoj13solu6xgbc/2014%20HPC.pdf?dl=0
Since 3/2008 till end of 2009 as a Presales for:
• IBM Automation Solutions (Systems Management, Network Management and Service Management),
• Citrix Application Delivery Solutions.
• E-Learning Solution based on IBM and Saba Learning products.
Since 2010 till now I’ve been given the responsibility for:
• Enterprise Content Manager based on IBM FileNet Content Manager, FileNet Business Process Manager integrated with Kofax capturing solution to deliver a fully integrated ECM from different vendors to our customers.
• DB Security & Monitoring, Data Privacy and Data Growth Solutions.
Duties & Responsibilities
• Broad understanding of typical business issues and challenges facing executives within major corporations.
• Ability to articulate infrastructure software solutions value proposition, both internally to the sales force and externally to our partners, prospects and customers.
• Develop presentations and demonstrations of the proposed solutions to prospective customers to address the specific needs of the business requirements.
• Developing and growing long-term relationships with customers
• Solving client problems
• Develop technical account plans.
• Coordinate with the sales team in formulating proposals.
• Develop products sales through technical assistance.
• Provide on-site technical pre-sales assistance to customer.
• Provide product comparative analysis, and benchmarks.
• Provide software infrastructure solutions design, integration, assessment and proposals.
• Accountable for software infrastructure solutions annual targets.
Achievements:
1. Contribute in upgrading Intercom partnership of IBM Software to Premier and 1st Tier Business Partner.
2. Contribute in upgrading Intercom partnership of Citrix Products from Silver to Gold.
3. Contribute in building new partnerships like Saba and Kofax.
Interfaces:
• Customers.
• IBM Brand Leaders and Sales Department.
• SBM Sales and Professional Services Departments.
• Partners.
Duties & Responsibilities:
• Meet and exceed sales growth expectation for Information Management Portfolio.
• Support the development of brand/product(s) strategies and marketing plans across the organization.
• Understanding the full depth and breadth of IBM-SBM capabilities and offerings (products and services) as a value add distributor.
• Responsible for driving and growing the Information Management brand/product(s) for SBM.
• Ability to work across multiple disciplines of IBM-SBM organization.
• Build strong customer relationships between supplier, reseller and SBM.
• Functions as the information hub for designated Information Management brand/product(s).
• Create strategic relationships with SBM key vendors.
• Manage leads and identify business to build a sales pipeline.
• Provide pipeline, forecast and additional reports to management and LOBs.
• Recruit, enable and support business partners who sell and support Information Management solutions.
EDUCATION Bachelor of Electrical Engineering Major: Communications and Electronics Engineering May 2005 Faculty of Engineering Zagazig University Final Grade Good Graduation Project Grade: Excellent General Certificate of Secondary Education 2000 GRADUATION PROJECTS o Wireless Controlled Washing Machine. o Network Management & Security (EGP Project). Objectives: • Secure the web and mail servers. • Secure the intranet connection. • Monitor the whole network. • Backup the critical data. • Managing employee accounts. Scholarships: o Infrastructure Security & Management Course (EGP Scholarship). Course Description: • Ten months scholarship program of 1200 training hours (330 Hrs soft-skills & 870 Hrs IT courses) in the track of NETWORK MANAGEMENT & SECURITY (TIVOLI). During the period from DEC, 10- 2006 To NOV, 1 - 2007. • Program provided by the Egyptian Ministry of Communication and Information Technology in cooperation with IBM Egypt. o IBM IT Training Program (Super User Project Scholarship) Course Description: • Ten weeks training program ( 300 Hours ) in the track of : Network Technology N+ During the period from 12/02/2006 To 29/04/2006 • Program provided by the Egyptian Ministry of Communication and Information Technology in cooperation with IBM Egypt.