Account Director – Wholesale Carrier Sales, MBA
Tawasul Telcom
Total years of experience :22 years, 1 month
• Responsible for managing key regional strategic accounts in the Middle East; including Vodafone, and Telecom providers in Kuwait, KSA, Qatar and Bahrain.
• Account Planning and management: develop, execute and maintain global account planning and regional “go-to-market” strategies.
• Routinely achieving and exceeding business portfolio TCV, revenue and margin targets.
• Main liaison responsible for developing strong one-to-one long-term relationships with the client's regional top leadership teams.
• Develop integrated and partnered sales, client fulfillment and pre and post sales strategy for accounts, which encompass all areas of the client's business needs.
• Cross-functional Teaming: overseeing and guiding supporting teams, to achieve customer satisfaction.
Key Responsibilities
• Manage and lead a team of engineers working on presales and wholesale tasks for key global accounts.
• Assist in preparing department business plans and forecasts.
• Deliver high quality product and architectural presentations and demonstrations.
• Provide support for sales staff during all sales processes (technical product assistance, solution design, offers and contract preparations).
• Preparing responses to tenders, RFPs and RFIs in full.
• Realization of customer’s projects, responsibility for deliverables, leading project teams.
• Handling projects from initiation until closing of project, liaising with clients and service delivery team .
• Ensuring successful delivery of projects on schedule and within budget to customers’ satisfaction.
Key Achievements
• Managing the project design, implementation and expansions of Jazeera Airways station DCS system networks.
• Introducing and implementing PMI/PMP practises into Tawasul Telecom’s project management processes.
• Contributed to the standardization of company proposals submitted to customers externally and to other departments internally.
• Assisting in establishing company processes between departments to build company manual, and to increase process efficiency internally and towards the customer.
• Building a strong relationship with AT&T sales and technical teams.
Key Responsibilities
• Acting as a program manger (SPOC) for all bids and tenders, taking full responsibility of bidding projects’ completion.
• Monitoring, supervising, liaising and following up on all company bids and preparing proposals accordingly.
• Technically supporting Sales Team and Account Mangers in designing solutions, and conducting presentations to customers.
• Coordinating and liaising with concerned departments and parties to achieve bidding goals and business plans.
• Periodic search for government bids and market opportunities, and accordingly preparing executive summaries and business plans to higher management.
• Management of proposals database and monthly reporting of proposal performances and KPIs.
• Analysis of sales and P&L performances against forecasts and business plans.
• Producing analysis reports verifying new ideas for future customer improvements and satisfaction.
• Researching market opportunities for growth and development.
Key Achievements
• Implementation of a robust presales process that allows for efficient production of bids and proposals.
• Motivating and educating sales team technically to achieve targets.
• Improving sales proposal KPIs and ensuring bids submitted as per requirements and on time.
• Building a good relationship with a vast list of clientele from different industries.
• Development of company profile and company proposals to better represent Qualitynet to all customers.
Key Responsibilities
• Organizing and follow-up project engineering activities.
• Coordinating and leading production of technical work and team.
• Coordinating & Reviewing engineering progress and procurement.
• Manage overall coordination of internal documents.
• Foster team environment, and manage inter-discipline coordination.
• Planning, scheduling, coordinating and organizing all phases of projects.
• Monitoring and controlling engineering expenditures.
• Monitoring and controlling and ensuring quality standards and procedures are followed.
Key Achievements
• Key Projects:
360 Mall: building a network infrastructure for the whole building to deliver surveillance, security, internet, data and voice services to all investors, commercial business and stores within the mall.
AT&T: building a full MPLS node at Qualitynet premises, as per AT&T standards, and connecting it internationally with AT&T global network.
• Managed, supported and coordinated the introduction and implementation of EPM (Enterprise Project Management) solution at Qualitynet.
• Prepared & conducted an in-house EPM training for team members.
• Introduced PMI/PMP practises into Qualitynet’s project management processes; including reporting, documentation, processes and resources management.
• Successfully managed and completed 40 projects, of different WAN & internet solutions and of sizes from $5, 000 to $1, 000, 000.
• Worked towards building a more professional standardized Project Management environment.
Key Responsibilities
· To centralize all network forecast & capacity information as a single interface
· To Forecast, Analyse and Monitor the network
· To produce breakdown of infrastructure requirements at macro level
· Trigger any network expansions that may be required
· Planning, developing and designing network expansions and optimisations
· Monitor the network closely, producing monthly, quarterly, and annual reports analysing the whole network’s utilisation and growth in comparison to forecasts
· Producing plans for optimisation of network resources, and/or cost reductions
Key Achievements
· Developed a strong grounding in the different technologies such as ATM, TDM, SDH, DSLAM, and UMUX and thorough understanding of all aspects of network design and solutions (data, internet, FR/DSL), development and monitoring
· Produced & Managed most major shifting and implementation plans/projects. E.g. NGN, optimisation & shifting, new platforms, new technologies, design topologies, network designs
· Cutting down on costs, by optimising network resources and maximising optimum utilisation through planning several projects
· Initiation and development of company database software for a more automated and efficient work process flow
Key Responsibilities
· Installation and troubleshooting of Digital Subscriber Line (DSL) products.
· Installation of videoconference equipment.
Key Achievements
· Developed an understanding of DSL technology and an awareness of its various forms, and built knowledge of DSL troubleshooting
· Capable of installing and setting up videoconference systems
Gained an introduction to:
· Fundamentals of telecommunication networks
· Manufacturing of Digital Electronic Switching Systems (EWSD) equipment
· EWSD system planning
IGCSE Certificate