Sales Manager
Giza Systems
Total years of experience :24 years, 2 Months
Sales Manager
Giza Systems -Saudi Arabia May 2013-present
Job Purpose
o Responsible of managing the sales team covering different sectors across KSA .Sectors include Telecom Operators, Utilities, Oil & Gas, Governmental and Enterprise.
o Selling and promoting the diversified solutions and services of the company that include telecom solution (OSS, BSS and Infrastructures), IT and Enterprise solutions and applications, Industrial solutions (Automation) and Building Management Solutions (BMS).
o Key KPIs include: Order Book and Revenue, Margins, Customer satisfaction, Hit rate, Strength of relationship and Strategic information management.
Responsibilities
o Develop and implement strategies for selling solutions & services related to the different Sectors in KSA.
o Determine annual unit and gross-profit plans by implementing marketing strategies, analyzing trends and results.
o Generate new business relationships, determine new opportunities, produce and negotiate new revenue, define, achieve and follow up of yearly targets and objectives.
o Manage the team of sales & pre-sales force by setting objectives, then developing and implementing field sales action plans, organizing, directing the sales staff to meet these objectives & achieve forecasted sales .
o Engage in the assessment of the opportunity with input from different stakeholders.
o Ensure appropriate marketing & pricing strategies are developed to each account.
o Handle vendors’ management and price negotiations with suppliers.
o Making sure of smooth and complete handover to project delivery teams in the new deals and Following-up on and monitors the profit/loss status of these projects with .
o Maintains the sales staff by recruiting, selecting, orienting, and training employees.
o Maintain professional and technical knowledge by attending educational workshops; reviewing professional publications; establishing personal networks; participating in professional societies.
Job Purpose
o Capitalize on market knowledge, technical skills& personal relation in developing new business opportunities with carriers & business sectors.
o Develop, facilitate, monitor and update market plans and accounts plans
o Assist pre-sales team with the planning, analyses and implementation of strategies to facilitate marketing initiatives
o Bid management responsibilities including, driving pre-sales team in building solutions and proposals matching customers'' requirements, coordinating the efforts and define rules among the bid team for fulfilling the submission requirements
o Ensure that the company projects (in the pipelines or undergoing) will satisfy the needs for which they are undertaken, this is achieved by sticking to the conformance to project requirements as well as the fitness of use of the project deliverables, hence reaching customer satisfaction and creating customer loyalty and long relationship
Responsibilities
o Pro-actively hunt for target organizations and establish communications with those businesses that can benefit from the company's products and services. This includes service providers and large enterprises.
o Promoting full suite of managed services solutions to service Providers and large enterprises, which includes international and domestic data, internet access services, data center, business voice products and platforms.
o Selling Cisco solutions for voice, data, virtualizations and security.
o Working as Bid Manager
o Further develop multi-tier relationships to organically grow the clients’ accounts.
o Develop the corporate strategy, and build referral and lead generation network
o Develop and manage marketing tools and collateral for existing and new clients
o Implement business models so as to create new ventures
o Forecast long and short-range market potential
o Assess feasibility and validate bid opportunity
o Identify potential competitors, assess and conduct SWOT analysis
o Assess need for third party integration; identify appropriate partners and organize any vendor management requirements
o Reports opportunity assessments for common projects to the country manager, to share with the steering committee as input into the decision to bid as per process.
o Contribute to customer Final Bid Presentation
o Working closely with Project management team to support project delivery as planned, thus assuring customer satisfaction.
o Ensures the development of Industry knowledge by supporting & contributing to virtual industry Special Interest Groups (SIGs)
Some Achievements
o Selling the first Italtel technology solution in KSA that is ITCC /KAFD
o Developing the name of Italtel in the local Saudi market by developing better relationships with customers, partner and third party vendors
Job Purpose
Utilize Specialization and Experience in Telecom Operator/Carrier Business, Voice over IP network infrastructure (e.g. Soft switches, Media Gateways and signaling) and services (e.g. voice over broadband, Centrex services) for building Next Generation Network solutions, as well as GPON, and IP and data networks.
Join Bid Response Team to interpret customer infrastructure and services business requirement, interacting with other Orange Business Services consultants and Third Parties
Provide 2nd level presales expert support to the solution architect team with assignments covering infrastructure and services requirements in pre-sales and contracting phase of a complex bid opportunities (>$10m).
Key member of the client engagement team accountable for the optimal technical design authority, and critical business input to financial architecture.
Provide consultancy support to the assigned Project Director during implementation and delivery phases of contract lifecycle; to ensure the solution is implemented in line with the agreed design
Capitalize on implemented solutions in order to industrialize them .
Responsible for select verticals with focus on large global companies such as in outsourcing and offshoring, and global service providers. Active member in carrier partnerships and potential channel discussions.
Responsibilities
o In Pre sales phase:
Bid qualification:
• With Sales / Commercial Management / Engagement Manager assess customer voice requirements. Identify customer drivers / unique selling points and ownership
• Assess feasibility and validate bid opportunity
• Identify potential competitors, assess and conduct SWOT analysis
• Provide input to Go / No-Go decision to Review Board
• Provide requirements input to business case outline / bid budget / estimate skills and resourcing required for win strategy where assigned prior to Go / No-Go Review Board
• Assess need for third party integration; identify appropriate partners and organize any vendor management requirements
• Attend customer meetings to address voice technical queries; provide confidence and credibility to customer; ensure Orange Business Services credentials as the right organization to meet the customer requirements and deliver the solution
Bid response
• Play key role as member of the bid “war room” at the customer’s location to shape and build a win strategy
• Takes ownership of the overall technical solution - Technical design authority for an operator’s network
• Drive voice design to shape, construct and propose compelling solution and Statement of Work to meet customer’s requirements; advise bid team of estimated resource (skills, people, technology and SLAs)
• Ensure that there is an audit trail solution changes and submit the designs through Peer Review as part of the Solution Review Process
• Ensure the solution is documented in full to create the Technical Design Authority Documentation pack as an outcome of the Solution Design Process
• Contribute to customer Final Bid Presentation
• Support the contracting process as part of the negotiating team assessing desired client changes for the impact on the voice solution and financial consequences of these changes
o In Post sales phase
Ensure solution execution by :
• Provide consultancy advice and support to the Account Project Director and Customer Services Director to ensure documented solutions are delivered in compliance with the solution design
• Coordinate actions internally and externally to ensure the proposed design meets agreement.
• producing semi generic design documentation and provide regular feedback to product development teams.
• Act as technical project manager supporting the overall program or project manager.
Job Purpose
Responsible for managing the CNM Voice Implementations team (VOIP platform), CNM Voice Translations Team (legacy TDM switching) & CNM Voice NEO Team (NGN) who provide on-time and error-free configurations of Voice services and who provide support for End-to-End Voice Acceptance testing.
Responsibilities
• Accountable for the CNM Voice team and ensure the delivery of on-time, error-free Voice configurations and final acceptance testing of the voice application, ensuring that correct processes, practices and procedures are followed.
• Provide technical support to the CNM Voice team members as necessary.
• Identify and initiate corrective actions of areas in need of improvement for CNM Voice activities, guidelines and procedures.
• Validate requests for CNM Voice involvement.
• Responsible for the identification of implementation requirements and resources within the CNM Voice team environment for each voice related project entering CNM Voice domain.
• Provide necessary project coordination and follow up within CNM VOICE as well as between CNM VOICE and other entities involved with the voice-related projects.
• Provide support to other voice-related departments and entities that are involved with voice-related projects. Assisting in development of voice related processes, procedures and practices that may enter the CNM VOICE environment.
• Maintain and update CNM VOICE related databases and reports
• Being part of the Kick-off meetings related for all voice projects &new voice services deployments inside the company network ( like migration of legacy TDM to NGN, migration legacy SCP to GK & BTG -mobile access service)
• Act as a Process Owner for many of voice activates in which teams under my supervision are Key players
• Act as escalation point for premium customers
Skills & Knowledge utilized
•
• Good Team management skills
• Good personal and team organization skills
Nortel platform, Italtel soft switch (NGN)
· Accountable for the delivery of on-time, error-free Voice configurations
· Implement IN and Non IN France telecom long distance network and call center work orders within given time frames
· Implement baseline translations on new switch installations
· Implement C7 network translations
· Implement IN translations on the service switching points (SSP’s)
· Implement new numbering plans & modify the existing ones on all switches
· Provide 1st and 2nd level support on customer and network translation issues
· Provide assistance in documenting translation standards for all voice services
· Call out routing
· Meet or exceed the targets set by the management with regards to:
- Customer Satisfaction
- Quality of Configuration
- Lead Time to deliver configuration
- Productivity
· Validation and processing of service requests (new, modification & cessation) and the corresponding site information.
· Maintain and update Provisioning databases
Middle East & North Africa Regional Office
· Responsible for Fixed Network(traditional), NGN, GSM, CDMA& WLL products in Middle East & North Africa region.
· Preparing the engineering proposals according to tender book to be presented to the customer
· Interfacing with customer for clarification of tender book
· Making of Project management plan for projects & project schedule according to available resources
· Assigning tasks to the engineering bidding team members & leading them to prepare the required proposals in time
· Making the quotation of the offered proposals
· Commissioning activities for many of Siemens EWSD Exchange projects like Aswan Public Exchange in Upper Egypt.
· Commissioning activities for many of the Siemens EWSD RSU & RCU Projects in Upper Egypt.
· Building database of charging, signaling, routing, subscriber administration & system administration for many Siemens EWSD exchanges.
· Doing acceptance activities with the customer (Telecom Egypt) in many Siemens EWSD exchanges.
· Upgrade for Siemens EWSD Exchanges from V11to V15.like Ismaileya Exchange (critical tasks).
· On line support to other colleagues during doing tasks.
· Giving technical consultation to other departments
Additional Activities
· Teaching technical courses for Siemens staff as well as Siemens customers in Egypt and Middle East
· Teaching Experience includes teaching the following courses in Egypt (for Telecom Egypt, Siemens and EGTI staff)
o EWSD System introduction and Handling
o EWSD System Maintenance
o EWSD System Operation
o EWSD Delta training V11-V12
o EWSD Delta training V12-V15
o EWSD Remote Switching Unit (RSU)
o EWSD Circuit Network Administration
o EWSD Charging Data Administration
o SULIM Operation and Administration
Responsible for designing all Computer Networks (LAN &WAN) including Data & Voice, carrying out corrective and routine maintenance performing quality of service checks and making sure that all services are running at optimum quality, any installations, modifications and expansions to existing network are carried out in a professional and timely manner keeping all documents updated enabling prompt handover by other colleagues.
Experiences:
· Experienced in designing “IP-Voice over IP-X25-Frame Relay -Voice over Frame Relay - PPP & LAN Protocols “.
· Very good in dealing with
- Motorola routers.
- Digital & analog modems (especially in Motorola modems).
- ISDN modems.
- Paradyne DSL.
· Good experience in dealing with
- 3COM hubs & switches
- Cisco routers.
Interviewing Skills Satisfaction through Communication Orange Training centre by , Cairo NEO (NGN) structure & Operation ITALTEL Training center, Milan, Italy NORTEL Training Courses attended in NORTEL Training Center (Maidenhead, United Kingdom) • DMS & GSP training Equant Training Courses attended in Equant Office (London, United Kingdom) • On job training
PMP (project management professional) Mena Chapter (PMI certified chapter) , Cairo • Currently preparing to be PMP certified
• NGN training • CDMA training • Project Management Office (PMO
SIEMENS Training Courses attended in Siemens Training Institute (Munich, Germany) • EWSD Delta training V12-V15 (attended in Germany training institute) SIEMENS Training Courses attended in Siemens Regional Training Institute (Cairo, Egypt) • EWSD System introduction and Handling. • EWSD System Maintenance. • EWSD System Operation. • EWSD Delta training V11-V12 • EWSD Remote Switching Unit (RSU) • CP 113C • EWSD System Safeguarding and Emergency Concept • EWSD Service concept & Patch Handling • SSNC operation & maintenance • MTP & SCCP screening • GSM Introduction • CDMA
UNDERGRADUATE COURSES GSM, CDMA Introduction, Satellites Communication, Microwave Theory & Devices, Wireless Communication, Data Communication, Antenna and Propagation, Electronics, Communication Theory, Computer Design and Architecture, Automatic Control, Measurement, Digital Signal Processing, Local and Wide Area Networking