Cloud Sales, Channel and Ecosytem development Leader
IBM
Total years of experience :17 years, 0 Months
Sales Management:
• Driving IBM Channel for IBM cloud portfolio (IAAS, PAAS, DBAAS, private/Hybrid cloud, Mobile)
• Driving direct Iaas/Paas cloud sales relationship with top 20 accounts in the region ( banking, telco, retail, gov )
• Sales management and forecasting for 3 sub-regions and 5 product lines to overachieve targets
• Recruiting high value ISVs (Independent software vendor) in the NWA into IBM cloud partners
channel
• Closely working with Inside Sales and Marketing organizations to develop leads and pass to channel
partners for progression and closure
• Overlooking sales and technical enablement to develop channel ecosystem
• Devising channel go to market strategy for Cloud business unit
• Identifying channel coverage and capacity gaps and implementing plans to address them
• Overlooking OEM and white-labelling agreements for both on premise & SaaS solutions
• Speaker and sponsor for industry, partner and IBM events in the region.
• Helping Startups to grow with IBM Cloud, Big Data, analytics, IOT and Watson
• Partnership with government organizations to help industry entreprises moving to IBM cloud
Marketing :
• Define and build marketing plans per quarter based on business needs.
• Building and branding of the new IBM Client & Innovation center
Casablanca
• Management of all IBM Innovation centre events
• Making IBM Visible in Universities, Smarter Cities and Entrpreneurship events
• Organize hackathons based on IBM PAAS product ( Bluemix )
• Organizing Co-marketing events with channle ( BPs, ISVs, ... )
• Organizing IBM Smartcamp (One of the prestigious startups challenges worldwide )
• Enablement events on IBM latest cloud products
• Pipeline created : 2M $
Skills Development and Entrepreneurship programs:
• Managing the IBM global Entrepreneur program for Cloud startups
• Management and Kickoff of the IBM MEA University program.
• Startups business mentoring
1- Management
• Creation of the Customer Service Center Afinis Communications and elevate it to World Best Class performance
• Animate and supervise a team of 8 engineers 7x24x365 in combined function “4 into 1” Delivery Management (Put in place Telecoms solutions)+NOC (Network Operations Center) + Helpdesk + Technical support levels 1 & 2.
• Functional Management of the customer services (call centers, Invoicing, administrative...) present in 8 African countries (Benin, Senegal, Cameroon, Niger, Algeria, Burkina Faso, Guniea, 35 people)
• Follow and improve the indicators of quality such as defined in operational engagements (`OLA') or services conventions (`SLA')
• Inventory control of the whole equipment spares stocks and its disponibilities in the African subsidiary companies with lower cost.
• Management of the budget allocated to the Customer Service
• Ensure that all suppliers are paid within the time limits
• Development of the activities reportings for the top 10 customers.
• Elaboration of the processes of production control and interaction with the various local teams
• Development and presentation of the KPIs internal monthly reporting to the top management.
• Define and take care of the realization of the trainings plans for the teams
• Manage the internal and customer’s escalations, set up the adequate action plans and follow up their realizations.
• Ensure effective and rapid response to Major Incidents
• Customer satisfaction
2- Sales Operations
• Work closely with the Presales teams to setup the answers to the customers offers.
• Follow up the projects in progress of deployment and take care of their technical realization.
• Validate the service in order to begin the invoicing
3- Marketing :
• Help to deploy the Marketing strategy dedicated to Customer Service (Africa & middle east)
• Reparametring of Branding
• Creation, launching and development of the product Customer Support (Standard, Premium…
• Migration of piloting platefrom from Atos Orelans to Atos Casblanca (Design
Architecture VPN, phone service, virtual servers)
• Assess the resources needed to achieve service
plan accordingly and leave for the teams and
on-call schedules to ensure service continuity.
Monitor and improve quality indicators as defined
in operational commitments (OLA ') or service agreements (' SLA ')
• Ensure the quality of services and compliance with commitments
contract (service agreement, SLA)
• Elaborate the invoice of the service inclunding princip of Bonus/Malus
and make sure that it has been paid.
• Manage customer escalations, and implement appropriate action plans.
• Lead and manage a team of 16 technicians operating
specialized (Unix, Wintel, AS/400, network, ...).
• Organize activities to optimize the realizationof 'work requests, and projects.
• Define and ensure implementation of the training plans for the team.
• Make the interface with the department of Atos Origin requesting country,
carrier contracts with end customers.
• Promote and participate in future extensions of activity.
• Manage the budget allocated to the team.
• Development of internal reporting of activity and comparison with different
commitment to quality service and present it to the High level management Atos Morocco and France.
• Attend the monthly steering committee which takes place at ISD Auchan Lille
• Provide monthly reporting to the Director of Infrastructure Management Praxis.
• Monitoring of project activities to Atos Origin LEAN overall factory
• Management of the monitoring team and hotline premium (4 technicians)
• Development of internal reporting of activity and comparison with different commitments to quality of service: period of recovery, time to rate, and availability...
• Presentation of reporting to the Director commercial business
• Proactive monitoring of all equipment installed at customer companies Wana Corporate: 1300 routers, 700 Wireless Local Loop links, fiber optic links 100
• Technical and administrative support 24/7 VPN services, Voice, Lan to Lan, Internet customers premiums (Marjane, ONA, Attijari Wafabank, Conservation Foncière, BNP Paribas, ...)
• Technical Support 24h/24 7j / 7 Customer operators (British Telecom, Orange Business Services, Verizon, Interoute, Vanco, Oteo)
• Development of incident reports to customers
• Tracking general incidents in collaboration with the NOC (Network Operation Center), which is responsible for Backbone’s monitoring
Mention Bien
Senior telecoms bachelor with honors