Presales Head – Security Solutions
HCL Infosystems MEA
Total des années d'expérience :18 years, 3 Mois
HCL Infosystems is India's leading Systems Integration and Infrastructure Management Services Organization, based in the Middle East office in Dubai and covering the Middle East region.
Reporting to the Service Delivery Head, I am responsible for:
• Vendor management: establishing relationships with new vendors and maintaining existing vendors, managing vendors products and solutions, and maintaining and updating the vendors' database for security solutions.
• Qualification, evaluation, and deciding whether to participate in new tenders related to security solutions in the Middle East area. Planning, designing, pricing, presenting, and submitting for projects along with the account/sales manager.
• Managing the presales pipeline for security solutions and working to increase the sales funnel as one of the fastest growing and most profitable units of the company.
• Expanding HCL's security offerings and managing a stack of security solutions organized by vertical.
• Performing security assessments to clients and consultancy to the sales team, designing systems to achieve customers requirements, and finding the appropriate products with the best price/performance.
• Coordinating support/service/training inquiries for clients and our technical team with different vendors.
This German company is a pioneer in CCTV/IP products manufacturing, development, and sales for more than 25 years. Reporting to the Sales Director, I was responsible for:
• Pre-sales activities such as qualification of new contacts, sales leads, and potential projects.
• Sales activities such as assigning projects and sales inquiries to partners in different Middle East territories, visiting partners and end-customers, and conducting presentations and demos.
• Managing existing partners in the Middle East countries and qualification of new ones. Also, reviewing partners performance on regular basis.
• Developing new partnerships and motivating existing partners to increase their sales and provide them with needed assistance.
• Coordinating partner communication with Dallmeier HQ in Germany.
• Proposal management from offers to orders.
• Marketing activities and Market Research.
• Technical responsibilities as with the previous position at Dallmeier as detailed below.
Reporting to the Vice President - Middle East, I was responsible for:
• Providing technical support to partners and customers in the Middle East area.
• Qualifying partners technical teams by presenting technical solutions and hands-on product training.
• Managing and supervising projects starting from: planning, design, implementation, until project acceptance and hand-over.
• Consulting partners and customers on Dallmeier products including: analog/IP cameras, DVRs and NVRs, Storage, System Controllers, Workstations, and Software.
• Consulting partners and customers on Dallmeier solutions including: Digital Matrix, encoders/decoders/streamers, Banking Products, Integration Interfaces, and Intelligent Video Analysis.
• Managing technical service inquiries from partners and customers for the maintenance and repair of Dallmeier products.
• Presenting Dallmeier technologies in roadshows, seminars, and exhibitions.
• Custom-testing of Dallmeier products for variant applications according to customer requirements.
• Developing internal/external technical forms and processes to facilitate the efficient implementation of various job functions for partners and customers.
• Coordination with Dallmeier electronic in Regensburg/Germany to assist customers in support, service, and training inquiries.
• Preparing technical offers for partners based on customers requirements.
• Communicating partners and customers feedback to the development team and the R&D department to ensure future product development compliant with customer requirements and customer satisfaction.
This company was active in sales and service of Physical Security devices, Networking, and IT products in the GCC market. Reporting to the General Manager and managing a technical team of 5 engineers, I was responsible for:
• Analyzing, designing, presenting, and implementing security solutions including: CCTV Surveillance, Access Control, and Alarm Video Management Systems.
• Supporting business partners in the Middle East and Africa area.
• Providing technical training courses in the field of Video Surveillance and Security Systems for customers and business partners.
• Integrating ATM Transaction Text with Video Surveillance Systems in Banking Sector.
• Performing physical security site inspections/surveys and preparing formal threat analysis reports.
• Assisted in selecting and qualifying our business partners from a technical point of view, as well as enhancing partners/resellers knowledge.
• Presenting the company in seminars, exhibitions, and trade shows.
Achievements:
• Deployment of CCTV Systems in Major Banks in U.A.E, K.S.A, and Qatar including: CBQ, QIB, QIIB, Doha Bank, DIB, and NBD.
• Supervising the maintenance of IP Video Surveillance Systems Hardware and Software for customers in the Middle East & Africa area.
- Analyzing, designing, presenting, and implementing security solutions including: CCTV Surveillance, Access Control, and Alarm Monitoring Systems.
- Grade: Excellent with Honors. - Subjects studied: C++ Programming, Electronics, Computer Architecture, Microprocessor Systems and Design, Computer Interfacing, Systems Programming, Advanced Architectures and Systems, CAD with VHDL, Computer Security, Software Engineering,, Artificial Intelligence, Data Communication and Computer Networks, Operating Systems, Hardware Design, Java Programming, Computer Graphics, Digital ICs, Control Systems, Fault-Tolerant Computing Systems, DSP, Digital Data Comm.
Windows 2000 Implementation and Administration, Active Directory Design and Implementation, TCP/IP, ISA Server, Security.
Oracle Database 9i, SQL* Plus, PL/SQL, Developer 2000 Form and Report.