Territory Account Manager
Accenture - Germany
مجموع سنوات الخبرة :14 years, 9 أشهر
Responsibilities:
• Improved quarterly sales bookings for network benchmarking, crowd & data analytics & SaaS solutions, engineering & optimization services, Open RAN services, Telco/IT Network Security, IoT & device testing solutions
• Executed account management strategy and leading for growth and customer retention for selected customers in EMEA
• Drove growth with target customers for new portfolio offerings for Open RAN, Green Networks, Private Networks
• Established customer relationships with Director/CxO level and increasing customer satisfaction in coordination with project management, delivery, product and R&D teams
• Managed full sales cycle with prospecting, presenting, qualifying, contracting and customer on-boarding in coordination with pre-sales, bid management, project management and delivery teams
• Owned the go-to-market for umlaut’s marketing claims business; planning annual targets, strengthening portfolio and empowering account directors/managers in EMEA region
Selected contributions:
• Accomplished new customer contracts in Turkey, Cyprus, Slovenia, Austria and Kazakhstan worth over 1M USD
• Increased 30% revenue in Marketing claims business in the H1 of 2022 vs. 2021 in EMEA
Responsibilities:
• Successfully led commercial relationships across Middle East & Africa (MEA) for 60+ customers (Mobile and Fixed Telecommunication Service Providers, Regulatory Bodies and Ministries) over 40+ countries
• Consistently exceeded quarterly sales targets for data, analytics, SaaS and brand licensing businesses in MEA
• Established & maintained cordial relationships with Service Providers’ Group entities, individual CSPs & ISPs as well as Regulatory/Governmental bodies with Directors, CTO and CMO while strengthening Ookla’s brand image in the MEA, especially with the accounts in KSA, UAE, Qatar, Bahrain, Kuwait, Oman, Jordan, Iraq, Turkey, Egypt, South Africa.
• Executed activities such as prospecting, presenting, qualifying, contracting, customer on-boarding, escalation resolutions
• Accomplished strong growth via greenfield wins in whole MEA & via upselling into selected key accounts
• Identified, monitored performance of own product propositions & competitors in the marketplace, gathered market information leading to new products, improved product features and roadmap strengthening
Selected contributions:
• Achieved %350 of revenue growth in 2 years - 2019 & 2020 (2018 rev: 2M USD, 2020 rev: 9M+ USD)
• Accomplished 20 new data license contracts and first-time regional & world award brand licensing sales in MEA region
Responsibilities:
• Successfully led sales and account management of TEOCO’s SW and Services solutions for CSPs in Turkey and for Turkcell affiliates in Ukraine and Belarus
• Accelerated CSPs for evolving their businesses efficiently & profitably, while enhancing TEOCO's brand image by creating, developing, closing sales opportunities and supporting & developing existing ones
• Strongly established customer relationships at any level (engineer to CxO), maintained strong & cordial relationships with C-Level as well as Planning, Design, Architecture, Optimization, Service and Quality Assurance, Operations, NOC/SOC
• Accomplished regular & accurate forecasts which met and exceeded quarterly targets reported via CRM
• Increased local presence (team of 7 people) and coached the team locally resulting in higher customer satisfaction
• Optimized expectations of all parties during the sales process from lead generation to sales closure and during product/service delivery and maintenance phases
Selected contributions:
• Accomplished record bookings in TEOCO's history for Turkey in 2017 (tripled last 4 years average yearly bookings)
• Won first global Service Assurance Managed Services deal for TEOCO with Turk Telekom at 3M+ USD
Responsibilities:
• Executed business development and sales strategy for digital signage solutions (software, hardware and services) globally in finance, public, telecom, sports, energy, automotive, oil & gas, hospitality & retail sectors
• Optimized and extended suppliers of KocSistem in order to create competitive offerings against competition and to contribute to new sales opportunities
• Provided regular & accurate forecasts which met and exceeded monthly & quarterly targets via CRM
• Contributed in IoT/M2M sales initiatives for new products like Sitelink & Sistemetriks (Telemetry solutions)
• Led customer presentations and represented the company in local and global exhibitions for lead generation
• Maintained strong & cordial relationships with IT, communications, marketing & procurement departments of customers and internal stakeholders within KocSistem (from engineer to CxO-level)
Selected contributions:
• Exceeded yearly targets with 25% in 2015 (2M against 1.6M USD booking target)
• Created 2016 Bookings + Forecast at %230 of targets (6.9M vs 3M USD); Upside of 2.5M USD and Pipeline of 10M USD
Responsibilities:
• Led sales and business development activities for IP/MPLS RAN and Microwave transmission products/SW in co-operation with Account management teams for Turkcell, Vodafone and Turk Telekom
• Improved project deliveries for 2G/3G IP/MPLS RAN (Radio Access Network) and Mobile Backhaul Testing, Roll- out, Swapping, Trouble-ticketing for Coriant IP/MPLS routers and NEC microwave products at Turk Telekom
• Successfully resolved Turk Telekom’s mobile backhaul troubleshooting activities with effective fault and performance management, as well as debugging for Coriant and NEC products via network management software tools
• Provided consultancy, technical advice, PoCs, workshops, roadmap presentations, regular meetings, conferences for customer’s related personnel and departments while ensuring positive brand image recognition
Selected contributions:
• Led mobile backhaul network upgrade & optimization project for Turk Telekom for all regions
• Improved technical support, service delivery and service assurance for the customers in Istanbul
Responsibilities as a Business Development Manager EMEA & APAC:
• Led development and implementation of all marketing programs and strategic sales activities in Global Training Services Department for high customer satisfaction in EMEA and APAC regions
• Partnered with Sales, Operations, Project Management & Commercial teams for RFXs and streamlined optimized services solutions while strategizing offerings with CRM tools for planning, reporting and execution
• Organized & participated up to C-level f2f customer meetings in EMEA & APAC to translate customer business needs into best-of-breed technical solutions to drive revenue and profitability
• Optimized the delivery excellency with Channel Partners and two Training Coordinators for revenue growth
• Executed costing, pricing, budgeting, forecasting, risk analysis, delivery, and performance measurement of Training services, active CSAT measurement of KPIs, action planning & communication for improvement
Selected contributions as a Business Development Manager EMEA & APAC:
• Won bulk deals with Vodacom, Vodafone Italy, Ireland, Egypt, Celcom, Telekom Malaysia. Drove revenue increase of 30% in EMEA & 40% in APAC in 2012. Exceeded EMEA (15%) and APAC (30%) revenue plans in 2013.
• Implemented a new zone-based pricing scheme globally, processes for Scheduling & BDM roles, Training services add- on offerings in support agreements & professional services, benchmarked competitor offerings for improvements
• Introduced Sandbox solution, Subscription library and e-Learning solutions in the Training solutions portfolio
Lectured 4G (3G UMTS Evolution: LTE/SAE) Technology and MPLS Networks courses, managed/instructed thesis Projects, involved in project planning, resource management and project on time delivery for students
Responsibilities as Senior Engineer/Trainer (initially as Engineer):
• Worked as an Engineer/Trainer until Sept 2010, then Sr. Engineer/Trainer in Services Department in EMEA
• Delivered training globally and developed courses for Technology (IP, MPLS, WiMAX, LTE, QoS and Traffic Engineering) and Coriant products (Coriant 8000 INM, 8600 & 8800 Routers, 9100 Smartcore Platform)
• Provided consultancy in IP/MPLS Radio Access Networks (RANs) for 2G GSM, 3G UMTS, 4G (LTE) Mobile Backhaul & Business Services solutions with Virtual Private Networks (VPNs) for Coriant IP/MPLS/Ethernet products for HW deployment, network planning, service provisioning, performance and fault management and troubleshooting in EMEA
Selected contributions as Senior Engineer/Trainer:
• Best trainer score for Coriant 8600 Smart Router series in 2010
• Delivered first Coriant Smart Core 9100 Training classes in EMEA for customers in Israel, Poland and Iraq
• Researched on Power Control, Resource Allocation and Interference Coordination methodologies for Relay Enhanced Radio Access Networks (RAN) proposed in the 3GPP Release 10 LTE-Advanced (4G) study item in a research team.
• Published an IEEE International Conference Paper (Uplink Performance Optimization in Relay Enhanced LTE-A Networks) presented in PIMRC, 2009 Sep, Tokyo, Japan
Developed test plans and test cases and execution of those tests, performed localized software
testing
I completed courses with 30 credits in the MBA equivalent - Industrial Management Master of Science Degree program.
I completed Masters Degree program in Telecommunications Engineering and graduated with a distinction.
I completed Bachelors Degree program in Electronics and Communications Engineering. I graduated as a high-honored student.
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