Bahaa Charara, Territory Sales Manager - IBM

Bahaa Charara

Territory Sales Manager - IBM

Ibm - United Arab Emirates

Location
United Arab Emirates - Abu Dhabi
Education
Master's degree, Aerospace Engineering (Aerospace & Satellite Communication)
Experience
21 years, 4 Months

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Work Experience

Total years of experience :21 years, 4 Months

Territory Sales Manager - IBM at Ibm - United Arab Emirates
  • United Arab Emirates - Abu Dhabi
  • My current job since February 2016

Contribute to growth in IBM (GTS) new and exciting business, revenue and profit.
Penetrates assigned accounts by:
1. Selling new or additional products or services to current buyers; and/or
2. Finding additional buyers within the existing customer location; and/or
3. Selling additional customer locations.
Build, grow, and steward client and business partner relationships
Assist in assuring client satisfaction and maintaining a strong client relationship
Manage the financial performance of account projects
Manage B&P, marketing and special project budgets
Manage cross brand initiatives
Manage the financial performance and timely payments of account projects
Work with delivery organizations to ensure staffing/talent strategy and investment is aligned with account growth and strategy Manages assigned customers’ transition from the Business Development group during customer implementation

Sr. Account Manager at Injazat Data Systems is a joint venture between Mubadala Development Company and Hewlett Packard (HP) Injaz
  • December 2013 to January 2013

is market leader in the region for Information Technology, Data Center and Managed Services delivered from the region’s
most sophisticated and advanced facility, the Tier IV design certified Premier Data Center facility
Job Profile:
 Retains and profitably grows firm volume, sales, and profitability through proactive management of
assigned large-customer relationships.
 Sells the firm’s complete offering of products and services.
 Manage B&P, marketing and special project budgets
 Leads all aspects of the sales process, calling upon others to assist in solution development and proposal
delivery, as needed, or as directed by management.
 Develops customer account plans for all assigned customers by leading a joint company/customer planning
process that identifies relevant customer needs, prioritizes initiatives and company investments, and
establishes a clear action plan for success.
 Proactively manages customers’ satisfaction and service delivery by anticipating potential service problems,
and monitoring satisfaction.
 Manages assigned customers’ transition from the Business Development group during customer
implementation
EMC2, UAE

Sales Director at IT & AV
  • February 2009 to December 2011

Visionaire Group is a multi-vendor single-integrated-solution provider of end-to-end information and communication
technology (ICT). With net sales of $100 million/Y
Job Profile:
 Spearheaded a team of 7 members with regards to day to day UAE operations and accomplishment of
business targets
 Set up/ managed implementation of business development process for the organization’s direct-to-user
business model
 Identified/ developed new business opportunities and maximized market penetration through strategic
partnerships with associated trades
 Guided the sales team in maximizing business generation across key accounts
 Optimized resource utilization to maximize productivity
 Involved in negotiation of orders from customers
 Highlighted business plans/ forecasts to the senior leadership team
 Maintained updated product/ process knowledge

Sales Manager at VISIONAIRE GROUP
  • United Arab Emirates
  • January 2011 to December 2011

EMC2 is a global leader in enabling businesses and service providers to transform their operations and deliver information
technology as a service (ITaaS). With net sales of $22 billion/Y
Job Profile:
 Collate market intelligence on competition & other market trends for reengineering/ restructuring of
business strategies. Maintain updated market database
 Design new model/ product category aimed at launch of the organization into new business segment
 Showcase business plans to the management including order forecasts and revisions based on requirements
 Focus on maximizing market penetration through identification/ development of new business
opportunities and setting up strategic partnerships with associated trades
 Maximize customer satisfaction through prompt resolution of issues and qualitative service delivery
 Generate/ update monthly reports to the senior leadership team
 Involved in grooming & mentoring of team members based on business requirements
 Monitor performance of team members and render productivity enhancement feedback
 Participate in direct/ channel sales including tender bids, sales proposals, negotiations and transactions

Area Sales Manager at CRANE CO
  • United Arab Emirates
  • January 2005 to January 2009

Crane Co. is a diversified manufacturer of highly engineered industrial products with a substantial presence in a number of
focused niche markets. With net sales of $3 billion/Y
Accomplishments:
 Enhanced turnover by 19% through design/ implementation of negotiations strategy in 2006
 Acknowledged for surpassing sales targets by 40%
Job Profile:
 Focused on maximizing market penetration for control instrumentation and valves across the Middle East
market
 Participated in sales meetings, defined goals/ market surveys and identified business opportunities
 Ensured compliance to project delivery schedules & other SLA parameters
 Conducted need based training sessions for distributor personnel aligned to business requirements
 Managed tender bids and drafted various sales proposals
 Designed new product training programs for clients
RELEVANT PROJECTS
 Satellite Antenna Design, EMS Technologies, Electrical and Mechanical design
 Modeled CPMON circuit using VHDL and FPGA (Flight Simulator CAE)
 Project management, Design and Implementation of Internet & Support center
 Design, Build & Operational management services for Green ICT for MASDAR City and ICT & AV for UAE
University
 Design and Build for ICT & AV for IRENA HQ (International Renewable Energy Agency)
PAST ASSIGNMENTS

Business Development at BELL CANADA
  • Canada
  • January 2002 to January 2005
Project Engineer at CAE INC
  • Canada
  • January 2001 to January 2002
Project Engineer at EMS TECHNOLOGIES
  • Canada
  • January 2000 to January 2001
Technical Engineer at IT & Telecom
  • Canada
  • January 1999 to January 2000

Education

Master's degree, Aerospace Engineering (Aerospace & Satellite Communication)
  • at McGill & Laval University
  • January 2002

in

Master's degree, Physics (Electronics)
  • at Lebanese University
  • January 1997

in

Specialties & Skills

Customer Service
Sales direct
Telecommunications
Business Development
CUSTOMER RELATIONS
DELIVERY
MARKETING
STRATEGIC
BUDGETING
BUSINESS DEVELOPMENT
NEGOTIATION
PROPOSAL WRITING

Languages

English
Expert
French
Expert
Arabic
Expert