Territory Sales Manager - IBM
Ibm - United Arab Emirates
Total des années d'expérience :21 years, 4 Mois
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
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
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
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
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
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