Enterprise Sales Manager
Riverbed Intl
Total years of experience :19 years, 5 Months
sales into enterprise accounts. Participate in cross sell and up sell opportunities.
•Penetrate additional buyers within the accounts, identify their needs and then configure an appropriate offering from our portfolio to meet those needs.
•Prepare accurate forecast, build a funnel to cover bookings target, document activities in Salesforce, and perform other task necessary to drive revenue and communicate activities to sales management.
•Use disciplined account planning to maintain client relationships, enhance customer satisfaction, and increase account penetration.
•Lead a complex sales cycle; orchestrating and leveraging additional resources - i.e. partners, inside sales, Solutions (Presales) Engineers, Sales Management, and Executive Leadership - when needed.
•Work autonomously to meet and exceed assigned revenue targets & goals
•Selling to C-Suite (or one level below) with a good understanding of technology and business alignment
•Utilizing my knowledge of Partner ecosystem and establishing and fostering strong Partner relationships.
•Existing relationships within the assigned client base such as MOFA, MOE, MOJ, GZAT, SIDF, KAUST, BOG, RCU, KSU, Saudi Post, Inma Bank, NCB, NGHA, SANG…etc.
•Getting in front of prime targets and build relationships with new and existing Riverbed clients
Responsibilities
•Identify, develop and close new business opportunities within a well-defined Major Account Territory (Account List) with emphasis on positioning Juniper’s Vision, Strategy, Business Value, Solutions and Network Architecture alternatives to the different sectors/Key Accounts. Meet and/or exceed predetermined sales and services quota and key objectives while operating within Juniper’s guidelines.
•Develop and/or expand relationships with customer's Executives and at multiple levels across IT, Engineering, Architecture, and Planning to build and close a pipeline of business across Juniper’s primary solutions and technology focus areas (including Data center, Routing, Switching, Security, and Automation).
•Work closely with Sales Leadership and collaborate with Systems Engineering counterpart and cross functional internal JNPR organizations to present and leverage a customer centric vision of Juniper’s client engagement model that will drive sales with a high degree of customer satisfaction. Develop and implement an account plan consistent with these objectives, and participate in Quarterly Business Reviews (QBR) to track progress toward shared goals, and to review customer issues, challenges, and success factors.
•Managed the following accounts within Juniper in Saudi Arabia: GCS, BFSI, MOFA, SEC/NGRID, Dawiyat, and a big list of non-named accounts.
to the Regional Director, work closely with the Channel Partner team and the SVP of EMEA to ensure growth into the territory.
•Achieve penetration to new logos and revenue goals within the Territory.
•Develop and build relationships within all layers of Broadband Service Providers and Named Accounts.
•Work with key Channel Partners across the region to sell Sandvine DPI Solutions (Business Intelligence & Analytics, Policy Enforcement, etc.).
Saudi Market
Dar Beta IT is a System Integrator that focuses on the enterprise sector in Saudi and sells Networking solutions such as (Cisco, Juniper, F5, Bluecoat, Infoweapons, Citrix, Procera, A10 Networks, Anagran, Ipoque …etc.) with focus on the Financial Sector as well as Telecom and other Enterprises.
Responsibilities
•Develop, coordinate and implement marketing plans and strategies designed to retain existing business and to identify and capture new opportunities within Saudi Arabia.
•Researches various industries to determine new market potential for the company.
•Oversees the identification and development of on-going relationships with key customers to seize potential opportunities in the Saudi market specially telecom.
•Assesses Beta IT capabilities/strengths/weaknesses and assists in the development of long-range business plans and marketing philosophies.
•Identify resources (human, financial, contracting) required to capture opportunities.
•Partner with the proposal staff to ensure implementation of strategies and optimal business leverage.
•Serve as an advisor on projects/tasks assigned to business units (Sales/Pre-Sales/Projects).
•Developing the sales team and enabling them to deliver the desired image and message of the company.
Real Estate Vertical-KSA-Western Region
Responsibilities
•Selling Cisco Products and Solutions to existing and new accounts in Hospitality & Real Estate Sector.
•Identify new accounts to sell products and services, to fulfill & maximize turn over & profit objectives.
•Maintain a high-profile Cisco presence in the market place through the creation of win-win situations with customers that turn a sales relationship into a long-term commercial partnership.
Middle East / North Africa
PTC (BRAVO) - KSA Sep2005 -
General Competencies & Achievement:
•Interpersonal and communication skills, able to build rapport and communicate effectively at all levels, and across disciplines using different communication techniques.
•Achieved 107% of 2019 sales quota, and achieved the best pipeline development award for H2 2019, over achieved Q1 2020 plan with 272% of plan.
•Cultural awareness, aware of different cultural styles and how to work with them.
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