Client Manager - Finance Sector
Gulf Business Machines
Total years of experience :22 years, 5 Months
Direct responsibility for major accounts in financial sector in Kuwait.
marketing & Selling all GBM portfolio such as; Data Center, Hardware Solutions, Software Solutions, Storage and Security Solutions form major brands such as IBM; Hardware & software, Cisco, VM Ware, Schneider Electrics and many others.
- Capture client requirements, Prospect/opportunity Qualification, Product positioning, Need creation/analysis, take ownership of proposal technical responses, and orchestrating the processes between all involved LOB (line of business) to Provide full solution for customers.
- Generating and following up on sales leads in financial sector
- Customer presentations and Proposal preparation including conceptual and high level Solution design and cost estimations
- Manage relationship with clients to insure smooth implementation and high customer satisfaction.
Development of business line and direct management of sales & marketing for all ASG’s portfolio (UPS, AC, Power, PDU, Access Control and all related solutions for Data Center) as an Elite partner and service center for Schneider Electric Creating and implementing sales strategies to ensure the business unit objectives are met Lead, manage and direct the sales staff. Setting sales targets and developing the team Develop and work according a Marketing objectives and strategies to enhance company’s awareness in the market Developing a qualified pipeline for a new line of business Oversee, plan and develop Company’s offering and Kuwaiti market Defining sales and marketing strategies Developing relationships with new partners along with maintaining existing relationships Conducting market analysis in order to understand the feasibility to enter new markets Motivate sales force to sell products, services & solutions through effective management; managing staff incentives, managing career development and One-on-one relationship building Manage the activities of sales executives with other clients and potentials by planning, organizing, directing and controlling all the sales operations and activities Acting as Key Account manager and personally responsible for named accounts such as Viva, Ooredoo, Zain, KFH, Boubyan bank, Warba bank and KOC.
Acquiring new customers & penetrating Kuwaiti market using: intelligence gathering on customers and competitors, generating leads for possible sales, drafting and enforcing sales policies and processes, follow-up on sales activities, formal proposal and presentation management, writing strategic analysis account planning and performance monitoring system
Internal sales planning and validate solutions with various vendors specialized in Banking Solutions such as; FIS (e-Payment solutions) Core Banking (Oracle), BillID (instant issuing), SigCap (signature capturing), SAS (AML, Risk Management & BI), SunGard (treasury & ALM), GFG (ATM simulator & mobile banking), OpenText (ECM; BPM, DMS, EIM ...etc.) and many more.
Direct accounts management on major banks in Kuwait such as NBK, KFH, Boubyan Bank, Gulf Bank, Warba Bank, Burgan Bank... etc.
District and sales management to generate revenue
Pipeline forecasting and deal management
Streamline the sales presentation process through the creation of
"Product development database" and providing account managers with immediate access to product progress, features & pricing information.
Contribute to cross practice planning - working with other lines-of-business to ensure cross selling opportunities are being planned for, addressed and integrated
Developing a qualified pipeline for a new line of business
Motivate sales force to sell products, services & solutions through effective management; managing staff incentives, managing career development and One-on-one relationship building
Manage the activities of sales executives on other sectors by planning, organizing, directing and controlling all the sales operations and activities
Resolve complex customer concerns regarding after sale/delivery of products, solution with vendors and internal departments.
Developing business in GCC market and enhancement of ITEC's commercial activities related to IT services it provides in all segments in Kuwait and Qatar mainly for all ITEC portfolio (Document Management Solutions - DocuWare, DocuTrack, Business Process Management - Singularity, Customer Communication Management - Pitney Bowes, Microsoft .. etc) through the following:
- Execute the company’s strategy in terms of developing new business in different segments and activities in GCC
- Build, develop and manage the commercial team of partners in the appointed region and market(s)
- Conduct or supervise the execution to open new markets with partners and alliances
- Source the business leads, securing pre-qualification and invitation to bid, carrying out pre-bid analysis with specialized presales, developing the projects costing and, thereafter, its Technical & Financial Proposals, presenting it to the Client and negotiate proposals
- Negotiating prices with vendors to ensure it fits clients’ budgets.
- Initiate and follow PR actions with potential, new, as well as established clients.
- Execute / follow appropriate recording / reporting procedures related to commercial activities to Executive Director (Regional Manager)
Developing new business for Safat’s main implementation stream and consultancy services (Oracle Fusion Middleware - BEA, Microsoft and IBM SOA & BI, INFORMATICA and OpenText)
Build relations with existing enterprise customers like Wataniya, Zain, KFH, NBK, CBK, IBK, Burgan Bank, BKME and ABK
- Develop new business from existing customers and open new opportunities
- Capture business requirements and transfer it to opportunity to be able to build solutions
- Coordinate with pre-sales for building proper solution and position the best practice(s) for clients
- Prepare proposals based on business gathered and make sure it fits client’s needs
- Capture new business opportunities and align with external or internal partners (find the best solution and build business relations/partnership) to open new market for new technologies
- Manage and coordinate with internal and external vendors/partners on different solutions
- Reporting to General Manager on daily, weekly and monthly bases on all accounts progress
- Manage sales team (Account Managers), follow up on business opportunities and prepare sales forecast
Marketing & Selling IBM software solutions (Websphere, Tivoli Backup Solution, Lotus collaboration, IBM Content Manager & other customized related software solutions)
- Capture client requirements, Prospect/opportunity Qualification, Product positioning, Need creation/analysis, Design and manage implementation, take ownership of proposal technical responses, and orchestrating the processes between all involved parties to Provide full solution for customers.
- Generating and following up on sales leads for e-business solutions
- Customer presentations and Proposal preparation including conceptual & high level Solution design and cost estimations
- Internal teams & External vendors’ communication coordination sales and support issues
- Reporting on sales progress to management
- Take part in negotiations & Order Placement for third party products and licenses
Marketing & Selling all the software products (Microsoft, Symantec-Veritas, Websense, CITRIX, Blackboard & IBM software solutions)
- Follow-up on existing customers, create and generate new potential business with new customers
- Propose and prepare a whole software solution for related IT businesses
- Reporting on weekly bases to the Operation Manager on all the achievements and contact’s progress
- Prepare a weekly forecast for the entire customer’s potential business and maintain the records for the existing ones
- Achieve the assigned sales quota
- Carry out any other duties, which may be required from time to time
Marketing & Selling our specialized applications built (VertixFX - a complete end-to-end FX solution and other services provided by HS like support, consultancy & Oracle courses)
- Follow-up with existed customers, create and generate new potential business with new costumers
- Reporting on weekly bases to the General Manager all achievements and contact’s progress
- Supervise the sales team and report their achievements on weekly basis
Accurate recording of activities of the sales department
- Carry out any other duties, which may be required from time to time
- Prepare a weekly forecast to all activities in the sales department
- Achieve the assigned sales quota and insure the sales team quotas on monthly basis
- Monitor the sales team discipline, daily achievements, calls and referrals.
Marketing & Selling courses delivered at ExecuTrain of Jordan (as a certified training center for Microsoft, Oracle, CompTIA, Cisco, CIW, and SCP).
- Responsible for major accounts exist (MobileCom, CEB, CCS, UBM, SMS & other corporate) follow up with the decision makers and mangers in the IT companies & other corporate to develop business
- Opening and creating new accounts and make opportunities with potential customers and open new business with the IT sector companies
- Making and arranging course’s quarterly schedule for the training courses delivered by ExecuTrain of Jordan.
Technical support engineer for GCE products (IBM, Fujitsu Siemens, Cisco, 3Com & other products like printers, scanners & check readers)
- Maintenance & support for JIB's (Jordanian Islamic Bank) hardware such as printers, scanners, check readers and PCs
- Maintenance & support for all hardware under warranty sold by the company like IBM (Servers, PC’s & Laptops), Fujitsu Siemens (Servers, PC’s & Laptops) and all other hardware (Printers, check readers, scanners, hubs and routers)
- Installation & support for networks, PCs & servers
- Installation & support for all OS including: Windows NT 4.0/2000server/2000 advanced server
- Plus Installation & support for all related software needed.
Dissertation: An external joint block for connecting the diagnostic complex of the PDH or the SDH system to computer by using the standard interfaces RS-232 & RJ-45
