Sales Account Manager/ Senior Sales Account Manager
ZTE Corporation
Total years of experience :16 years, 2 Months
Responsibilities: Implement the company sales strategy to the UAE market and Etisalat regional operators. Achieve the sales target and make breakthrough for the new technologies in wireless, Core Network, Billing System and Transmission and full range of end to end ICT solutions in the 4 major markets including: UAE, Pakistan, Sri Lanka & Afghanistan.
Establish Etisalat Group technical and purchasing department client relationships in CXO & VP levels;
Analysis customer’s pain point and KDM, negotiate with Etisalat for penetrating latest technologies gain more market share in different regions.
Propose customized solutions to Etisalat, organize technical & commercial negotiation, leading project team to win the tenders;
Guiding ZTE regional offices to follow the Etisalat Group Strategies;
Arrange company high level meetings with CXO & VP, invite the key decision maker to visit exhibition to exchange insight and enhance customer trust.
Achievement:
Win Etisalat Sri Lanka CvBS and CRM project(X million USD);
Win Etisalat Afghanistan Telecom Sites wireless expansion, iVAS projects (X million USD)
Leading project team to work on Etisalat Group Global Frame Agreement for Wireless, transmission and VCAAS (Video Conference as a Service) projects in UAE and etc.
Responsibilities：Responsible for School physical security management system and on line learning subjects sales & promotion in China market.
Conduct On-line sales tam & Off-line sales team to have a common understanding and sales target;
Formulate marketing strategy & sales methods, lead the sales team to copy the successful experience to each area raptly;
Organizing different marketing activities, inviting school principals & Education Bureau Head attend meetings to have a cooperation agreement.
Analyze customer using habit and optimize sales process: agreement signing, user experience period, user activate & payment methods;
Involving in Building the “Academic Evaluation Center” pilot project for Zhongshan Education Bureau;
Assigned in North Africa Region Ethiopia, Developing ICT projects in Government
Sectors. Managing Federal Ministries Accounts; Maintain Ethio Telecom key
Responsibilities：Assigned in North Africa Region Ethiopia, Developing ICT projects in Government Sectors. Managing Federal Ministries Accounts; Maintain Ethio Telecom key customer relationship from Ministry of ICT, having successful cross-regional, cross account in large scale project running experiences.
Create & enhance the relationship with vital ministries in Ethiopia, bid for the projects from Addis Ababa City Government, Ministry of ICT and Urban development & construction, Water and Energy, and EEPCo etc. Identify key stakeholders, using interpersonal skills and techniques to analysis Decision-making chain, influence the decision makers;
Create and maintain new business pipelines; Target potential leads, turn it into real opportunity and work for appropriate solutions;
Building project team, conduct bidding process and finalize bidding strategy, organize technical and commercial negotiations;
Organize ICT exhibitions & large-scale Summit, Promote new solutions such as Cloud Computing, Campus Switches & Modular Date Center;
Execute Go-to-Market Growth Strategies, maintain and manage channel relationships to create sustainable competitive advantage;
Achievement:
Organize team to bidding for Ministry of Health Solar project for 1109 Health post, select qualified local partner form a Consortium to furnish the technical & commercial proposals;
Dig the project clue and build up key relationship in Ministry of Water Irrigation & Energy and EEPCo, Team up a technical team to develop 5MW Solar Plant for Ethiopia Electric Power Company, and get Off Grid Solar Power Plate Proposal signed by the Ministry & EEPCo successfully;
Conducted and implemented the Land and Land property datacenter project in 11 sub-cities Addis Ababa, enable the Urban development and Construction and City Gov. using the latest IT system to manage Addis Ababa land GIS and property
Win over 15 Miilion USD contract for 68 sites Schoolnet & 96 Government offices IT network projects in Addis Ababa City Gov.;
Successfully Delivered 12 Ministries Datacenter project for Ministry of ICT, Telepresence Video conference system for Prime Minister Office, and collected all the payments.
Obtained: Global Sliver Account Manager by Huawei Technologies Co., Ltd,
Outstanding Stuff by Huawei North Africa Regional Office.
Accountable for Sales of BST antenna and RF equipments to operators & OEM Accounts. Building customer relationship & develop business opportunities to archive sales target in India market.
Maintain BTS antenna business relationships with Alcatel-Lucent & Nokia Siemens Networks in India;
Build rapport customer relationship with Accounts, managing the whole product sales process including: getting BTS field test opportunity, official supplier approval, bidding process;
Working Together with local agent secured product supplying business to operator BSNL through ALU;
Strongly negotiating technical issues & pricing with customers to find a win-win solution;
Winning total over ten million dollars contracts from TTSL, Be the solely Microwave Antenna supplier to Videocon.
Monitoring the export procedures and vendor approval process for BTS Antenna to different Operators;
Organize company both for India Telecom Show, Convergence Show & Asia LTE Summit, promote new products & solutions;
Obtained: Outstanding Sales Stuff by Tongyu Communication INC
Maintain BTS antenna business relationships with Alcatel-Lucent & Nokia Siemens Networks in India;
* Build rapport customer relationship with Accounts, managing the whole product sales process
including: getting BTS field test opportunity, official supplier approval, bidding process;
* Working Together with local agent secured product supplying business to operator BSNL through
ALU;
* Strongly negotiating technical issues & pricing with customers to find a win-win solution;
* Winning total over ten million dollars contracts from TTSL, Be the solely Microwave Antenna
supplier to Videocon.
* Monitoring the export procedures and vendor approval process for BTS Antenna to different
Operators;
* Organize company both for India Telecom Show, Convergence Show & Asia LTE Summit, promote
new products & solutions;
Obtained: Outstanding Sales Stuff by Tongyu Communication INC
EID project is involved in many stakeholders from Gov. sectors: Ministry of ICT, INSA,
A.A. City Gov. Ministry of Urban Development & Construction. EID is to build the
second generation ID card and residents information systems for Ethiopia citizens,
the project include: covering 34 million population information system, two
national-level Data Centers, Personalization Center, AFMIS system, with the range of
the Capital City and 9 nine regional states, which is a highly integrated and complex
projects.
Responsibilities：Account management, Team Leader & Ownership of these two projects.
Responsible for handling customer relationship, negotiate with the right Partner,
control bidding process & design bidding strategies. Work together with partners
from France Gemalto, Japan's NEC, formed a consortium body submitted a fully
prepared proposal. Leading a internal team follow closely over 10 Accounts,
compete with giants from Europe: Safran Morpho, Thales, G & D, Israel OIT, Malaysia
IRIS. Ultimately, we put our position No1 in technical evaluation.