Business Unit Manager - Solutions & Alliances
Aptec Distribution FZ LLC
Total years of experience :26 years, 9 Months
Job Responsibilities
⦁ Reporting to the Managing Director, am responsible for the most strategic and most profitable business unit in Aptec
⦁ Responsible for delivering USD 20 Million worth of business per annum to Aptec heading a team of 14 people across the MENA region
⦁ Our business unit is the main channel for delivering the strategic initiatives of NetApp, IBM STG and IBM SW Group in the Middle East and North African territories.
⦁ Key responsibilities include driving business plans, owning the P&L, vendor management and team management.
⦁ Other responsibilities include reviewing budgets, team performances, product plans, marketing initiatives, event planning, recruitment, credit planning etc.
⦁ Partake and contribute in internal & vendor business planning and review sessions
KEY ACHIEVEMENTS
⦁ Joined as Product Manager - ISS. Due to my stupendous performance was promoted to the role of Business Unit Manager within just 6 months of joining the organization.
⦁ Have consistently overachieved both internal and vendor targets for past 7 years.
⦁ Have had zero attrition in the team in the first 4 years and 2 headcount attrition in last 2 years.
⦁ Awarded the ‘IBM Best System X Distributor Award’ in Midde East and Pakistan in 2012. We grew a staggering 221% yoy and won this prestigious award for the first time in the history of our 13 year relationship with IBM. http://www.itp.net/mobile/589367-aptec-wins-ibm-best-distributor-award
⦁ Aptec is one of the key distributors for NetApp in the MENA region. MENA is one of the identified growth regions for NetApp and we continue to contribute significantly to their growth plans in the region. (http://www.itp.net/591519-netapp-and-aptec-launch-expresspod-in-me )
⦁ In 4 years grew the NetApp business from USD 2 Mn to USD 13 Mn and increased the channel breadth from 3 partners in UAE to over 60 active partners across Middle East.
⦁ IBM ISS is a market leader in the IPS and MSS space. Aptec is the largest distributor of IBM ISS in the MENA region and was awarded the ‘Sales Leadership Award’ by IBM Global Services in 2009. Aptec was one among the 2 distributors across 98 countries to have won this award.
⦁ Created a Distribution model for IBM ISS from scratch and grew the channel breadth from 5 partners to 18 partners across the Middle East.
⦁ Overtook the closest competitor a few years ago to regain the premier position of being the largest Distributor of Symantec in the region. This is evidenced by us winning the Value Added Distributor of the year for consecutive 3 years in a row in the Symantec MENA Awards (http://www.channelemea.com/spip.php?article1518)
⦁ Winner of Aptec Award for Q1 2010 with Security & Storage BU voted as the Best Business Unit in Aptec.
⦁ Featured by the prestigious channel magazine Reseller Middle East in the ‘People’ Column of the Sep 2012 issue. http://www.resellerme.com/people/exceeding-expectations/
⦁ Selected by the Channel and featured on the prestigious list of 50 Channel Champions of the Middle East in the Oct 2013 issue of Channel Magazine. (excerpt enclosed)
Job Responsibilities
⦁ Reporting to the Director, was responsible for generating sales of pure Information Security Services business from the Middle East market.
⦁ The primary markets of focus for self were UAE, Kuwait and Qatar.
The verticals of core focus were Banking & Finance, Oil & Gas and Government sectors.
⦁ Key services sold includes Managed Security Services, Business Continuity & Disaster Recovery, Application Security, ISO 27001 Compliance & Certification, Vulnerability Assessment, Enterprise Security Audits, Penetration tests, Centralized Log Monitoring Solutions, Training amongst others.
⦁ Responsible for forging key partnerships with channel partners in various countries. Responsible for partner team development and other marketing initiatives.
KEY ACHIEVEMENTS ______________________________________________________________________________
⦁ In 6 months have managed to contact and establish a working relationship with most of the key accounts in the Corporate & Government sectors of Abu Dhabi, Kuwait and Qatar.
⦁ Bagged a prestigious deal from a key company in UAE to design & implement the Disaster Recovery for their business. They were the first organization in the Oil & Gas sector in UAE to pursue a full-fledged DR initiative and intend to become a benchmark for the other organizations in the sector.
⦁ Closed 3 deals that enabled leading organizations in Kuwait, Qatar and Abu Dhabi to get certified to ISO 27001.
⦁ Enabled the first Managed Security Services Outsourcing deal for Paladion from Middle East from one of my key clients in Abu Dhabi. Also bagged a Centralized Log Monitoring implementation project from the same client.
⦁ Successfully organized 3 seminars in Dubai and Abu Dhabi for the Oil & Gas, Banking and Government sectors.
Job Responsibilities
⦁ Reporting to the Regional Director, was responsible for generating sales of Information security services & solutions worth RM 2 Million from the Malaysian market.
⦁ The primary market of focus was Malaysia while other geos handled included Singapore, Hong Kong, Indonesia and Phillipines.
⦁ The vertical of core focus was the Banking & Insurance industry. Other verticals handled included IT, Logistics and Manufacturing
⦁ Major accounts managed by self included Central Bank of Malaysia, 2nd Largest Banking Group in Malaysia, one of the largest insurance group in the world, one among the largest logistics provider in the world, the largest IT company in Malaysia among others. I enjoy a warm & professional relationship with the top decision makers in these accounts as well as with influencers in multiple other levels.
⦁ Possess significant contacts within Corporate Malaysia including government organizations.
⦁ Key services sold included Application Security, SDLC Audits, ISO 27001 Compliance & Certification, Vulnerability Assessment, Enterprise Security Audits, Penetration tests, Centralized Log Monitoring Solutions, Training among others.
⦁ Responsible for team development and other marketing initiatives.
KEY ACHIEVEMENTS
⦁ Joined as a Business Development Manager and in recognition of my good performance in the first year was promoted as Head - Sales & Marketing for the APAC operations of Paladion in 2006
⦁ Bagged a prestigious deal from the Central Bank of Malaysia inspite of severe competition from the Big 4 Consulting firms. The deal opened up the market for Paladion and gave them the much needed credibility making it easier to sell to the other banks & insurance companies.
⦁ Wrested the account of the 2nd largest banking group in Malaysia from their existing 3 year old vendor. It’s been a Paladion stronghold for the last 2 years now.
⦁ Won a prestigious deal from the largest IT Company in Malaysia to implement & enable certification to the prestigious ISO 27001 standard. They have the unique distinction of being the First organization in Malaysia to be certified under ISO 27001.
⦁ Managed to create and sell an unique service offering to a leading Global player in Logistics. It paved way for selling more unique offerings to them and also helped Paladion create a service it could sell in other geographies.
⦁ Enjoyed a warm relationship with all my customers, most of whom have given us repeat business and in the process have ensured that Paladion got the ‘first-right-of-refusal’ to all deals in those accounts.
⦁ Ability to prime deals from concept stage to closure which included RFP development for customers
Job Responsibilities
⦁ Reported to the VP - Sales, was responsible for Regional Sales from the Chennai region. As National Account Manager, was accountable for revenue generation and operations of one of the largest customers of Microland in India - Standard Chartered Bank
⦁ Primarily responsible for business acquisition from the Chennai market, I personally carried a business target of about Rs. 6 crores (USD 1.2 Million) to be acquired from a fiercely competitive Services market.
⦁ Was the top performer in the company in 03-04. Had consistently exceeded targets in the last 2 consecutive financial years (02-04). Chennai was then the topmost performing region in the country.
⦁ Had clinched a very strategic BPO order for Microland.
⦁ Closed 3 Information Security deals of strategic significance. One of these was a Scottish Oil Exploration major, another a national Media giant and the third, one of the biggest business conglomerates in the country.
⦁ Managed around 70 resources who were deployed in various programs at customer sites. Responsible for recruitment, management and administration of these resources.
⦁ Developed approach papers, proposal templates, sales presentations as well as all necessary sales tools in all the three areas of Microland’s service offerings - Network Infrastructure services, IT Operations Management services and Security consulting services
⦁ Have extensive knowledge of Corporate Chennai and key decision makers among them.
⦁ Involved in proposal engineering & costing, project management, RFP generation and Bid Management.
⦁ Worked with partner companies like Microsoft to sell & deploy their suite of services.
KEY ACHIEVEMENTS
⦁ Youngest employee to manage a branch independently. Handed this responsibility in a short span at Microland.
⦁ Bagged key strategic orders especially in the Security consulting domain for Microland. Customers include MNC’s, BPO’s, a national media giant and one of the largest business conglomerates in South India.
⦁ Have opened new channels of business and revenue in the current engagements with the Largest MNC Bank in India, a MNC BPO etc.