Director for Enterprise Software and Peripherals EMEA Emerging Markets
DELL Computers
Total years of experience :17 years, 2 Months
Responsible for the Software and Peripherals business unit in Europe Emerging Markets \[ Middle East, Africa, Russia, CIS, and CEE as well as the management of the Vendor Alliance and Product Initiatives and Channel Development in MENA
Key Responsibilities / Achievements June 2011- till today
• Achieved 95% growth YoY in revenue in 2013 and 75% in 2012
• Responsible for the Dell Alliance that complement Dell offering in the Enterprise Infrastructure area \[ Software / Hardware / Networking \]
• Managing the Sales / Implementation Channel for Key Projects across the region
• Recruiting / Enabling DELL Channels \[ Distribution and Direct Partners \] and make sure that they deliver against their numbers
• Introducing new product categories and lines and developing new markets.
• Development of business and channel to achieve the Annual Financial Plan numbers.
• Creation and implementation of channel strategy, roll-out across multiple channel segment
Reporting to the Senior VP Sales and support; responsible for the Symantec & NetApp Channel / Alliance business unit in MENA as well as the management of the Channels / Vendor Alliance and Product Initiatives in MENA
Key Achievements /Responsibilities: May 2010- till May 2011
• Business line growth: Planned, developed and introduced Symantec Appliance/Security product line in MENA market achieving >125% YoY growth in 2010. Grew total revenue of Symantec business from $4.5m in 2010 to>$6m in 2011, and achieved position no.1 in Value Added Distribution in Q4FY11.
• Strategic Alliances Management. Created alliances between Tech Access and the key infrastructure and Data Centers Partners; STME, ISIT, and ITS ensuring development of Symantec solutions. Set up framework between alliance partners and local countries for working on sales & marketing plans.
• Channel development & Customer Acquisition: Acquired key consulting partners in major Middle East countries
• Change and Risk management: Successfully created and implemented plans to adapt with the unrest in some of the middle east countries
• Assessing new markets, product segments and technologies to set the company’s business unit strategy.
• Planning and developing Symantec Appliances product lines with the Symantec HQ in USA, and MENA
• Development of business and channel to achieve the Annual Financial Plan.
• Creation and implementation of channel strategy, roll-out across multiple channel segments (System Integrators, Value Added resellers, reseller, and consulting firms), and channel acquisition.
• Active member of Symantec Appliance initiatives involving close work with Symantec new appliance team across the US, EMEA, and Middle East team
• Budget responsibility across MENA, creation of quarterly budget, with direct accountability for sales target achievements.
• Alliance development & management with partners in Infrastructure, availability and security area
• Development and implementation of marcom plan & management of co-branding projects
• Product portfolio management of NetApp
• Development and management of alliances with major partners of the NetApp/ non Energy ecosystem
Grapheast is the Adobe Distribution Arm of the MDS Holding. Reporting to the General Manager of Grapheast, responsible for the development of the Adobe enterprise Channel business as well as the management of the MENA Product Channel team.
Key Achievements / Responsibilities May 2007 - May 2010
• Business and Channel Development: Increased Adobe partner base by 120% and developed a new channel/partner base for the enterprise products
• Cost reduction: Implemented a cost reduction program, which lead to $1 million of annual cost savings.
• Market Growth Project: Successfully lead extended team of people in developing and implementing marketing & business plan to grow Acrobat Connect Pro within GCC and Egypt improving Adobe’s enterprise customer base
• Ownership for the P&L of Adobe Acrobat Connect Pro / Adobe Live Cycle \[BPMS\]in Middle East for Key Enterprise Organizations
• Sales / Business development in MENA via various initiatives and projects, centered around the Lead Generation and Market Awareness
• Focus Projects i.e. management of Egypt Education Initiative, and Higher Education Framework agreement in 2009
• Product portfolio management of e-learning suite, e-learning platform, and Business Process Management Systems (BPMS) products and services for the respective customer segments directly and through the channels.
• Responsibility for forecasting and managing supply and demand in MENA.
• Develop and implemented Adobe consumer and corporate brand positioning for MENA
• Ensure all market communication instruments (press, catalogues, web, sales material etc.) are efficiently implemented at all times
MBA in International Business with main focus on International business / marketing
