Hatem Salah

Role, Responsibilities and Duties (June 12’ - Present):
In close cooperation with the Cluster Sales Director and the Country Sales Manager for Applications, the Regional Alliances and Channels Director and the Regional Director Strategic Alliances, the Application Alliances & Channel Manager maintains, develop and deepen the strategic relationship with the network of the Application Partners in Levant & North Africa and achieve with those an aggressive sales growth in Oracle’s Applications business solutions and products.
• Identify market areas of common growth with the partners and drive the relationship to a true Alliance creating value for the partner and our customers.
• Responsible for the adoption of Oracle’s Applications products and solutions and warrant that the partners identify and embrace the value of teaming with Oracle.
• Responsible for the smooth and productive interaction between the respective Sales and Consulting teams of Oracle and the partners as well as for driving and monitoring the Partners Enablement and the Demand Generation actions with them. To cover Oracle Strategic Partners, Value Add Distributors and selected Broad Market Partners.
• Be the liaison to the ECEMEA Application Sales Directors to implement with a team of Partner Product Adoption programs and actions towards achievement of the sales targets.
• Assume initiative and responsibility to enlarge the cooperation scope and optimize and widen the strategic relationship in close alignment with the Regional Director Strategic Alliances & Channel bringing forward regional programs to the local partners.
• Responsible to maintain a high degree of mutual commitment trust in the partners and maximize Oracle’s product adoption and sales engagement vs the competition, at our partners.

As an Oracle Applications Sales Representative my role was to develop a strategy and sales plan to win new license sales revenue in line with targets. Build strong, long-term relationships not only with clients & partners but also internally within the Oracle organization where I can open and team-oriented culture exists. Identify and qualify HCM, ERP, CRM, EPM and SAAS opportunities and maximize business from installed base (cross- and up-selling). Also drive all necessarily resources (including pre-sales, consulting, Business Partners, Contract & Legal, etc.) engagement in order to ensure a successful sales cycle and of course consistently deliver high annual revenue in new licenses.

PRESIDENT'S CLUB 2012
President's Club is the ultimate reward at Oracle, recognizing employees who have proven they are among the very best of the best. Recognized as one of the 200 of the top-performing elite members of Oracle sales team across the world for 2012.

Top 7 Achievements:
- (Over Achiever: 130% FY09, 160% FY10, 276% FY11)
10X Territory License & Support Revenue in MRD & Oil & Gas Industry during past six years.
- $2 M Deal Close - Largest Siebel CRM On-Demand (SAAS) Deal in Oracle History in MEA.
- $1 M Deal Close - Largest License MRD Industry Deal in Oracle History in Jordan.
- First Oracle Fleet Management V6 Product Deal Close in MEA.
- First Oracle Demantra (Demand Management) Products Deal Close in Levant.
- First Oracle Enterprise Performance Management (Hyperion) Products Deal Close in Levant
- First Oracle Business Intelligence (Siebel Analytics) Products Deal Close in Levant..

UBA was founded to meet the rapidly rising demand for business management applications and to support the fast growing medium-size business sector. UBA's mission is “To provide Best-Of-Class Enterprise Resource Planning Solutions and Quality Services to the local and regional market that would include selling, marketing, implementing, training, supporting and developing add-on software solutions around the complete range of ACCPAC International & Sage Group / Best Business Management Applications.”

Responsibilities and Duties:
• Founder and “Board of Directors” Member
• “Business Operations Management & Planning” included but not limited to the following:
• Mission, Objectives & Strategy Definition
• Revenue Projection, Recruitment & Headcount Planning
• Organization Structure and Organizational Departments Responsibilities & Duties Distribution
• Sales & Marketing Planning
• Employee Payroll Plan, Professional Employees Work Career Path Planning, Profit Share Incentive Plan Planning and Professional Employees Accomplishments Assessment.
• Financial Budgeting & Forecasting Planning, Projected Cash Flow Assessment & Management
• Company Employees Handbook Writer & Reviser
• Business Operations Management & Teams Leaders Coordination (Project Management)
• Departmental Work Distribution Progress Monitoring and Assessment
• Business Development, Sales & Marketing Administration and Management.
• Propositions and Contracts Agreements Technical Writing.
• Procurement & Recruitment Administration
Top 5 Achievements:
- ACCPAC International Primer Partner in MEA for 04'
- ACCPAC International 2nd Top Performing Partner in MEA for 03'
- Jordan Amal Cancer Foundation deploys ACCPAC http://www.ameinfo.com/17857.html
- Mobile users in Jordan get faster service for their Nokia handsets http://www.ameinfo.com/34888.html
- Jordan's National Arab Motors (KIA) boosts customer support with CRM http://www.ameinfo.com/39917.html

ITC-International group is a highly specialized management, business & e-Consulting firm with a network of multi-national companies covering the GCC countries & Jordan, ITC’s objective is to make our client’s business a success, by conducting full restructuring & reengineering tasks aiming at converting the organization into an e-organization.

Responsibilities and Duties:
• Business Process Reengineering (BPR) / Improvement (BPI) Consultant.
• Enterprise Resource Planning (ERP) & e-Solutions Specialist.
• Business Operations “Master Plan for Computerization Study Methodology” Definer & Writer, that includes but is not limited to the following:
• Business Process & Procedure Analysis.
• “AS-IS VS TO-BE” Business Operations Mapping.
• Suggested Business Management Software Applications Module.
• Suggested Business Infrastructure Hardware Layout & Licensing Requirements.
• Project Implementation Plan including Employees Training Plan Requirements Definition.
• Project Investment & Return On Investment (ROI) Analysis.
• Preparation, Release, Evaluation Study of Tender Documents
• Client’s Agreements Technical Writer.
• Project Implementation & Resource Allocations Management.

Responsibilities and Duties:
• Establishing a regional distribution office for ACCPAC International and ACCPAC Financial Management Solution related 3rd party products.
• Obtaining distribution rights from fortune 1000 software companies.
• Establishing a reseller network channel by appointing well known established firms in the Middle East & North Africa Regions.
• Providing marketing & sales consultation, administering training, and coordinating technical and application support teams in providing the best of service to our appointed value added resellers in the region.
• Administrating Arabization Plan of ACCPAC Corporate Series.
• Administering the design of IDARA new web site.
• Producing business, marketing, sales, budget and work plans.
• Administering financial and distribution operations.
• Negotiating, closing, and technical writing of all distributors agreements and large account client contracts.
• Administrating of all internal workflow procedures (ISO 9002).

Responsibilities and Duties:
• Establishing a reseller office for Computer Associates Micro Products, ACCPAC International, Microsoft Large Accounts, and related add on.
• Providing marketing & sales consultation, administering training, and coordinating technical and application support teams service.
• Consulting, negotiating, closing, and technical writing of all agreements.
• Producing business, marketing, sales, budget and work plans.
• Administering financial and distribution operations.
• Administering the design of CATS Client Care web site.

Responsibilities and Duties (Manager):
• Administration and Managerial related work.
• Human Resource, Accounting Supervision.
• Reconfiguring/Optimizing the company’s new computer system.
• Reprogrammed the company’s Clipper software to meet today’s needs.
• Operated the entire Money Order operation Est. Worth. $60, 000, 000.

Responsibilities and Duties:
• Programmed and configured the company’s system using dbase IV.
• Managed the purchasing and distribution operation of the company.
• Managed the company’s accounting system using Peachtree and Quicken.

• Programmed, updated and tested Electronic Mail Claim Programs (EMC) and Health Insurance Claim Form Programs.
• Troubleshoot: Hooked up with Alcon’s Clients (Orthopedic offices in USA and Canada) and repaired their computer system’s software from Alcon’s headquarters in St. Louis using local computer via the telephone lines.
• Updated and tested new coming releases of the company’s software IVY.