هيثم عرفه

(accountabilities/deliverables)
 For the BIS Operations functional area (Purchase to Pay, Inventory to Build, Supply Chain, Maintenance)
 Business Demand Management (identification, qualification and prioritization of demand)
 Preparation of Business Cases and Requirements Specification (articulation of business needs into solution requirement)
 Solution identification (collaborate with AMEA Sector Solutions to identify and implement solution)
 Solution Planning (develop project plans - timelines, resource requirements, cost estimates, risks)
 Project Deployment (deploy the solutions in partnership with Sector / Regional/ Local Project teams)
 Support Solutions (Drive usage of the solution by identifying root causes and mitigating)
 Drive User Capability (Drive user capability through training content creation and training delivery)
 Delivering Continuous Improvements to maximize use of solution and support business growth
 Drive application Standardization across MEA (mainly SAP & drive down standalone, point solutions)
 Enable Information Availability (identifying reporting needs and obtaining solutions)
 Manage people (Managing the regional solutions team in Ops dedicated to the cluster)
 Manage various stakeholders (Business stakeholders, peers and market customers)
 Manage overall controls in Ops area
 Periodically Report progress to managers and business customers
 Partner with AMEA Sector Solutions to keep abreast with latest development and technologies
 Provide career growth to team resources by identifying opportunities
Key achievements:
 I successfully delivered one of complex projects (SAP Marketing Equipment Management implementation) on the target date and within the budget despite the faced challenges by leading and managing the project during my first 6 months.

 Participate in strategic planning of company
 Develop products and services pricing models and standards
 Build the business development organization
 Sketch the sales and presales company policies.
 Manage and coach the team across the entire sales and presales cycles starting from lead generation, offering till contracting with the help of the other company technical/functional departments
 Build the Partner channel model.
 Develop partner network
 Manage the relation with partners (ORALCE, IBM, GBM, others)
 Directly manage strategic accounts (like Lafarge, Eastern Tobacco, GlaxoSmithKeline, Aviapartner Europe)
 Develop the company offering and services
 Open new business areas/lines
 Open New markets
 Brand the company success
 Participate in sketching the organization internal development plans.
 As experienced solutions architect, Design the offered solutions of the complex sales cases particularly the one involves different company department.

Key achievements:
 Triple the company organization revenue in 3 years duration
 Develop a new SaaS offering across different products.
 Institutionalize complete sales operation from lead-generation to awarding.
 Institutionalize the presales practices as part of department operation.
 Awarding Lafarge off-shore JD Edwards support two years contract (2011)
 Awarding Eastern Tobacco company, Egypt ERP project of license and implementation of ORACLE JD Edwards ($2.3 Million USD 30 month project) 2009-2010
 Awarding the GlaxoSmithKeline ERP implementation project in Egypt operation followed by on-site support services 2009

 Plan, direct, and coordinate activities among subordinate departments to ensure the company objectives are met.
 Translation of Company strategic plans into tactical plans.
 Monitor and Control Departments Performance.
 Report company performance to top management
 Develop the organization Business through opening new markets, new lines of business or even new channels for current organization operation.
 Advice, Review and Approve complicated-solutions designs which involve more than one product/component.
 Initiated and directly managing new line of business for mobile computing and automatic data capture solutions.
 Development of company business in Kuwait & Abu Dhabi Markets.
 Channel Management for Oracle and IBM partnership.
 Project Management of large and strategic company projects
 Point, polish and enhance company business and technical practices.
 Participate in company process improvement.

Projects Participated:
 Eastern Tobacco company, Egypt:
- Account manager, Solution Architect & project manager of Clinic Management tailored-made software automation system 2005-2007
 Kuwait Airways, Kuwait (Project Manager of ORACLE JD Edwards upgrade and enhancements 500 man/day project 2006-2007)
 Aviapartner, Belgium (Project Manager of Baggage Reconciliation System (BRS) implementation and customization project for 8 airports in Europe 2006-2007)
 Hyper One, Egypt (Presales, solution architect and POS selection committee member for JD Edwards implementation, customization and integration project 2006)
 Kuwait Aviation Service Company - KASCO (Account Manager, solution architect and project manager of development and implementation of PDA based warehouse system integration with JD Edwards world version 2006)
 Al-Mansour Automotive, Egypt (Presales, solution architect and project Manager of development and implementation of workshop reception PDA-based system integrated with customer AS/400 back office application 2005)

 Planed, managed department yearly objectives and budget plans.
 Planed, directed, and coordinated activities of department HR S/W projects to ensure that objectives are met within prescribed time frame and funding parameters.
 Reviewed OFOQ HR application proposals and plans to determine time frame, and procedures for accomplishing application processes, staffing requirements, and allotment of available resources to various phases of project.
 Conferred with staff (developers, analysts, implementers) to outline work plan and to assign duties, responsibilities, and scope of authority.
 Reviewed HR status reports prepared by IT personnel and modified schedules and plans as required.
 Prepared project reports for management, client, and others.
 Conferred with department personnel to provide technical advice and to resolve technical problems for the HR solution.
 Consulted with client to ascertain and define need and problem area, and determined scope of investigation required for obtaining solution.

 Analyzed data to determine solution, such as Pay Roll, Compensation & Benefits, Absenteeism, Turnover Analysis, Policies & Procedures, Career Development, Archiving, Job Analysis and Descriptions, Performance Appraisal, Training Needs Assessment, Job Evaluation, Recruitment & Selection

Projects Participated:
 US Naval Support Activity, Bahrain (Consultant of Requirements gathering, analysis and statement of work development for RFP of Payroll system, August 2003)
 Citibank Egypt (Presales Consultant and Project Manager of HR S/W implementation and customization)
 Eastern Company, Egypt (Presales, analyst, solution architect, and project manager of medical and clinic management system of 14, 000 employee company 2001-2003)
 Nestle Middle East, Dubai (Solution Architect, Project Owner and account Manager of HR S/W implementation for 11 countries project, 2001)

 Managing the development process.
 Designing and implementing the internal development business cycle.
 In-house technical education for the development tool (PowerBuilder) and the Database.
 Responsible of the designing and implementing the Retail Application Replication system based on ‘SQL anywhere 5.0 replication agent’ for multi customer sites using the internet mailing system.
 Department planning.

 Sharing in the development of the different modules (Stock Control, Accounting, Purchasing and sales) of the Retail application using PowerBuilder 5.0 and SQL Anywhere 5.0.
 Developing and enhancing the FMG Class library.
 Responsible of developing the interface between the system and the retail help devices (Bar code printing, Customer display, Cash drawer, Data Collection M/C and smart cards)
 Analysis and design of the Retail system.
 Enhancing technical skills of the team

 Administrating the enterprise either software or hardware including the Database (Sybase System 11, Watcom SQL 4.0 ), Servers (NT 3.5 and Novell)
 Sharing in design and development of the KDCC software base Framework using PowerBuilder 5.0 and PFC (PowerBuilder Foundation Class)
 Sharing in designing and implementing the software development business cycle for in-house development (Including standards, Technical Specification Book format )
 Technical consultation and education.
 Instruction of the Sybase PowerBuilder Courses Curriculum to KDCC customers in Kuwait (The Kuwaiti Cabinet).
 Responsibilities of Assistant Manager in case of General Manager absence.
 Leading the development of the KDCC Project (PAYS - Public authority for youth and sports of Kuwait)

 Coding the HMIS (Hospital Management Information System) package using INFORMIX RDBMS (Online engine ver 5.0)
 Porting the HMIS Package on SCO Unix using INFORMIX
 Designing and developing the Client/Server HMIS version Using PowerBuilder Enterprise 4.0 and Sybase System 10 RDBMS.
 Porting the C/S HMIS to support different RDBMS (Oracle, INFORMIX, Watcom)
 Pre-sales activities and product demonstration.