Senior Account Manager
oracle
Total years of experience :30 years, 9 Months
Managing key strategic customers, account acquisition, penetration and retention of fortune
accounts
• Winning new Oracle Applications license sales revenue in several dedicated
industries/accounts in Egypt
• Managing Application revenue growth
• Developing strategy plan to address the designated industry sector
• Developing profiles of targeted accounts within the industry sector
• Defining appropriate Enterprise Sales Industry Value Propositions
• Establishing and maintaining contractual agreements between Oracle and the Customers
• Driving the implementation of sales and marketing campaigns
• Marshalling internal and Partner resources to conduct campaigns
• Developing, extending and maintaining relationships with the different stakeholders
• Working with and influencing the activities of Oracle Partners as appropriate
• Maintain an understanding of competitive activity relevant to industry
• Generating and managing bids teams
• Solidified an exclusive partnership with Industrial Modernization Center, expanding
manufacturing revenue
• Partnered with Ministries of Education, Higher Education, Communication and Information
Technology and academic institutes to ensure Implementation and success of Oracle
Education Initiatives in Middle East and Africa
• Maintained relationship with government officials to spread the programs and increase
retention as well as satisfaction rates
• Recruited and partnered with NGOs across the region to help in growing and expanding the
programs
• Managed multi-functional project teams responsible for specific national and global accounts
resulting in positive growth and exceeding programs goal.
• Initiated a structured sales process and developed the programs’s unique value proposition
that differentiated it from competition, and re-focused efforts on targeted opportunities that
resulted in a program spread in the region.
• Led business development and marketing efforts, which expanded the customer base and
introduce products in specialty markets.
• Cultivated positive and enduring relationships with customers
• Kept customers up-to-date on new initiatives or company strategic direction changes
• Carried out pre-sales activities for Oracle Education Initiatives in Middle East and Africa
• Organized faculty-training opportunities to leverage the IT quality of academic staff and
students. This includes cost negotiation, training site, content etc.
• Managed all aspects of project delivery including development of project plans, allocation of
resources and budget, setting schedule, defining roles and responsibilities and managing
project scoop to ensure project success
• Coordinated with the different stakeholders internally and externally to meet deliverables
• Worked with PR team to create success stories and Press Releases
• Prepared Memorandums of Understanding, Business and Marketing plans and Business
cases
• Provided periodic status, progress and performance reports to customers and management
• Sold Oracle value added educational programs to ministries and higher education institutes
• Generated and pursued over 30 leads every month
• Leveraged negation skills to improve opportunities and increase closing ratio
• Managed major accounts that leverage the spread of the programs in Egypt
• Set targets and plans to introduce, spread and implement Oracle Education Initiatives
programs in Egypt in alignment with the global business practices and legal / political
compliance policies
• Partnered with the Ministries of Education, Higher Education, Communication and
Information Technology and academic institutes to ensure Implementation and success of
Oracle Education Initiatives in Egypt
• Recruited and partnered with NGOs across Egypt to help in growing and expanding the
programs
• Carried out pre-sales activities for Oracle Education Initiatives in Egypt
• Liaised between Oracle and local training partners to grow and expand Oracle Education
Initiatives business in Egypt and creating sponsorship programs
• Organized training opportunities to leverage the IT quality of academic staff and students in
Egypt. This includes cost negotiation, training site, content etc
• Created and managed rewarding plans for best practices example
• Designed and carried out marketing campaigns and marketing materials for awareness,
recruitment and sustainability
• Conducted marketing research, analysis, planning and competitive research and analysis
• Prepared Proposals, Memorandums of Understanding, Business and Marketing plans and
Business cases
• Provided periodic status, progress and performance reports to customers and management
• Reported to the E-Business Manager responsible for spreading Oracle Application in Egypt
• Met with customers, partners and sales force to define requirements and to document these
requirements in sales proposals
• Generated and qualified leads
• Carried out tele-sales activities to build and expand E-Business customer database
• Played a key role in increasing retention as well as satisfaction rates
• Provided customers with support and product updates
• Analyzed competitive product offerings in terms of features and benefits as well as price
point
• Conducted marketing research, analysis and planning
• Designed and carried out marketing campaigns for Oracle E-Business products to increase
customer base
• Provided periodic status, progress and performance reports to all E-business customers
• Designed and carried out business advertisements, newsletters, promotional mails and
brochures.
November
• Carried out sales activities to increase customer base
• Designed and carried out marketing campaigns
• Designed and produced marketing materials (Brochures, Fliers, Newsletters, Release Notes,
Demo-Kits, Demo Scenarios, Presentations, Flash Demos ...etc)
• Carried out pre-sales activities for ASSET’s products
• Prepared Proposals and tenders reply
• Designed, edited, compiled and produced user manuals and help file
• Organized and conducted training sessions for customers and partners
• Conducted training sessions for customers and partners on ASSET products
• Conducted marketing research, analysis, planning and competitive research and analysis
Jully 1997 - Octtober 1997 Shellll Markettiing Egyptt.. Rettaiill Departtmentt.. Caiiro, , Egyptt
Augustt 1996 - Septtember 1996 ESSO Sttandard Egyptt.. Salles Departtmentt.. Caiiro, , Egyptt
Jully 1996 - Augustt 1996 Egypttiian Ameriican Bank.. Custtomer Serviice Departtmentt..
Caiiro, , Egyptt
Jully 1995 - Septtember 1995 IBM Egyptt.. Publliic Admiiniisttrattiion Departtmentt.. Caiiro, , Egypt
July 1996 - August 1996 Egyptian American Bank. Customer Service Department.
Cairo, Egypt
July 1995 - September 1995 IBM Egypt. Public Administration Department. Cairo, Egypt
Project Management Professional (PMP) Certification, Project Management Institute • Date of Completion: In Process Information Technology Management Certification, American University in Cairo Cairo - Egypt • Date of Completion: March 08
Project Management Professional (PMP) Training, EMAK Academy Cairo - Egypt • Date of Completion: May 2006
Bachelor of Science in Commerce, Faculty of Commerce - Ain Shams University Cairo - Egypt • Date of Graduation: July 1997 • Major: Accounting • Minor: Business Administration • Grade: Good