IBRAHIM TAWALBEH

Military and Security
UAE and MENA
Line of Business & Experience: Military and PSS trunk radio systems Radio
Communications, TETRA, Coastal Surveillance Command & Control centres and
Electro-Optical Solutions.
Suppliers/Business Partners: NOKIA PMR, Harris, Ultra Electronics, EADS,
Raytheon, EOTech, Zeiss, ITT, Land Instruments, ISI Helas, EmerGeo and others.
Brief about achievements and responsibilities:
* Established the defence and security business unit in year 2000 that achieved
beyond $100 million business in 2 years after establishment.
* Established the EO and Security division 2002 which is now major business
unit generating main revenue to the company and exceeded $500 million
business so far. Achieved about $150 million from 2002 to 2005.
* Closed sales figures of projects in the tactical communications, Trunked radio
systems exceeded $200 million
* Created, qualified and closed good number of mega defence projects, in
command & control, coastal surveillance and communications turnkey
projects with the UAE Armed Forces, Abu Dhabi Police, Dubai Police and
other governmental clients in UAE.
* Expanded the defence and security business regionally back in 2001 and
increased sales in the GCC by closing good number of important projects with
MODs and MOIs.

Military and Security) - UAE
Line of Business & Experience: Communications LTE, TETRA, Defence security,
Public Safety and Security solutions including Homeland Security, , Critical
Infrastructure protection, Airport Security, Border/Coastal surveillance, Electro-
Optical & Night Vision, Tactical communications, Radar, EWF, Target Acquisition,
Geospatial, Fixed and mobile Command & Control Centres and applications.
Suppliers/Business Partners: Thales, EADS/CASSIDIAN/AIRBUS, ITT, SELEX,
Lockheed Martin, General Dynamics, Huawei, Ultra Electronics, Sagem/SAFRAN,
L3 communications, GeoDecisions, ITD and others.
Brief about achievements and responsibilities:
* Responsible of expanding the company’s business targets and market foot
print.
* Responsible to put the annual business plan based on the circumstances of the
company and market condition.
* Responsible to finalize and submit the product plan in coordination with the
involved support and function units.
* Manage RFIs, RFPs until producing a successful bid
* Manage and monitor major technical and commercial proposals until
successful bidding
* Build a strong relationship with the major customers and insure business
continuity with them.
* Help the customers in identifying their needs and frame their requirements
based on their challenges/problems and our technology solutions.
* Support the sales, presales, operations and project support teams in their day-
today work and customers interactions
* Maintain a system to receive and measure the customer’s feedback about the
company’s deliverables and services.
* Observe and support appropriate and strict implementation to ITAR and
export licence controlled products and services.
* The authorised liaison of the company’s Anti-Bribery certification process
TRACE.
* Negotiate and finalize agreements with the customers and suppliers.
* Plan for product/solutions seminars, awareness workshops, trainings to
internal and external customers.
* Deliver regular business analysis and market updates to the executive
management and the global partners.
* Observe and manage the marketing communication activities.

Key Account Units - West Coast
Area of experience:
Selling services that belong to PSTN, PSDN, GSM, ISDN, VANS and other services
& products
Brief about responsibilities:
* Assure proper implementation to the organizational policies and procedures
wherever my job is involved.
* Forecast the annual sales growth figures in accordance with the general
corporation’s business growth plans and manage my team toward achieving
the targeted goals.
* Manage my team’s function to assure a proper implementation of the concept
of “one stop shop point” for the key account customers under my
responsibility.
* Assure quality sales approach, service provision and after sale support to
major customers in coordination with all departments involved in the service
provision cycle.
* Establish and maintain distinction business relationship with decision makers
and notables in order to maintain their satisfaction and strengthen the
opportunities of repeat sale and more business.

Brief about responsibilities:
GSM terminals trade, configure and repair (ERICSSON). Design and implement low
voltage and security projects like CCTV, Access Control, Intercom and Car parking
management.

UAE and MENA
Line of Business & Experience: Critical Radio Communications, Spectrum
analysers, Direction finding, Night Vision, GSM positioning and locating, In door
GPS coverage, Tetra simulation, mobile incident command post, RFID, Electronic
Security and Command and Control solutions for Governmental sectors, military,
Public safety and Security, major commercial entities and VIPs
Brief about achievements and responsibilities:
* Established and accomplished the corporate business/sales objectives through
the available teams and resources
* Determine the best business & sales strategies according to the market trends.
needs and changes
* Lead sales unit to achieve sales goals and maintain a personal involvement
with major accounts and key customers
* Lead and support the various units (sales, design & bid, operations, PMO,
service, technical support…etc.) toward target achievements in terms of
business goals and quality within the available resources and time frame.
* Develops procedures linked with the corporate policies and lead the teams
toward the organisational sales, BD and quality objectives
* Discuss and finalize sales plans and assure stake holders’ clear understanding
to their goals and observe their commitments during the business journey
toward achieving their targets.
* Determine and stick to KPIs related to each function and work cycle
* Motivate the teams through the work process and assure teams’ high spirit by
implementing continuous measurement steps
* Build and maintain a personal involvement with major customers and assure
an excellent business relationship with them based on trust and loyalty.
* Develop and observe reward programs to loyal customers
* Develop and support the team’s up-to-date knowledge and training on
products and services
* Assure teams’ alignment toward corporate goals
* Budgeting and allocating resources & manpower needed for sales and
business expansion.
* Help the customers in identifying their needs and frame their requirements
based on their challenges/problems and our solutions.
* Negotiate and finalize major agreements and contracts with the customers,
suppliers and value adding resellers.
* Maintain a close and unique relationships with influencers and decision
makers at the various targeted market sectors.
* Assure the corporate ethics are strictly followed within the work groups and
subordinates
* Establish and maintain a fruitful business relationship with dealers, business
partners and subcontractors/resellers network per market per sector per
opportunity.
* Responsible of expanding the company’s business targets and market area
* Develop and implement the product plan in coordination with the involved
technical support units
* Manage and monitor the internal bid progress for major RFIs, RFPs through a
healthy internal study based on the customer’s buying willingness,
competition status and financial feasibility to decide about GO/NO-GO
conclusion on each major bidding
* Support the sales, presales, operations and project teams, when needed, in
their day-today work and customers interactions
* Sponsor the key/mega projects and pick the right support team to assist and
cover all the necessary tasks until successful closure.
* Maintain a system to receive and measure the customer’s feedback about the
company’s deliverables and services.
* Observe and support appropriate and strict implementation to TRACE
conditions among staff
* Assure a strict and complete ITAR rules’ implementation for the export
licence controlled products and services.