Ibrahim Moataz El Marzouki

•Supporting sales opportunities through leveraging SAP software competitive advantages from maintenance and product strategy perspective.

•Drive the regional plan for maintenance services.

•Enable internal sales teams, customers and partners understand and position the value of SAP maintenance Go To Market strategy and value proposition

Managing Relations with Partners (VARs, SIs, and Tech Partners) in Saudi by :

- Planning the Joint Marketing and Demand Generation activities.
- Setting and aligning GTM strategy per Industry and Solution.
- Managing License Sale Pipeline and forecasting
- Developing competency level and help partner into specialization.
- Matching market opportunities with partner's capabilities
- Recommending markets and opportunities for partners to pursue (market analysis, partner profiling and coverage, partner economic business case),
- Leading annual and quarterly business planning (marketing, training and competency, and business development) and reviews)

•Built the SAP inside sales team in MENA by recruiting 13 Account Managers that sells SAP products across Middle East and north Africa based out of Egypt
•Recruitment, budgeting, training and managing the team is my primary responsibility.
•Quota carrying of over 10 million USD
•Driving sales numbers and company profitability
•Member of SAP MENA leadership team and E&C Leadership board.
•As a senior manager in SAP, i participate in customer meeting and closing to support SAP business across MENA
•Support the team through the sales process starting from building the power matrix to strategic account planning to drive sales to the closing stage
•As a senior manager in SAP i have a vast knowledge of SAP products ( ERP, BA, HANA, Mobility ...etc ) with the ability to articulate value proposition and ROI analysis for customers in different industries.
•Knowledge of SAP policies and procedures and engaged in planning and executing of SAP strategy in MENA.

Global Knowledge is the worldwide leader in IT and business skills training. We deliver via training centers, private facilities, and the Internet, enabling our customers to choose when, where, and how they want to receive training programs and learning services.

• Performance Management incl. coaching and development of individual resources, management of underperformance and delivery of motivational commission- and incentive plans aligned with commercial agreement
• Developing and maintaining relevant industry knowledge.
• Leading Sales and achieving targets assigned by Cisco
• Conducting account reviews both internal and external
• Maintaining/Increasing the profitability of the existing program, including revenue, margins and program turnover
• Meeting service commitments through data collection, root cause analysis and action planning
• Provision of accurate data in line with commercial agreement to ensure accurate payroll & commission calculation
• Negotiating and managing client commitments, contracts and expectations
• Operation analysis and recommendation to improve SLA/KPI delivery
• Translating company strategies into organisational initiatives/activities
• Interview and decision-maker for job offer in line with head count agreement
• Ensuring client satisfaction

•Currently working for Cisco Egypt covering NAL ( Egypt, Iraq, Jordan, Palestine, Lebanon, Morocco, Tunisia and Algeria )

•The Sales Line Manager is a critical role for the Sales organization within Cisco.

•The primary objectives of LM is to manage Account Managers within the commercial space, performance, create and maintain relationships with key Field counterparts, and leverage all available resources to drive business for Cisco.

•Drive the business within strategic accounts through customer relationship, account planning, strategic business approach, channel strategy, resource planning and maintaining the existing relationships with existing clients.

•Reporting to the sales director in MEA, the job carries the responsibilities in planning a strategic approach to overlook all the business in the commercial space through channel development and vertical focus.

•Reporting and Forecasting weekly, monthly, quarterly and yearly to the MEA Group Manager.

LM responsibilities are divided into the following functional areas:

a) Leadership - Managing a team of 10 commercial Account managers handling the territories of Gulf, UAE & Pakistan.

b) Relationships - Managing internal and external partnerships

c) Business Development - Managing results and carrying a Quota of 20 Million USD.

d) Self Development - Enhancing individual skills and abilities

e) Administration - Managing the process which includes :

-Assist and support the in day to day operations in organizing, managing and executing within time parameters and quality standards
-Recruitment and selection of interviewers and arrange training sessions
-Plan and organize strategies to meet the specific deadlines and targets
-Provide feedback on various activities affecting the Market

•Managing a sales Territory with respect to small and medium business and large accounts.

•Selling directly and through the Business partners, distribution & Re-sellers, products and services in the assigned territory.

•Responsible for all the sales oriented activities including - sales promotions, pricing strategy and all other re-seller support.

•Setting an objective that leads to overall organization goal.

•Opening new leads and adding more clients to the company list through cross and up selling.

•Targeting competition accounts and tries to penetrate these accounts through competition analysis (Technical and financial).

•Helping the country team to achieve country targets.

•Coordinating between the 4 business units to work together large accounts.

•Analyzing & tracking periodically P&L to enable identify strength as well as potential opportunities.

•Supporting team members & building team spirit.

•Conducting reports to three managers on updates on actual target versus actual quota.

•Helping Compaq / HP partners to be involved new business sectors and overcome any potential competition.

•Helping the company through sales supports during campaigns, exhibitions and events.

•Gathering information on our product classification in the market and problems that is facing it and how to solve it through marketing or sales activities.

•Conducting effective and strong studies for potential markets.

•Responsible for conducting business studies to explore potential in new areas.

•Managing the sales territory of Egypt, Tunis, Algeria, KSA, Morocco and UAE.

•Supporting the sales executive team & building team spirit.

•Setting an objective that leads to meet the overall organization goal.

•Maintaining and improving relationship with existing clients.

•Monitoring activities of potential competition and how it affects the company revenue.

•Leading a sales team of 3 sales executives.

•Setting objectives for my team that lead to meet the overall organization goal.

•Maintaining and improving relationship with existing clients, developing new markets in the Middle East and Europe.

•Analyzing & tracking periodically P&L to enable identify strength as well as potential opportunities.

•Building an ongoing strong relationship with the regional offices of international companies in the IT sector (Microsoft, Canon, HP.).

•Conducting an effective Business & Marketing plan for opening new markets in remote areas.

•Planning and monitoring sales activities.

•Developing and implementing new strategies that bring United as a market leader.

•Drove Business growth through bringing major clients that had an impact of 50% growth of total revenue.

•Coordinating Sales team Activities.

•Conducting feasibility study for potential markets.