Sr. Key Account Manager
Oregon Systems
Total years of experience :20 years, 6 Months
Working as a Sr. Key Account Manager handling 40+ major accounts in Bahrain with Annual Target of 500, 000 Bahrain Dinars.
Oregon Systems is an IT solution and managed services provider with a breadth of knowledge and expertise in communications and collaboration, data center and cloud services, and managed services. With its international headquarters in the Kingdom of Bahrain employs nearly 100 people in Bahrain and around 150 in other part of gulf countries, including highly trained service specialists who design, specify, deploy and manage complex ICT infrastructures and data center solutions to meet the needs of almost 100 corporate and public sector customers
Responsibilities:
✓ Strategic development & operations and reporting to the General Manager; accountable for business development, business management & governance, channel development & management & partner management
✓ Creating, managing new initiatives for enterprise projects & business development activities; developing client specific solutions and support services for various market domains.
✓ Identifying opportunities for strategic alliances & partnerships; implementing business development, sales & marketing strategies to acquire prospective clients and retain the existing customers.
✓ Planning and forecasting sales for managed accounts in addition to leads generation and development and managing the sales cycle to generate and close business opportunities.
Maintain and develop long-term partnerships with major accounts and insure professional interaction with my company at all levels.
✓ Performing demonstrations & presentations for customers, consultants during events & seminars.
✓ Providing sales support by identifying customer requirements & preparing the technical solution in the domain of specialization.
✓ Proactive presales activities to generate leads & new projects in existing and new customers, thus developing a growing and sustainable networking business.
✓ Provide high-level technical consulting to customers on solutions development.
✓ Assisting in Project Preparation - Requirement gathering, customer interactions as well as Business process analysis.
✓ Presales activities through responding to RFPs (financial offers, technical offers, Solutions design, presentations & competitive analysis).
✓ Account Planning through Educating customers to create new opportunities, playing the consultant role to initiate new prospects
✓ Responsible for designing turnkey solutions.
✓ Designing network applications to be interoperable over a wide variety of systems and networks.
✓ Evaluating, analyzing, documentation and planning for new technologies
✓ RF Planning and optimization and Perform Site Survey of Wireless Networks
✓ Few Products Handled:
o Network: CISCO
o Servers: HP & Fujitsu (Certifications Done)
o WAN Optimization: SilverPeak (Certifications Done)
o Security: Sophos, Fortinet & WatchGaurd (Certifications Done)
o Back Up Solution: VEEAM (Certifications Done)
o Wireless: MERU Networks (Certifications Done)
✓ Few Services Handled:
o AMC (Handled 30+ AMC Accounts in Bahrain for more than 18 months)
o Cabling Projects
Major Clients Handled: Bahrain Customs, Batelco, VIVA, ALBA, ASRY, BAPCO, Tatweer, Chevron Bahrain, Gulf Air, Qatar Airways, RCSI, KHUH, Arab Bank, Ithmaar Bank, Life Telecom, BNH, Ministry of Education, Ministry of Interiors, Ministry of Health, MOMA, CIO, BDF RMS, BDF HQ, BDF MWD, CSB, DHL, FedEx, Aramix, MAF Investments, Sheraton Group, Ritz Carlton Bahrain, Movenpick Bahrain, Diplomat Radisson Bahrain, etc.
Annual Target: 480, 000 Bahraini Dinars
Zayani Computer Systems Business Development Manager May 2012 till date
Zayani Computers is the preferred business Gold partners for HP in Bahrain, and have been serving the Bahrain IT market for last 30 years selling and providing after sales services and support for HP products. Zayani Computers plays a vital role in supporting Large & Medium Enterprises in Bahrain on the technology space.
Responsibilities:
✓ Managing the complete Sales Operations on the HP Products & Services (PPS Products) Responsible for entire Sales Cycle from RFQ/RFP, Quotation, Local Purchase Order, Distribution Sales Order, Logistics Management, Delivery, Invoices & Payment collection.
✓ Successfully conducting telemarketing, mailer / e-mailer campaign and marketing activities in Social Medium (Facebook, LinkedIn, Twitter and YouTube) . Planning and implementing of regular promotional activities for both pre and post marketing activities for successful launch of new HP products.
✓ Good people and relationship-building skills able to communicate effectively with regular client visits, follow-ups for Sales & after sales technical support ensuring the best services by providing client with consultative approach.
✓ Strategic planning on identifying new business opportunities with respect to our business offering. (Large & Medium Enterprises exclusively)
✓ Managing Large & Medium accounts for their IT requirements.
✓ Giving corporate presentations about company and product specialization to the prospects
✓ Coordination with Technical and functional consultants for technical presentation, proposals and project implementation.
✓ Actively participating in the branding and promotion events of HP products.
✓ Preparing and maintaining master report of entire sales activities using Microsoft Navision, including daily activity, weekly report, Monthy report & Quartely report, Client Visit report, Funnel Report, leads, follow-up, closings, future prospects and adherence to goals.
✓ Responsible for the complete IT Tenders process bided by Zayani Computer System that includes understanding RFT, Tender bonds (Initial bond & performance bond), preparing supporting documents (Company Profile, Financial statement, Competitive edge documents, Business references, etc.), technical and commercial proposals.
Major Clients Handled: Batelco, VIVA, ALBA, ASRY, BAPCO, Tatweer, Chevron Bahrain, Gulf Air, Qatar Airways, KHUH, Arab Bank, Ithmaar Bank, Life Telecom, BNH, Ministry of Education, Ministry of Interiors, Ministry of Health, MOMA, CIO, BDF RMS, BDF HQ, BDF MWD, CSB, DHL, FedEx, Aramix, MAF Investments, Sheraton Group, Ritz Carlton Bahrain, Movenpick Bahrain, Diplomat Radisson Bahrain, etc.
Annual Target: 1 Million Bahraini Dinars
Was responsible for Middle East Sales & Operations for a Multi National Company called Urbansoft.
Urbansoft™, a Multi-National Software consulting firm serving the US, Middle East and regions across Europe, situated in India with latest establishments in USA and Bahrain was initiated in the year 2008, with our success owed to our strong technical services that catered incredibly well, with both efficient and cost effective solutions to all clients associated with all through the years.
Responsibilities:
✓ Responsible for handling the sales team & its operations.
✓ Preparing action plans and schedules to identify target market gathering data for the same.
✓ Involved in direct sales, Presales activites, account management & establishing strategic alliances. Coordination with Presales team for Estimates.
✓ Corporate Presentation, Negotiation & Closure of Deals.
✓ Present and Sell IT related software Services to identified potential clients followed by post sales activities.
✓ Updating on sales promotional collaterals and Service knowledge. Establishing the brand name of product / services.
✓ Communicating new service opportunities, special developments, feed back gathered through field activity to concerned staff.
✓ Oversight of status meetings, review of status reports and activity/progress updates to executive team
✓ Maintaining positive attitudes and rapports with the stake holders. (CEO, CTO, COO, CFO IT directors ).
✓ Pipeline management & Constant tracking of pending jobs, for efficient outcomes.
✓ Create and maintain sales, weekely reports and performance reports.
✓ Meeting Team targets on a regular basis.
Major Clients Handled: MCSC, Kalaam Telecom, Ansar Gallery, Pegasus Real Estate, Dadabai Group, Azadea Group, Tihama Power, Yokahawa, etc.
Annual Target: 360, 000.000 Dinars
InfoWave ltd Chennai - India Head of Technical Sales Aug 10 to Sept 11
Its been a decade now, since a group of young individuals came together to give form to their ideas, talents, passion and a desire to achieve at the highest levels, zeroing- in on 3D, multimedia and its related rich media technologies, as a core focus.
Responsibilities:
✓ Responsible for managing the complete sales operation & process. Heading a team of 16 professionals serving cleints in differnt geographical regions (US/Canada & UK)
✓ Acquisition of New Clients includes Enterprises, VC Backed firms, Software Product Companies and SME's.
✓ Sourcing and maintaining leads from internal database and various portals like Crunch Base, Zoom info, Quark Base, inside view etc.Proficient in market analysis, prospect identification and generating revenues, from the prospective clients.
✓ Fetching requirements, RFIs, RFPs by conducting informative and innovative WEBEX presentations.
✓ Effective contribution in end to end sales circuit like qualifying RFPs, Presales, Closures NDA processing and Billing.
✓ Interfacing with Delivery Organization, C - Level management and customer liaison.
✓ Working with Multiple client sectors like SI, VC and Enterprise Divisions.
✓ Training the new employees on InfoWave core services
✓ Maintaining Booking, billing & collections on payments and meeting Team targets in regular basis
Major Clients Handled: IBM, Timbergrove Solutions, Mobius Studio, Macy's, Wolf-Gordon, Jay Associates, Wayne Kessler Marketing, The App Company, PowerFx, Ford, Hyundai, Volkswagen, Toyota, etc.
Annual Target: 600, 000.00 USD
Fixity Technologies aspire to develop user-friendly and robust solutions to clients, using expertise on up-to-date technologies and market-centric techniques, which creates possibilities for clients to optimize their strengths, and push the limits of excellence.
Responsibilities:
✓ Target Audiences included: CEO's, Director's, Vice Presidents; CTO's, IT Management, VP of Product Development, etc
✓ Handling Corporate Presentation to the Target audiences and seek opportunity to work for their IT initiatives.
✓ Coordinating in efforts related to RFI, RFQ and RFP process, reverting with estimates (post co-ordination with Pre-Sales & Technical teams)
✓ Preparing collaterals pertaining to the emerging technologies as advised by the Regional Managers and presales division head.
✓ Identifying the appropriate engagement model for the received requirement and suggesting the same to the client.
✓ Taking care of the project initiation followed by invoicing processes
✓ Also actively involved in stages of Price and Contract Negotiation with the client.
✓ Being with the technical sales team and handle escalations, customer issues which the respective executive brings. To co-ordinate with the Regional Managers for subsequent discussions with new clients.
✓ Training and development of the sales team on a regular basis (Emerging Technologies, Rebuttals, Communication enhancement, E-mail Communications, etc)
Major Clients Handled: Nature MDS, eRevival LLC, Hard Drive Shredding, Built-Tech Designs Pvt Ltd, My Price Travel, Unique Affairs, Galaxy Bpo Services, Jade Academy, Qcubed, etc.
Annual Target: 300, 000.00 USD
• Computer Solutions, Nuneaton, Sales Advisor - IT Products (Feb 05 - Sept 08)
Computer Solutions Nuneaton - UK Sales Advisor - IT Products Feb 05 - Sept 08
Computer Solutions is one of the leading IT retails store in the west midlands served more than 8, 000 clients across the region. Core business is selling IT products from different manufacturers (Computer: Dell, Acer, Toshiba & HP Mobile: Sony Ericsson, Samsung, Nokia, O2 Mobiles & Motorola) . Computer Solutions is division of SuperMart, one of the leading supermarkets in the West Midlands, UK.
Responsibilities:
✓ Help customers choose the right IT product by understating their requirements
✓ Inform customers about promotions and discounts
✓ Deal with customer complaints & feedback
✓ Prepare the shop for special sales & assisted in training new sales representatives
✓ Cash handling, Key holding, Stock controlling and Store maintenance.
✓ Highly target oriented and team based role.
✓ Orders for efficient delivery of quotation and goods.
✓ Placing Quotation for the right inventory or as per the customer needs
✓ Having good technical knowledge on the products and developing an ability to offer replacement as per the need on defective products.
✓ End of the day Sales report.
Major Clients Handled: Walk-in customers
SP Technology solutions Chennai Customer Service - Technical June 2003 to Nov 2004
SP Technology provides total solutions, which harness the power of emerging web technologies to enable businesses to optimize processes. SP Technology Solutions specializes innovative software solutions for its local and global clients.
Responsibilities:
✓ Involves handling Inbound Technical Calls
✓ Handling Desktop, Laptop, Printer Troubleshooting Technical Issues with the customers
✓ Handling difficult objections and skepticism over the phone
✓ Acting as L2/Supervisor and maintaining 10 members team and totally responsible for the team and individual member performance
✓ Conduct pre/post shift meetings and cascade latest process inputs from the clients and the management to the team.
Major Clinets Handled: Inbound calls
• MSc in Management Consultancy (2007-2008) - University of Liverpool Johnmoores - UK
• MBA in International Business Administration (2006-2007) - University of Wales, Cardiff - UK
• PGDBA (2005-2006) - London School of Commerce - UK
• BSc in Computer Science (2000 - 2003) - Vels College, University of Madras - India