Channel Account Manager T1 (UAE)
Cisco Systems International BV. (Cisco) - Dubai
مجموع سنوات الخبرة :11 years, 0 أشهر
2011 - till date
Cisco Systems International BV. (Cisco) - Dubai, UAE.
Channel Account Manager T1 (UAE)
* Managed and grew five of the top T1 UAE partners covering Abu Dhabi, Dubai and the Northern Emirates across the enterprise, public sector and commercial market verticals while generating 10% YoY growth.
* Strengthened the Cisco partner relationship through further investment from the partners, making all of the five partners Gold partners for Cisco which is the top certification level while weakening competing vendor relationships and relevance.
* Focused on partner differentiation through relevant technology (Video, Unified Communication, Datacenter and Physical Security) and vertical focus (Health, Education, Defense and Retail) catered to each partners strength to enhance market presence and sales position.
* Jointly built three to five year partner strategies and plans for growth, increased executive level engagement across the board, thus moving the Cisco partner relationship to a more strategic level while maintaining a solid back to back business and run-rate model, earning me the Channel Account Manager for the Quarter award in FY12 and Sales Champion award in FY13.
* Managed all aspects of partner / Cisco interactions and sales conflicts through fair and balanced approach resulting in high partner satisfaction scores based on Cisco's Partner Satisfaction survey.
* Conducted multiple marketing activities ranging from customer events and seminars to web, email and call center campaigns targeted at relevant customers and technologies yielding high ROI for Cisco and the partner.
2009 - 2011
Cisco Systems International BV. (Cisco) - Dubai, UAE.
Channel Account Manager T2 (UAE)
* Managed and grew the UAE T2 partner business ($40 M) by owning the relationship of the entire T2 partner community in the UAE while collaborating closely with the Cisco distribution team as a virtual team. Generating 20% YoY growth yearly and increasing T2 business contribution to the overall business from 20% to 33%.
* Recruited and refocused key partners in to the Cisco business to create new revenue streams, increase existing run-rate business and expand market reach in multiple lines of business.
* Enabled partner growth and capabilities, through creating an annual training schedule covering sales, technical and personal development material. Insured relevant certifications, specializations and promotions achievement across key partners to ensure partner readiness and profitability. Continually provided guidance around sales engagement activities, resulting in a 100% growth YoY for focus partners and receiving the "Partner Account Manager Award" in FY11.
* Jointly built partner strategies, vision and relevance for focus partners; through thorough understanding of the partners business, quarterly business reviews, future trends anticipation and readiness, goal setting and organic adaption to the market throughout the year.
* Ensured continuity of the business by resolving conflicts, insuring a partner proactive approach, close alignment between the partner and Cisco's various divisions and focusing on revenue generating activities.
* Created and co-managed marketing activities to increase the partners business through customer events, industry specific seminars, solution campaigns and demand generation and awareness activities.
2007 - 2009
Cisco Systems International BV. (Cisco) - Dubai, UAE.
Territory Business Manager (UAE)
* Managed and grew partner's sales (T1/T2) in the SMB/Commercial business space by enforcing a proactive selling approach, driving customer meetings around solution positioning and objection handling and up-selling and cross-selling. Thus achieving 15% YoY growth and receiving a "Sales Champion Award in FY09.
* Worked with partners on enablement around SMB/Commercial focus and success, by creating SMB/Commercial sales teams, meeting certification requirements, utilization of promotions and increasing revenues/margins.
* Created and co-managed SMB/Commercial marketing activities with partners around customer events, solution campaigns and workshops.
* Advised and assisted in setting partner strategies to meet market demand and future trends by projecting revenue in relevant segments, sharing new market trends and technology directions and sharing current partner business strength and weaknesses.
* Ensured continuity of the business by resolving any issues be it sales (internal/external), technical assistance or customer satisfaction and support.
2006 - 2007
Hewlett Packard Middle East FZ-LLC (HP) - Dubai, UAE.
Commercial Account Sales (Kuwait, Jordan, Lebanon, Egypt and Iraq)
* Identified new opportunities and drove business from Commercial Accounts for HPs Server, Storage and Software in the assigned regions.
* Extensively worked on cross-selling, management and virtualization software with existing and new HP server opportunities to enhance sales margins.
* Drove volume business sales through promotions and distribution stocking.
* Created multiple performance measurement and promotion effectiveness tools.
* Supported partners with technical, competitive information, account management and pricing needs in assigned regions and gained trust and commitment from their side.
* Responsible for co-leading the HP VMware software alliance program.
* Active Member of the "HP Voice of the Workforce" initiative.
2005 - 2006
Hewlett Packard Middle East FZ-LLC (HP) - Dubai, UAE.
SMB & Commercial Account Sales (Bahrain, Oman, Kuwait, Qatar & Yemen)
* Identified new opportunities and drove existing business from Commercial and Small and Medium Business (SMB) Accounts for HP's Server / Storage / PCs & Workstations / Mobile products in the assigned regions.
* Over achieved semiannual quota each half.
* Further developed relations with customer's top management and partners.
* Drove sales and increased customer responses for various HP customer/partner promotions.
2004 - 2005
Hewlett Packard Middle East FZ-LLC (HP) - Dubai, UAE.
SMB Account Sales (Bahrain and Qatar)
* Identified new opportunities and drove existing business from Small and Medium Business (SMB) Accounts for HP's Server / Storage / PCs / Workstations and Mobile products in the assigned regions.
* Over achieved quarterly quota each quarter and Sustained constant sales growth in assigned territories.
* Strengthened existing customer loyalty to HP and built new strong customer relationships to the HP brand in the assigned territories and gained trust of partners by providing continues support and guidance.
* Completed various sales, account management, product and customer handling trainings to better enhance sales, IT, personal development and functional skills.
2003 - 2004
Hewlett Packard Middle East FZ-LLC (HP) - Dubai, UAE.
Presales Consumer Sales (Middle East)
* Handled incoming consumer sales calls and gave advice on products and sales partners queries.
* Generated marketing reports for divisions marketing managers measuring campaigns effectives, reach and success,
* Responsible for generating productivity reports for telesales and call center incoming and outgoing calls.
* Participated in HP Middle East database update and cleaning project.
* Became acquainted with HP's products and systems.
1999 - 2003 American University of Sharjah - Sharjah, UAE. Bachelor of Science in Business Administration, Concentration in Management Information Systems (MIS) and Marketing.