Senior Account Manager
ITQAN (Emirates Advanced Investment Group)
Total years of experience :12 years, 4 Months
Clients Managed: Emirates Telecommunication Company (Etisalat), Emirates Integrated Telecommunication Company, Commercial Bank of Dubai, Network International/Emirates NBD, Ajman Bank, NBF, Dubai Customs, DIFC, Dubai Financial Market, Danube, Ministry of Energy
Accomplishments:
• Achieved breakthroughs in different new accounts which lead to an increase of 60% new business
• Certified Miller Heiman Sales Strategy
• Increased the SME business by 70%
• Established different sales technique to achieve desired KPI’s
• Increased company revenue by 75% by actively employing in suggestive selling techniques
• Formulation of inbound and execution of outbound product management lifecycle
• Developed the roadmap of several products which increased phenomenal growth
Feb 2015-
September 2016
• Achieved high-results in related different product marketing campaigns
• Achieved different milestones in brand management
• Raised the bar in achieving the best relationship with the strategic channel partners such as Cisco, Microsoft, HP which resulted
in closure of more strategic deals
• Successfully developed net new, cross-sell and up-sell opportunities, including direct consultation with clients to close deals
• Supervised and managed numerous RFP responses with targeted and existing key accounts, resulted significant $ amount
• Implement trade promotions by publishing, tracking, and evaluating trade spending
Clients Won & Managed: Nayatel(Pakistan), Pakistan, Emirates Telecommunication Company(Etisalat), Qatar National Bank(QNB), Network International/Emirates NBD, Al-Danube Buildmart, Al-Naboodah, Burboun Docking, Nazih Group, Dubai Media Incorporated (DMI), Burgan Bank
Accomplishments:
• Won the largest IP telephony/Unified Communication monitoring tool, Prognosis, for one of the regional giant telecommunication service provider, Etisalat. The solution provided met well Etisalat needs for the performance management of their internal IP telephony system, Alcatel and managed services for Cisco and Avaya UC environment for Etisalat. The deal worth of 2.5 MAED
• Won & successfully managed Prognosis solution for HP nonstop monitoring as well as ACI Base24 Classic and EPS monitoring to a leading bank in Qatar as Qatar National Bank and other top notch accounts worth of 3MQR
• Achieved new streams of revenue with one of the regional largest bank as Emirates NBD/Network International.
• Gained distinction as the first Business Development Manager to close deals across all seven lines of business within a single plan year - winning the highest number and value of new business for the business
• Conceived and implemented a sales strategy targeting a niche market of clients which lead to the closure of several strategic deals worth of 5M$
• Distinguished for developing a pipeline of $5M. Drove new sales and partner development for enterprise as well as SMB markets in UAE and Qatar in performance management tool, storage, infrastructure management and strategic IS consulting
• Conceived and implemented business case modeling tool, flexible for use as sales collateral yet intuitive in providing early and rigorous qualification of the business case for new opportunities. Streamline the entire sales process from 14 major phases to 9
• Generated the largest single-qualified pipeline of $2M from zero base. Won and maintained numerous managed infrastructure service contracts
• Overhauled and helped reengineered one of the top strategic products in terms of functionality, pricing, product positioning and post sales service
• Devised a "service team" approach for company's top 10 accounts creating a consultative sales process
• Successfully developed net new, cross-sell and up-sell opportunities, including direct consultation with clients to close deals
• Supervises and managed numerous RFP responses with targeted and existing key accounts, resulted significant $ amount
Achieved regional sales operational objectives by contributing regional sales information and recommendations to strategic plans and reviews; preparing and completing action plans; implementing strategies, financial goals, quality, and customer- service standards; resolving problems; completing audits; identifying trends; determining regional sales system improvements; implementing change
• Met regional sales financial objectives by forecasting requirements; preparing an annual budget; scheduling expenditures; analyzing variances; initiating corrective actions. Αchieved the annual sales target by 15% which was quite phenomenal in FY09
• Achieved sales objectives by creating a sales plan and quota for districts in support of national objectives
• Established sales opportunity pipeline reports for sales team to be able to precisely forecast data and orchestrated Microsoft resources. The reports later used as a company-wide best practices for forecasting and analyzing the pipe & closed business
• Provided user support as a ‘Subject Matter Expert’ on CRM and EBMS forecasting tool, ensuring the data is accurate and forecasted opportunities are properly flagged. Performed troubleshooting both CRM clients -GSX and Online CRM and got each and every sales person or any authorized user up and running on these applications
• Successfully managed 60 employees and $180M budget to improve process improvement throughout the process as well as operating performance of application processing, policy issuance and customer service
• Provided ongoing operational process analysis, mitigated ‘’scope creep’’, communicated project status, and identified and resolved operational issues and constraints
• Managed CRM sales pipeline and accurate forecasting processes using ISS methodology and taxonomy for opportunity measurement. Performed as a ‘Data Readiness Champ’ to cleanse redundant data, implemented different data rules in CRMto map business processes with the CRM processes in an effort to enhance CRM system. Conducted ‘War Room’ sales meeting
with sales force and senior sales management to review sales forecast and helped provide required support to meet targets
• Maintained over 350 enterprise customers. Trained efficiently users on Siebel CRM, Microsoft Dynamics CRM, MS Sales, pivot
tables and different Excel features
• Compared Actual vs. Budget and provided explanations on gaps
• Compiled, reviewed and analyzed company key performance indicators (KPI)
• Administered, analyzed and supported Microsoft Dynamics CRM, SAP CRM and Microsoft Share Point Portal Server
• Coordinated ‘leads’ and ‘opportunities’ between marketing team and sales force - followed up on leads and opportunities with the sales reps and provided analysis on their closure (won, lost) for measuring ROI
• Implemented CRM strategies to achieve different business objectives by profiling customer and prospect data. Achieved almost 100% CRM user-adoption.
• Conducted trainings for sales people on MS CRM, both for web-client & outlook client, using Microsoft Breeze Media. Worked on Clarify CRM to oversee the ticket management of corporate customer support service
• Created CRM service desk support procedures to be in compliance with an ISO 9000:2001 standard
• Designed ‘Service’ module in MS CRM to implement customer support service and track project management activities
• Upgraded Microsoft Dynamics CRM from 3.0 to 4.0(planning, configuration, deployment and user support)
• Upgraded Microsoft Dynamics CRM from 1.2 to 3.0(planning, configuration, deployment and user support)
• Built up user guide and troubleshooting manuals on MS Dynamics CRM. Worked with the vendor team to compile e-news letter
• Run different marketing campaign together with the marketing team and provided analysis on their performance accordingly
• Helped marketing people to enable them to use ‘Marketing’ module of the MS CRM. This involved the creation of the normal campaign and quick campaign for the sales promotions and the rebates targeted for existing customers
• Led team to respond proactively to end-users to provide necessary resolutions for different complaints/issues
• Led team to create different type of reports for sales management in order to help facilitate the right sales forecast
ollowed-up sales leads and marketing campaigns to promote FOREX business all across the region
• Cross-sell company product and services
• Handled corporate tie-ups and maintain high yield revenue
• Attended team meeting and shared best practice with colleagues
• Gathered market and customer information
• Represented the organization at trade exhibitions, events and demonstrations
• Maintained and developed relationships with existing customers in person, and via telephone calls and emails
• Reviewed own sales performance, aiming to meet or exceed sales targets
• Arranged meetings with potential customers to prospect for new business
Attained ;B' grade overall, had a dessertation of human resources practices on Riphah International University