Sr. Manager Presales
IBL-Unisys Pvt. Ltd.
مجموع سنوات الخبرة :23 years, 1 أشهر
• Engage in complex technical designing and act as solution architect
• Conducting POCs for complex solutions
• Establish Training and Certification Plan for all Sales, Presales and Post sales country wide
• Engagement with principal Dell EMC, Cisco, Huawei, IBM, Quantum, RSA, Riverbed, VMware, Veritas, Microsoft, BMC, iVanti, Sangfor, Fortinet, Kemp, Veeam, Commvault, Fortinet, Attom, Emrerson, Schenider Vivanco, Red Hat, Suse, , etc
• Arrange sessions for sales, presales and post sales teams for guiding them about working and integration of different solutions and portfolios
• Project Management of projects.
• Work on sales funnels with the sales, presales team on regular basis
• Discuss sales funnel with principals to secure more and more leads
• Submitting guidelines to support managers to prepare its team for new products and solutions and achieve new competencies
• Regular visit to branch all three branches Karachi, Islamabad and Lahore in every quarter or as and when required
• Team Building, Hiring & Performance appraisals of team through HR.
• Engage in complex technical designing and act as solution architect
• Conducting POCs for complex solutions
• Establish Training and Certification Plan for all Sales, Presales and Post sales country wide
• Engagement with principal Dell EMC, Cisco, Huawei, HPE, Lenovo, VMware, Veritas, Microsoft, H3C, BDCOM, Sangfor, Fortinet, Sophos, Veeam, , etc
• Arrange sessions for sales, presales and post sales teams for guiding them about working and integration of different solutions and portfolios
• Work on sales funnels with the sales, presales team on regular basis
• Discuss sales funnel with principals to secure more and more leads
• Submitting guidelines to support managers to prepare its team for new products and solutions and achieve new competencies
• Regular visit to branch all three branches Karachi, Islamabad and Lahore in every quarter or as and when required
• Managing branch operations as GM, performance appraisals.
• Register new principals as and when required to complete the Enterprise Solutions domain or meeting specific requirement
• Managing principals for rebates, best possible prices and get insight of competitors
• Engaging Principals for offer trainings, seminars, getting MDF etc.
• Arrange sessions for sales, presales and post sales teams for guiding them about pitching different products and how to relate them in a solution
• Arrange sessions for sales team on how to collect requirements and pain points from customer
• Guide sales team to achieve new certification
• Understanding new sales, presales and Post-sales certification and assign to relevant teams
• Arranging customer sessions on regular basis to create more customer awareness and to penetrate more into accounts
• Engaging Marketing team to play its role for promoting products among more and more customer
• Aligning regular meetings with the principals to understand the product dynamics and decide the way forward
• Work on sales funnels with the sales, presales team on regular basis
• Discuss sales funnel with principals to secure more and more leads
• Submitting guidelines to EG support manager to prepare its team for new products and solutions and achieve new competencies
• Guiding Post-sales team to complete the certification set to achieve / upgrade partnership level
• Regular visit to branch all three branches Karachi, Islamabad and Lahore in every quarter or as and when required
• Managing Pre-Sales Team lead and designing/sizing IT solution (Servers, Storage, Virtualization Network, Virtualization VMware Microsoft, Backup and Recovery, Firewall, Private Cloud, VDI
• Managing Pre-Sales Team, lead and designing/sizing IT solution (Servers, Storage, Virtualization Network, Virtualization VMware Microsoft, Backup and Recovery, Firewall, Private Cloud, VDI).
• Work with team on the development of standards, processes and procedures related to capacity planning, Data Center, IT Solution Designing, Failover and Disaster recovery site.
• Develop and deliver responses to customer and prospect inquiries, including RFPs, RFIs, and initial solution discussions.
• To attend meetings with potential Clients to determine technical and business requirements and ensuring that all necessary information is collated prior to producing a solution.
• Translate nonfunctional and functional requirements into detailed solution, within enterprise context.
• Developing Statements of Work for implementation consulting.
• Create and confidently deliver technical presentations internally and externally, Provide accurate and timely management information, to include - activity reports, bid reviews, project forecasts, KPI’s.
• Develop sales strategy and plan for Enterprise Solution business in region.
• Identify prospects, source new leads and qualify opportunities within an assigned territory and named accounts.
• Develop account strategies for winning and growing business, for targeted accounts.
• Work effectively with partner community to strategize and win business in targeted accounts.
• Work on forecast revenue and manage closure of business to established timeframes.
• Recommend Solution design within the Technical team. Supervises and ensures quality delivery of the analysis, design, and build of the Hardware, Network, Storage and common software platform components.
• Directly work with Principal’s Technical teams such as HP, VMware, Veeam, Fortinet, Microsoft, SUSE Linux, Riverbed, Oracle, Microsoft, SAP etc. for solution designing and using configuration tools for System/Virtualization and Storage solution designing and sizing.
• Provide demonstrations, Technical Presentations, training, consultation and sales support services for the Sales, Pre-sales and Post Sales teams and clients.
• Work with project team members on detailed IT Architecture design documentation.
• Participate in internal, partner and customer IT Solutions design sessions, and create master IT architecture documentation & specification.
• Develop and engage in solution designing such as, Cloud Computing, Virtualization, Enterprise and Midrange Storage Design, VMware vSphere, vCloud Director, Site Recovery Manager (SRM), Planning IT Infrastructure for corporate applications such as Exchange, Oracle and SQL Server Databases, Disaster Recovery, High Availability, Replication, Backup and Archiving Solutions.
• Development and delivery of financial information based around equipment lists, such as Return on Investment (ROI), margin protection and forecast projections.
• Meet assigned targets for profitable sales growth in assigned product lines, market areas, channel, or teams supported.
Achieve product growth targets for the assigned geography, channel, sales team, or account base
• Managing and supporting 24x7 and other Enterprise Client Accounts
• Managing Enterprise Support Engineers Team
• Managing / making Service Contracts for HP equipment.
• Define/refine support procedure to improve support services.
• Doing presales solution designing for large HP enterprise solutions.
• Conducting technical / sales presentations for enterprise customers.
• Provide technical assistance for HP products to sales team.
• Preparing configurations, correspondence with HP Pre-sales teams and architect solutions
• Preparing technical proposals
• Conduct in house technical training sessions for sales team
• Conduct demos on new products at customer site.
• Managing and supporting 24x7 and other Enterprise Client Accounts
• Managing Enterprise Support Engineers Team
• Managing / making Service Contracts
• Define/refine support procedure to improve support services.
• Doing pre-sales work for large enterprise solutions.
• Conducting technical / sales presentations for enterprise customers.
• Provide technical assistance to sales team.
• Preparing technical proposals
• Conduct in house technical training sessions for sales team
• Conduct demos on new products at customer site.
• Supporting Enterprise Client on 24 x 7 basis
• Provide support of HP 9000 HPUX based servers to enterprise clients.
• Provide support of HP ProLiant servers based on SCO Unix, Red Hat Linux, and Suse Linux to enterprise clients.
• Provide support of HP Integrity (Itanium) servers based on HPUX and Linux to enterprise clients.
• Provide support of HP Storage Systems including HP FC60, HP Virtual Array VA, HP Enterprise Virtual Array EVA, HP Modular Smart Array MSA30, MSA500, MSA1000, SAN solutions, DAS solutions, Clustered Solutions, Enterprise Backup Solutions.
• With above-mentioned responsibilities I am also continued Pre-Sales Consultant Role that is now becomes Enterprise Solutions Consultant. Now focusing only on HP 9000 Server Solutions, HP Integrity (Itanium) Server Solutions, HP Storage Solutions, and HP DR/Backup Solutions
• Provide technical information about HP products to sales team,
• Visiting customers with sales team for technical consultancy
• Conducting technical presentations
• Providing products comparisons
• Building relationship with HP technical / services team persons for correct and timely information
• Collect technical information of all new products,
• Preparing technical proposals of Servers, SAN, NAS, DAS, DR and other IT solutions,
• Conduct in house technical training sessions for sales team
• Conduct demos on new products at customer site.
• Understand customer requirement
• Develop use cases using UI software
• Coding in Java and Oracle ODBC connections, html, Java Applets, Java Media Frameworks
• Customers orientation
• Development and management of inventory system in FoxPro for Windows.
• Accomplished many projects in Java language e.g. Ludo Game. Multithreaded applications, voice streaming using JMF (Java Media Framework and others
• Developing Expertise in teams regarding programming languages is in C, Java languages, SQL, Oracle Developer, Fox Pro.
MS Computer Science
Masters of Computer Sciences (16 Years Education Degree)