Khaled Fathi Al-Najjar

• Developing and executing the Partners Network growth strategy, channel value proposition & Marketing initiatives for Saudi Arabia, GCC & North Africa.
• Understanding Channels coverage models and strategies; know their focus in areas of verticals, geography, market coverage and target accounts, to ensure alignment with Extreme Sales team towered achieving territory target.
• Identifying Existing & Potential Channels in my territories, recruiting, facilitate them through appointment process as well as onboard new channels and Distributers, train reps and evaluate Channels effectiveness.
• Energetic to Strengthen business relationships with key channel partner organizations. Account plan development with identified target customers per industry, setting target quotas & plans, and reviewing performance for all offered Solutions across the region to generate more revenue.
• Manage Partners’ Account Strategy & generate robust pipeline projects, follow through with deal registration & joining visits to customers during sales cycle stages until projects closing and awards, achieving annual sales plans by assigned partners.
• Executing the Extreme Channel Strategy through the assembly of field sales, presales, marketing programs and support team to the appointed partners in the region to exceed business objective.
• innovative ways for Channel Development building competency and qualification plans for partners via planned enablement sessions on Extreme new up-to-date Extreme Technologies.
• Coordinating multi-task channel marketing activities with Distributors and partners, such as trade shows, promotional activities and new products campaigns. Conducting at least 1 event /Quarter.
• Engaging with channel & Distribution relationship across multiple product lines and complex products in Saudi, Egypt & Levant to develop sales proposal, quotations and pricing.
• Promote Different Customer Services Programs to Partners increase profit margin and customer satisfaction.
• Operates as the primary point of contact to the channel to resolve admin issues, sales conflicts and pricing issues in short time.

Sales and Channels activities in Saudi Arabia for Extreme Networks.
•Developing Account Management & Strategic sales plan with ownership, business planning, Product sales & Service forecast & development of prospecting accounts on major Verticals such as Gov, Healthcare, Education and Enterprise for existing and new customers in Saudi Arabia.
•Ensure that all customer solutions are covered with different types of Customer Support Services such as Vendor Level support, Partner Level Support, & Primer Support Program (PSP).
•Articulate Value Proposition and demonstrate strong product knowledge with business applications during Sales Cycle process, target assigned account profiles with great customer experience acquisition to address business needs and meet deadlines.
•Analyze market trends in Global industry along with local market trends to identify proper prospecting customers per vertical & industry, develop sales plans to increase brand awareness and achieve targets.
•Build strong business consulting relationships within assigned accounts CXO levels and ensure alignment of internal resources like Systems Engineering, and Professional Services, PLM to ensure consistency in the planning and implementation of high-value solutions.
•Growing the robust pipelines and sales forecasts business leads from named existing and new account development customers and partners.
•Responsible for new business development opportunities via prospecting, qualifying, selling and closing Software/ Hardware solutions/services and products.
•Won new major projects from New Logos & Existing Customers on different Industry Public Sectors and Enterprise Verticals like Gov, O&G, Healthcare, Education, Financial & Retail.
•Selling the entire Extreme Product Line and effectively represent full suite of Extreme products and services using technical, organizational and customer knowledge to influence customers and assist them in applying the products & services to customer needs issues to resolution, resulting in revenue generation and meeting the company financial objectives.
•Penetrated new market opportunities in Eastern & Western provinces of Saudi Arabia, being responsible for assessing opportunities, developing account plans and contract negotiations, of the assigned Strategic accounts, delivering Extreme new solution offering including Network & Security, Enterprise Software, Cloud license offering, integrated Fabric and Management solutions.
•Engagement with different Internal Department functions like Systems Engineering, PLM, Customer Support, GTAC maintenance, Marketing & Distribution during the Sales Cycle to resolve client’s complex challenges and achieve customer satisfaction as part of solution-focused sales environment.
•Executed many Extreme Brand Awareness marketing activities such as ExtremeNow trade shows, Joint event with Ecosystems vendors, Roadshow Events with Distributers across Saudi & Levant.
•Focused on Diamond and Golds Channel Partners to increase their business contributions of the new Cross Selling portfolio and achieved their targets with Extreme.
•Development and Enablement of & Existing, Legacy inherited & New Onboarded Extreme Channels Network in Saudi Arabia to ensure adoption of GTM strategy.
•Developing business plans and marketing for Extreme Vertical Focus of HealthCare, Education and Retail.
•Streamline Distribution Business in my territories, including
•Weekly meeting with Distributors Sales and Extreme Product Managers to promote Extreme to long tail partners with bundles promotion for Run Rate business.
•Assuring smooth logistics of shipment until deliverable to Channel partners.

• Leading projects as the Solution Architect in Saudi Arabia, Egypt & Levant for Extreme Solutions including Networks, Fabric, Wireless, Security and Management Software
• Direct engagement using good project management skills with Major & Medium End users & clients to open more business for Extreme in Saudi Arabia and build confidant of delivering Extreme Technology in the market.
• Innovated different ways and simplified process to conduct many seminars & workshops to leverage partners sales & technical capabilities to assure best customer service.
• Working with Major clients such as MOI, MoE & MoH to enroll Extreme in their Accepted Vendor List.
• Presented and Explained How to sell Extreme Networks products (switches, Security & wireless) to Partners, how to present the Value Propositions, and the key Feature benefits of Extreme products range to the partners’ sales team.
• Technical Sales Engineer presentations (all product range) for Partners, Global Partners and customers.
• Competitive technical presentations.
• Lead the escalation of technical services with service delivery GTAC team, debugging of complex, and unusual networks with mixed media and protocols at customer site until all technical problems are resolved.
• Build technical RFP Sepcs and respond to major Gov and Enterprise RFPs.
• Managed and conducted many marketing events in Saudi, Jordan & Egypt for partners and end users.
• Lead Virtual Technical Team from Distributers to leverage their Extreme Technical Knowledge, support partners with Extreme solution proposal and provide required technical support.

is the second licensed Data Service Provider in Saudi Arabia.
•Responsible for new business development for Sales & Business Offering & Solution Process for the new Sales Department
•Participating in selection process for ITC's new partners.
•Developing alliance with vendors and distributors and do the account mapping
•Developing goals for the development team and business growth and ensuring they are met.
•Representing Sales Unit in most of the ITC’s major decision-making committees.
•Supporting the sales in technical prospective by providing and presenting technical solutions.
•Making forecasting on the future demands and requirements for the data market in Saudi.
•Focal point of technical contact for all technical issues in Sales Unit and main channel of communications with Engineering and Operations Department.

Manager of Professional Services Department (PSD) consists of 15 Consultant & systems engineers across the whole of Saudi Arabia. The two main responsibilities of were performing Professional Service (Presales) and Consulting services for our customers. My main duties were:
• Building and motivating strong consultancy team across different technologies offered by Ebttikar.
• Responsible for new technology and vendors selections
• Building the system process to qualify sales leads, assigning proper SE team on the task to design the best optimal integrated & competitive solutions to win the RFPs and projects.
• Preparing RFPs write-ups and solutions for financial, medical, ISP’s, government and private sectors.
• Studying customer requirements, conduct customer meetings, and performing vendor consultation in order to offer the best, cost effective and scalable solutions. These vendor independent solutions cover most of internetworking subjects such as: hierarchal LAN/WAN, routers, MPLS, VoIP, IP Telephony/Multimedia, Network Management, Network Security infrastructure-based, security appliances like Firewalls & VPN, and cabling/wireless designs.
• Performing technology and solution presentations as well as conducting PoC Pilot tests to our customers