Business Unit Manager
IBM Logicom
Total years of experience :27 years, 11 Months
• Recruit, develop and manage channel partner network for IBM solutions and achieve GP/ Revenue targets for monthly sales quotas assigned to your business units.
• Major Role in setting up of the e-Commerce Market Place for both physical and intangible cloud product deliveries
• Setting up strategies for SAP on IBM Cloud
• Manage, report, forecast and establish sales pipeline for all products and solutions
• Work closely with channel partners and assigned vendor teams to build account strategies and drive the overall strategy within a defined set of strategic accounts
• Play a lead role in executing demand generation activities, developing interest, and building sales pipeline with key channel partners and accounts.
• Become a trusted adviser to senior IT and ensure these strategic relationships result in leads becoming a customer
• Responsible for the general management of a product or product line including introduction, definition, pricing, positioning and distribution
• Lead the relation with the vendors in addition to manage the Product Managers, sales and presales team.
• Specifying marketing requirements for current and future products by conducting market research supported by on-going visits to customers and channel partners
• Keep an eye on competition activities, marketing strategies and programs & Implementation of GTM go-to-market plan and marketing plan for both internal team & channel partners
Since Apr2015 - as Country Manager present working with the company known as SSBS subsidiary of Al Othman Group Holding Co, responsible for Sales including revenue plan capitalizing to Large & Small medium Enterprises Major Solutions - Health Care, ERP, Telematics, Cloud, Infrastructure, RFID
Improvement, Digital & Cloud Solutions
Strong track record of selling solutions & services to the respective client’s and business
Responsible for account & pipeline managements, achieving SR. 118 k targets
Aware of Business Intelligence technologies, Dash boarding, planning and budgeting,
Proper BSC analysis based tangible & augmented benefit/ P&L, Diverse Knowledge of Saudi Kingdom & State Regulations Governing Work force safely on style, extensive team leadership & Personnel Development skills Adept at training& managing employees across numerous divisions in several key areas
field new business opportunities
with excellent contacts
trongly follows demand generation
s Cycle Management Excellent relation with Enterprise, Corporate and owners ositioning, value proposition excellent rapport with top DMU Negotiation expert towards pricing discounting and sell on high gross margin on’s implementations, revenue/ margin focused Excellent relation with business partners.. revenue base long term strategies to
Long term and short term objectives in line with high profit, Channel business, effectively account management, increasing share of wallet, Develops relationship to promote understand Partner’s goals and objectives Ability to develop and implement a comprehensive sales strategy Proven ability to win new business, retain, regain and develop new account, cellent Relationship with Major&a, b, c .Accounts) (Macro2Micro level Gap Analysis)Thorough knowledge of business acumen, business plans,
with the company known as SSBS responsible for Sales strategy capitalizing to Large & Small medium Enterprises Care, ERP, Telematics, Cloud, Infrastructure, RFID
From Jan 2014 to April 2015 as Deputy General Manager Looking into the operations of IT Division, performing and setting up KPI’s for newly formed Sales and marketing division
• Responsible for the rollout of IT strategy for the group
• Streamlining all IT activities with the end customer
• Implementation of ORACLE ERP system
• Setting up of hybrid cloud environment
• Setting up KPI’s for external Sales team
•Diverse Knowledge of Saudi Kingdom & State Regulations Governing Work force safely•Proactive hands - on style, extensive team leadership & Personnel Development skills•Adept at training & managing employees across numerous divisions in several key areas-Carrier Highlights-Business Operations
•Maintain responsibility for effective plans based on Market Study administering and monitoring budgets and ROI•Build and foster proactive work place environment conducive to highest levels of employee participation and capital human resourcesdevelopment
•Manage various aspects of business process reengineering & offer services implementation thru industry specific methodology via GAP analysis•Stream line work processes to increase efficiency and cost effective•Outstanding work ethics has earned me numerous promotions during my carrier•Ability to build relationship in any environment•Managing Sales&Operations /Persons reporting - 18 persons
As National Sales Manager, RM and SM
•Gained, enjoyed working at different positions within the organization with achievement and meeting challenges and responsibilities, handling operations in the Kingdom of Saudi Arabia and Bahrain, with the company known As Abdullah Fouad Group Holding Company
Period 13 years
Key Products:*Managed Printing Solutions(Xerox)*HP Printing Solutions - Large Accounts*Oracle Hyperion/DB/Hardware/ Netapp* IBM -Cognos * Microsoft* Preactor*Security Solutions, Sybari, Forefront, Mcafee, *HP, Lenovo, Symantec*Juniper, Cisco, Extreme, Siemens, Ascom* QAD(ERP) Dell, Acer, Trend As a Territory Manager-Have considerable experience in providing business solutions to document management systems in business environment and world Class Integrated DMS Software, Increases Office Efficiency-Saudi Xerox
Period 4 years
•successfully manage costs through application of numerous software applications•Understand and maintain compliance with all the industry specific Solution•Effective Marketing Plans-Includes high end, managed printing solutions for volume printing
Business Development:Identify new business development opportunities and take accountability for and manage the project evaluation•Business Process Study/ Re Engineering•Best Business Practices by mapping the gaps•Process Management and Balance Score Card -Excellent Relationship with World class Products•ERP Products, Sharepoint•Hardware, Automation,
•Business Critical Solutions•Networking, CRM, BI, WMS
Team Management:•Sales Management, Time Management
•Territory Management, Prospect Management•Change Management, Customer Relationship•Sustain Customers, Education:
•Graduation from Lucknow University, with English, Political Science, Social Work. India•Business Administration in Management, India•Computer Management from Institution of Engineers, Lucknow, India, ERP Solutions
Training & Certification: Professional Selling Skills - Xerox: Customer Care Management Systems - Xerox: Customer First - Xerox:Leadership through Quality - Xerox: Value for Money - Xerox
: Ford - Selling Skills: Buyers Focus Selling - Xerox: ISO - 2000 9001: WTO - Opportunities & Threats - Attended: Six Sigma-Orientation: Finance for Non Finance Managers: Managerial Skills: Change Management: Share Point Portal: CRM for Sales team: Strategic Management: Balance Score Card : Toast Master -Key Competencies •Leadership•Negotiation and influence•Problem solving & Creative thinking•Time Management•Relationship Management•Executive level briefs and presentations-Trainings & Conferences: QAD Holland: QAD Germany : QAD Austria: QAD Poland: QAD Slovakia: QAD Europe
Awards receive:Winner of 100% Club - Saudi Xerox (1997-98)
Man of the Division Award - AFHCO - 2007-Positive Contribution Award- 2010 -Microsoft -Decade Performance Award ERP -QAD, MICROSOFT, ORACLE
From Jun 1996 to April 2000 - as Territory Manager Have considerable experience in providing business solutions to document management systems in business environment and world Class Integrated DMS, Increases Office Efficiency - Saudi Xerox Successfully manage costs through application of numerous solutions applications Understand and maintain compliance with all the industry specific Solution Effective Marketing Plans - Includes high end, managed printing solutions for volume printing Business Development: Identify new business development opportunities and take accountability for and manage the project evaluation, Focus on achieving business targets through growing existing business and developing new business opportunities. Monitor business results of designated clients and anticipate challenges and take proactive measures to accomplish targets
Education MD Program in Planning, Degree in Eng, PS & SW from Lucknow University *Computers Management @ Institution of Engineers, Lucknow *Business Degree in Management -1988-90 *Specialization- Sales, BD, ERP and Automation *Management Development Program – Canada Major-Managing Men's, Strategic Mgt, Business Eco, Leadership, Governance and Corporate Sustainability, Financial Accounting, Marketing Mgt, Mergers & Acquisitions and BSC, HCM Skills & Attributes: Strong history of selling solutions & services to the respective client’s and business units Responsible for account & pipeline managements, achieving SR118M yearly targets Major area of business includes Internet of Things (IoT), Robotics Process Automation (RPA), Blockchain, ERP (SAP,ORACLE), EPM, CRM , BI (Tableau, Qlikview, Power BI), SaaS, IaaS, AI, Cyber Security, Migration & backup tools, Managed Cloud, Managed Security, Convergence & Infrastructure, Enterprise Server & Storage (HPE, IBM, Dell-EMC), Disaster Recovery & Backup , Networking, Telephony, VTS, Managed Print Solutions (Xerox), Office Automation, Low Current. Strong customer network across the region Ensure quality control and deliverables Proper BSC analysis based tangible & augmented benefit/ P&L, In-line with the international compliance with a Diverse Knowledge of Saudi Kingdom & State Regulations Governing Work forces (GDPR) Proactive hands – on style, extensive team leadership & Personnel Development skills Adept at training& managing employees across numerous divisions in several key areas Named accounts and green-field new business opportunities Target and strategy oriented in line with sales plan Generating and follow up leads within sales cycle with excellent contacts Managing direct & channel sales Driving a solution set across business development teams (primarily sales, and marketing communications) through market requirements, product contract and positioning Build and maintain the activity of performance reports and activity dashboards Build strategic relationships with C-level executives and key business leaders to promote solutions through proofs of concepts, demos, trial subscriptions and pilots