Manager - Business Development
Al Taqnyah Business Solutions (ARMS Group)
مجموع سنوات الخبرة :23 years, 9 أشهر
• Creating an integrated, overall Business development & sales strategy for the company's products and services, and long-term and strategic plans.
• Reporting to the CEO and responsible for defining overall IT Enterprise Solutions sales, business development and communications with clients, principals and partners.
• Presenting the business IT vision to CxOs and key stakeholders within organisations.
• Successfully kicked of business development in start up company & exceeded sales forecast in FY 09 to 2012 & formulated business plan (FY 2012-2014) along with Senior Management.
• Assist the CEO in the strategic planning and the subsequent fine tuning of the strategic plan for the category business.
• Set the divisions’ (Enterprise, Resource augmentation, Network Infrastructure) objectives, KPIs and operational plans by product.
• Spearheaded business development and sales operations across UAE, Qatar, Oman including, cross & up sales, B2B, channel and direct sales.
• Actively involved in sales for eServices, eGovernment solutions, BPM, ECM, EAI, ESB, ERP, portals, BPA, Archiving, security based solutions, managed services, resource augmentation across Public & private sector in ME.
• Leading the entire sales cycle including account qualification, stakeholder analysis and communications, presentations, POC, proposals, bidding, RFXs responding/ preparation, negotiations, kick offs, process reviews/documentation, consulting, Requirement analysis and account management.
• As a consultant, Involved actively with key accounts in business process review, requirement analysis designing solutions architecture, developing Proof of Concepts and assisting them in streamlining business processes and working closely with them so as achieve their business goals & objectives.
• Supporting group companies in streamlining their business processes and drawing IT roadmap strategy.
• As Regional Services Head responsible for complete Sales & Services operations in GCC region, which includes Sales & Deliver operations
• Work as individual contributor as well as leading Services Sales & Deliver team to ensure the Services operations within GCC region is profitable and assuring the customer satisfactions.
• Managing Top 50 accounts directly, assuring the technology adoption and customer satisfaction.
• Driving Professional Services & SLAs on top accounts and equipping each product and services sales resource has complete know-how of the services and pitching the right practice in place.
• Responsible for complete P&L for Services within the region and involved in putting up the services offerings/ bundles in place including Consulting, Professional Services, End User/ Partner training programs, SLAs and attached services.
• Overall people management of a team of Professional Services Consultants and Project Managers
• Work closely along with marketing department to drive the services campaigns including and not limited to, bundled services, special promotions, new launches, win-back offers, adoption campaigns etc.
• Conducting quarterly reviews & trainings - Internal (support team, renewals, PS) & External trainings (Channel Partners), End Users).
• Making sure Vendor commits are met on weekly, bi-weekly, monthly & Quarterly basis.
• Ensuring the Regional Sales revenue targets are met both from Company and Vendor perspective.
First Video Communications (FVC)
Territory Sales Manager
FVC - a new generation value added distributor (VAD) that provides tangible solutions across three vital areas of enterprise computing - unified communications, information security and advanced networking. FVC draw its strength from 150 world class channel partners in over 45 countries, experience from 350+ enterprise customers and expertise of over 140 passionate employees. Major Technology vendors/ Products includes Polycom, Riverbed, Aruba Networks, Barcio, ALUE, Unify, Microsoft, IBM along with Vendor & FVC Branded Services.
KRAs:
• Responsible for overall Sales Function within the designated territory within GCC region.
• Successfully accelerated business (Channel depth & Numbers) from FY 2012 - 15 with 100%+ growth YoY.
• Managing Channel Landscape within the region - Recruit, build and manage the right set of partners in GCC from Sales & Services perspective and execute sales function as well as marketing, with Direct touch on Enterprise accounts and Channel sales.
• Define and execute the channel strategy in conjunction with the regional/territory plan, top accounts/vertical plan to ensure the overall goals of the region are achieved.
• Work closely with the partners to conduct end user events, targeted round tables and visits Market segmentation and gap analysis
• Conduct weekly/ Monthly reviews and quarterly QBRs to maintain the KPIs and MBOs
• Channel Incentive Programs: Ensure that the partner can participate in Vendor’s channel incentives programs (SIP and Reseller) in order to receive rebates and Coop fund.
• Work closely with the Sales team and the management the find the GAP in the market from our market share and recruit the right partners in those areas.
• Evangelize the Vendor’s Partner Network to ensure that all Partners are committed to engage with the right level within the program.
Develop and execute Partner Business Plans (PBP) that include 3 years partnership plan and 1 year business objectives, Rhythm of Business (ROB) and joint strategies (Partner Solutions Plan - PSP) for specific goals which are agreed upon and documented by Vendor and the Partner.
• Closely executing along with Channel and Marketing teams to formulate healthy Channel eco-system and executing demand generation marketing activities.
• Increase Partner Satisfaction: Attainment of conditions of satisfaction established in Partner Business Plan (PBP).
Competency Attainment: Drive relevant MPN Competency alignment to ensure customer recognition and ability to compete effectively in marketplace.
• Actively promote Company’s portfolio throughout the region to maximize Life Cycle Business with assigned & new customers.
• Managing Territory & Services P&L in parallel with Sr. Management and responsible for overall Territory business growth across Company solutions portfolio.
• Working closely with Telco/ Service Providers within the GCC region, offering hosted managed services offering for their customer base and design unique Product bundles to be offered OPEX and opening parallel revenue stream.
• Developing strong business relationship with key accounts and establishing sales goals for the assigned channel eco-system.
• Reporting to President & CEO and responsible for direct & channel sales across Microsoft business solutions and retail solutions.
• Handling the business development, sales & marketing operations
• Generate new business; explore potential markets and develop business relationship across corporate and public sector.
• Actively involved in product development (Retail realty) as domain specialist, execute launching new products and service.
• Participation, presentation and positioning of products & services to various regional & international conferences, exhibitions and seminars.
• Plan, develop and implement new marketing & business strategies aimed at enhancing productivity and profitability across Microsoft tools, technologies, products, services & consultancy.
• Introduce company to reputed organizations and establish direct contact with key strategic accounts for business growth.
• Present business proposals to the clients, manage key accounts; develop new customers, prepare trade marketing plans and annual marketing budgets.
• Review-analyse market trends collect competitor information, recommend counter strategies to retain existing business, and develop new market strategies.
• Developed strategy for retail realty solution launch, penetration in the market and successfully closed enterprise projects in UAE, Kuwait and other ME countries.
• Pioneer in leveraging the company to MS Gold Partnership status.
• Managed the entire sales across Public / Private sector with entire solutions/Services portfolio.
• Generated leads, supported and spearheaded enterprise project closures in Government, MS Solutions, retail realty (property), retail (supply chain, warehouse management, POS etc), Total infrastructure & Facilities management (TIFM), portals (Extranet, Intranet, MOSS 2007), web applications (property, courier services, CMS, financials etc) etc.
Business Development & Sales
Operations & Business development