Channel Business Manager, MENA & Turkey
Bentley Systems
Total years of experience :22 years, 8 Months
Recruited to lead the channel business in the Middle East, North Africa and Turkey region with focus on growing partners’ revenue year over year, improve existing partners’ capabilities & performance and recruit specialized partners to improve market coverage & presence in potential (new) markets.
Outcome:
- Consistently achieved financial targets and KPIs and maintained average growth rate for MENA channel business by 20%-30% years over year.
- Recruited ovenew channel partners across the region improving Bentley’s market coverage by approx 60%.
- Work with channel partners to execute lead generating events (seminars, exhibitions and e-mail campaigns) to promote potential Bentley products & solutions and develop opportunities.
- Organized 4 annual channel partner summits in Jordan, Dubai and Istanbul as part of the channel enablement efforts, plus number of tech & sales training sessions covering new products, advanced marketing and sales techniques to improve partners’ knowledge.
- Set annual targets for partners, coach and monitor performance and discuss corrective actions to achieve financial goals and business objectives.
- Managed the Channel pipeline & sales opportunities in SAP CRM and provide weekly forecast to management and other departments’ heads.
Cullinan Consulting is a leading consulting firm dedicated to aiding regional firms to enhance corporate revenues & performance. With offices in Saudi Arabia, Jordan and UAE; our team is comprised of veteran professionals with knowledge and experience in industries such as Telecom, Banking & Financial Services, Information Technology, Retail and Oil & Gas. Our services draw on our core capability of research, benchmarking, modeling, analysis and strategy development to help companies determine with precision the best way forward for their sales operations.
Cullinan Consulting is the representative for a number of global Consulting firms for the Middle East, such as Sales Performance International (SPI) and 6one5 Global Retail Consulting Group.
• Deal with variety of business industries including, Telecom, Finance, International IT and Retail (FMCG) to assess and evaluate clients’ operations, strategies, sales workforce, and feedbacks about skills, qualifications and performance management to determine operations changes, processes enhancements and required training to help clients to improve performance, increase revenues and achieve business objectives.
• Proactively consult with clients and recommend strategic solutions to improve critical business issues related to revenue and business improvement through planning, developing and delivering customized consulting services based on international standards and best practices.
• Deliver advisory & customized professional training on issues like improvement of workforce skills, sales capabilities, customer services, sales process, procedures, products, handling customers complains & objections, visual merchandising and using different sales tools beside to leadership and management techniques.
• Develop & implement metrics to evaluate effectiveness of Sales Training and any related programs and evaluate and assess trainee performance and provide feedback, tools and individual coaching.
• Assist in developing and implementing comprehensive Sales training programs, plans and strategies to develop sales force’s career bath, strategies and improvement plans.
Cisco systems provide the industry-leading products and solutions that enable people to make powerful connections-whether in business, education or creativity. Cisco hardware, software, and service offerings are used to create the Internet solutions that make networks possible-providing easy access to information anywhere, at anytime. Today, with more than 63, 050 employees worldwide the innovation continues with in the company's core development areas of routing and switching, as well as in advanced technologies.
Selected Achievements:
National Healthcare Network: it’s one of the initiatives announced by His Majesty King Abdullah II (king of Jordan) to improve the medical services provided by public and military hospitals to the Jordanian citizens. The project is about build the infrastructure to connect all public and military hospitals in the Kingdome through a secured and high performance networks to make patients’ medical records available to professionals everywhere. I was responsible for managing and coordinating with all parties involved in the project including; The Royal Court team assigned by the HM the King, Ministry of Health, Royal Medical Services Directorate, from the other side, Cisco global healthcare solutions experts and the consortium formed by Cisco local partners to deliver and implement the project.
Command and Control Center: This project was funded by USAID to help Jordan building a state of the art command and control center to enable all public & security services organizations (Police, Civil Defense & Rescue and Firefighting dept) to have a single calling number (911) that will improve coordinating efforts and respond to any emergency call.
VoIP - Ministry of Foreign Affairs: the project was initiated to build a reliable network infrastructure to connect all Jordanian diplomatic missions (embassies & consulates) across the world through a secured network to enable exchanging information, running e-Gov applications and to make voice and video calls using VoIP. The first phase of the project was implemented to connect 15 embassies and consulates out of 50.
Responsibilities included:
• Manage the high-touch accounts in the Public Sector through strategic account managements & development to maximize turnover and profit.
• Build and maintain relationships C-Level executives, consultants and mid-management level across strategic accounts to ensure effective account management using consultative sales approach to qualify more business opportunities and achieve all financial targets and objectives.
• Maintain a high-profile Cisco presence in the market place through the creation of win-win situations with customers that turn a sales relationship into a long-term commercial partnership.
• Coach, support, enable and effectively manage business partners (Channels) and coordinate their engagements in the strategic deals to ensure turning leads/opportunities to profitable and successful projects.
• Identify new opportunities within assigned territory to sell products and services to fulfill turn over objectives and communicate to customer new products, features, enhancements across their businesses
• Coordinate Cisco resources (Technical, Marketing and Corporate Social Responsibility (CSR)) to support businesses
• Develop and deliver accurate sales forecasts in line with business objectives.
Front Defense is a leading provider of comprehensive enterprise information security solutions. By combining its relationships with best-of-breed technology companies and its own top-notch engineering talents, Front Defense is capable of providing its clients with custom designed solutions and high quality services. Front Defense is the preferred information security provider of various enterprises all business sectors; government, telecommunication, oil & gas, banks & financial institutes, major technology providers and system integrators in the Middle East and North Africa.
Key accounts managed: Etisalat, ADNOC, Abu Dhabi Exchange, Abu Dhabi Commercial Bank, Dubai Gold & Commodities Exchange, Du, RAK Free zone, Aramco, Saudi Oger, Al-Rajhi Bank, Arab National Bank.
Responsibilities included:
• Formulates, communicates, implements and evaluates strategies and tactical sales plans.
• Marketing Support: Defines markets, market potentials and appropriate sales strategies for the assigned markets.
• Channel Management: Development and implementation of partnering strategies with LBP’s (Local Business Partners), support and training of LBP’s sales teams, annual business planning and coordination of local marketing efforts.
• Maintain relationships with marketing partners with whom we jointly offer products and services and manage cooperative selling and marketing efforts.
• Recruit, train and provide complete management responsibility for sales efforts and personnel.
• Hands-on in making sales efforts, including on-site and off-site meetings with sales leads, assistance in sales prospecting, attending networking events and aggressively seeking leads, staffing trade shows, and more.
• Conduct weekly sales meetings and provide reports to Managing Director. Maintain real-time data on Sales NOC.
• Assist sales account managers in closing large deals, providing customer service to accounts, and other management functions as necessary.
• Achieving personal annual sales target and making sure sales teams achieves annual sales target.
• Negotiate and manage relationships with third party sales contractors and vendors.
AGIS is one of the leading IT companies in Saudi Arabia head quartered in Dammam with 6 branches (Riyadh, Jeddah, Bahrain, Qatar and Dubai). AGIS combined of four main businesses unites; each provides the best breed of technology has to offer: Storage & Content Delivery, Networking & Data Security, Business Solutions and Business Intelligence.
Joined AGIS in May 2001 to establish the Storage division in Riyadh - Saudi Arabia, in Sep. 2003, I moved to Dubai to establish and manage the Storage & Networking & Security divisions in UAE market.
Job responsibilities:
• Developing the market and managing the sales opportunities for both Storage & Networking divisions by targeting large & medium enterprises and sell:
o Enterprise Storage solutions: (SAN/NAS), Content Delivery (NetCaches and Content Management solutions), Business Continuity & Disaster Recovery Solutions as well as the Backup & recovery Solutions.
o Networking & Data Security Solutions: LAN, WAN solutions (Cisco & Foundry), E-mail Security Solution, Content Filtering & Anti-Spamming (IronMail - CipherTrust), Firewall, Intrusion Detections and Anti-Virus Appliance from (FortiNet).
• Developed & managed major accounts in the assigned territory through personal sales efforts.
• Work with technical consultants and system engineers to define client's business need, design the appropriate solution for Storage Consolidation, Business Continuity, Disaster Recovery and Networking and Security solutions.
• Coach, and help the Account Representative Sales Team & work closely with them to ensure growth of business.
• Grow the sales through aggressive sales development and day to day account management.
• Creating and delivering professional proposals to present appropriate technical solutions that address customers’ business issues and ensure rewarding ROI.
• Deliver Weekly/quarterly sales reports.
• Assist Regional Management in developing business strategies & sales plan.
• MSc –ISM Liverpool University, UK. – MSc in ISM program gives the knowledge and skills needed for an effective manager in an Information Systems-rich environment covering MBA subjects such as People Management, Finance, Marketing, e-Commerce and Project Management.
Associate degree in computer programming and systems analysis