محمد لبيب

•Working as Overlay sales manager responsible for covering 25 Key accounts across GULF for Oracle Cloud Infrastructure (OCI), these accounts are varying from Public Sectors such as ADSIC, ADIA, MOF Kuwait; Telecom Operators such as DU, Oman Telecomm, ZAIN; O&G such as KNPC.
•Responsible for building channel and distribution strategy with existing VAD’s (Tech Access, Aptec, Redington) for the Cloud Business across gulf region, which includes hiring new partners, selecting focused partners from the existing partner network, defining new sales strategies, developing roadmaps, building pipeline, and defining pricing and margin schemes.
•Responsible for developing and executing partner enablement plans. Create Cloud focused partner list and manage the partner program to enhance the partner’s competencies and maximize the revenue.
•Responsible to define strategies and act to generate long term and short term customer success and business results.
•Manage the entire sales process to ensure delivery against key performance metrics, with a strong emphasis on new business sales, while expanding existing accounts.
•Responsible for pipeline development through a combination of cold calling, email campaigns and market sector knowledge/intelligence. Adequate pipeline to ensure over-achievement within the designated territory.
•Engage with multiple sales organizations to position the Oracle solution through value based selling, business case definition, ROI analysis, references and analyst data.
•Manage the end to end sales process through engagement of appropriate resources such as Pre Sales Consultants, Business Development Consultants, Oracle Consulting, Executives and Partners etc., and through effective utilization of selling tools such as Engineered selling process (ESPs), Customer 360, etc.
•Build reciprocal relationships with different parts of the business, partners and customers and identifies synergies across LOBs and acts on opportunities to integrate business, with credibility at all levels, including Lines of Business and CXO level.

• Solution Sales Manager for Huawei Datacenter Cloud Business at Huawei ME across all verticals focusing on Telecom operators and public sectors such as DU, Etisalat, HCT, TRA.
• Working as Overlay Sales for the Datacenter Cloud Business and VDI, working with different sales organizations including Carrier and Enterprise groups. This role covering all Cloud portfolio from Huawei (private and public cloud offerings)
• Responsible for IT business development and GO TO Market (GTM) strategy for Huawei Datacenter Cloud products across all verticals inside UAE; focusing on operators and large enterprise customers.
• Responsible for building channel and distribution strategy for the Datacenter Cloud Business inside UAE, which includes hiring new partners, selecting focused partners from the existing partner network, defining new sales strategies, developing roadmaps, building pipeline, and defining pricing and margin schemes.
• Responsible for developing and executing partner enablement plans. Create Cloud focused partner list and manage the partner program to enhance the partner’s competencies and maximize the revenue.
• Responsible for developing plans and maintain relationships with IT OEM partners such as VMware and Microsoft.

• Responsible for the Sales Channel Partner Emblements role that includes sales and technical deep dive for all VMware products. (2013-2015)
• Managing all Enterprise Accounts for VMware in Egypt and Levant region for all presales activities. (2011-2013)
• Responsible for building channel and distribution strategy with existing VAD’s (Aptec, Logicom) and local system integrators for VMware across the region, which includes hiring new partners, selecting focused partners from the existing partner network, defining new sales strategies, developing roadmaps, building pipeline, and defining pricing and margin schemes.
• Responsible for developing and executing partner enablement plans. Create focused partner list and manage the partner program to enhance the partner’s competencies and maximize the revenue.
• Business continuity and disaster recovery Subject Matter Expert (SME) for the MENA Region.
• Qualifies sales opportunities in the terms of customer technical requirements, competition, decision making process and funding.
• Working on qualifying partners and put different partners on the right track of VMware technologies and create a list of managed partners (focused partners); follow up partnerships levels and competencies required
• Working as one of the OEM team to manage the relations with the other different vendors partnering with VMware. Also; deliver enablement sessions to the other vendor’s teams for all OEM partners.
• Develops relationships with the account team, partners and customers in support of sales team objectives and engages and leverages corporate resources, abilities, budgets and personnel as appropriate. Strategizes and executes technical sales calls.

Managing a team of three Systems Engineers covering the Saudi market (central; eastern and western regions).
• Uses knowledge of competitive solutions to effectively address and dispel customer objections to EMC solutions, and train the account team.
•Responsible for developing and executing partner enablement plans. Create focused partner list and manage the partner program to enhance the partner’s competencies and maximize the revenue.
•Working with the channel management teams to build channel and distribution strategy for EMC across Saudi, which includes hiring new partners, selecting focused partners from the existing partner network, defining new sales strategies, developing roadmaps, building pipeline, and defining pricing and margin schemes.
•Develops relationships with the account team, partners and customers in support of sales team
objectives and engages and leverages corporate resources, abilities, budgets and personnel as
appropriate strategizes and executes technical sales calls
•Qualifies sales opportunities in the terms of customer technical requirements, competition, decision making process and funding.
•Presents and markets the value of proposed EMC solution and business case to customers, prospects and EMC management. Participate in mentorship of more junior TC family members.

LENA region
Tech Access is the only CDP in the MENA region, which handle all the indirect partners for SUN. In LENA region all the partners are considered indirect partners.

•Managing virtual teams from a presales; helpdesk; order processing and marketing (the team size is depending on the deal size)
•Own and monitor the sales revenue for the storage and backup product lines.
•Own communication on the storage promotions, demos, announcements, etc.
•Develop vertical storage solutions for/with the partners
•Work on developing the sales and presales teams of partners
•Organize Storage initiatives / events /programs with partners on regular basis
•Partner team accreditation
•Assessments including: SWOT of the partner on Storage Product Line and Strategic Markets (verticals) and key products.

ESRI

• Managing a team from 15 presales covering all the HW infrastructure business.
• Pre-sales activities including customer visits, presentations and technical solutions for all H/W and storage products.
• Responsible for all H/W and storage infrastructure solutions such as sizing, high availability, load balancing solutions and clustering solutions for SUN, Fujitsu-Siemens and EMC Storage Products.
• Own the relevant partner relationship in the whole hardware offering which including pricing, special deals for large projects, technical advising.
• Working with the Marketing manager and the Sales Manager to prepare the offering marketing plan.
• Working the Marketing Manager to run company events to introduce our offerings to prospects and consultants.