Senior Marketing, Solution & Sales Product Manager
HUAWEI TECHNOLOGY COMPANY
Total des années d'expérience :18 years, 3 Mois
Highlights:
• Received coveted awards for Presentation Performance, Best Sales Achievement and Long Term Service.
• Planned and set up the new ICT marketing department with 8 employees from scratch. Trained and mentored 4+ new employees in the Marketing and Solutions department for high performance.
• Streamlined sales related to a USD 40+ million opportunity in Smart City and reduced contact wait time from 2 years to 1 year by reconciling the government and regulator environment and client side micro environment.
Key Responsibilities:
Marketing and Strategic Lead Planning:
• Defined new sales leads by keeping up-to-date with global business opportunities, technology evolution and best practices. Drive the marketing insight programs by research, business intelligent and network insight analytic tools.
• Overseen of monthly marketing development report targeting competition analysis, product positioning, key project strategy formulation, product solution eco-system construction, and market segmentation selection.
• Reported to Deputy CEO, regional office and groups key account departments to formulate leads prioritization bring key initiative to actions. Execute focused action plans to deliver on marketing and sales operational objectives.
Demand Generation and Lead Management:
• Led the planning, execution and interfacing with agencies for product promotional activities including campaigns, establishing local innovation centers, organizing exhibitions, workshops and product demonstrations to drive demands and influence lead neutralization.
• Headed the execution of digital content development (for example, consultation reports, in-depth key industry insight reports, email marketing and white papers) to drive convergence in each phase of project sale funnel.
• Maintained fruitful relationships with existing customers and executed product presentations to C-level to generate demand and drive new leads of key Digital Transformation initiatives like Fixed and Wireless Broadband Infrastructures, Smart City, Cloud CCTV Analytic as a Service, and Internet of Things.
• Orchestrated B2B product go to market, for example, product marketability, profitability, business models and business cases with pre-sales team, business unit directors, and key account directors for sales enablement and capability improvement matching market needs.
Opportunity Management, Customer Relationship Management and Sales Execution:
• Led solution development efforts that best address market demand by administering wining and expanding relationships with existed and new channel partners to develop mutual strategic objectives, financial targets, and profitable products, such as fixed backhauling, Smart Lamp-post and Digital Signage solutions.
• Extensive collaboration with Key account directors for Leading the process of opportunity management for closing strategic business deals coordinating pricing, preparing and negotiating contracts, and integrating contract requirements with business operations.
• Appointed to head interfacing with Kuwait Regulator ‘’CITRA’’ as a Principle Consultant to drive the development of effective policies and regulatory approaches, while promoting technical issues, industry trends and best practices, especially for spectrum management and national ICT plans.
Highlights:
• Captured 100% of market share and generated sales of over USD 45 million for wireless products in Vodafone Qatar through an innovative product swapping project. Coordinated with internal teams and client for solution evaluation, competition assessment, procurement, cost estimation, pricing, negotiation and final offering.
• Successfully organized an annual summit targeting the telecom sector with 95% attendance of 150 invitees.
• Delivered 90% of projected leads to the sales pipeline during employment tenure.
Key Responsibilities:
• Managed project solution sales teams in Kuwait and Qatar; developed comprehensive and competitive strategic solutions to marquee clients to deliver 100% annual sales target.
• Supervised management of leads and opportunities, developed strategic business models and pricing strategies, monitored costs, tracked competition, estimated supply and demand, and formulated action plans.
• Supported business development with inputs and recommendations to the headquarters for developing new solutions by presenting proof of concept (POC) and continuously delivering competitive products, converting POCs to revenues.
• Led the planning and execution of promotional activities including e-mail marketing campaigns, establishing local innovation centers and organizing exhibitions, workshops and product demonstrations.
• Contributed to strategic decision making at HQ and regional office levels by presenting monthly reports covering status of leads and opportunities, competition, demand programs, marketing insights and financial forecasts.
Highlights:
• Generated USD 70+ million in sales from Zain Kuwait.
• Achieved the first nationwide LTE/GSM 1800 MHz network re-farming sale in the Middle East.
Key Responsibilities:
• Led the marketing of mobile broadband products and led project implementation teams assuring delivery of high quality mobile broadband solutions.
• Managed the tendering process for mobile network projects including network design, equipment sizing, drafting technical proposals, preparing quotations, scope of contract, contract negotiation and documentation.
• Assured delivery of targeted return of investment (ROI) to clients based on the total cost of ownership by optimizing lifetime costs of acquiring, operating and modernizing mobile networks.
• Control a team corresponding of three subcontractors
• Manage site inspection, quality, integration, commissioning and acceptance for NodeB and BTS nodes.
• Constitute the interface between program management/system rollout and the customer regarding site acceptance and validation.
• Perform in-depth investigation related to Radio Access Network performance.
• Assist the Project Manager for all analysis linked to Radio Access line.
• Control a team corresponding of three subcontractors
• Manage site inspection, quality, integration, commissioning and acceptance for NodeB and BTS nodes.
• Constitute the interface between program management/system roll out and the customer regarding site acceptance and validation.
• Perform in-depth investigation related to Radio Access Network performance.
• Assist the Project Manager for all analysis linked to Radio Access line.
• Build rapport and trust with new client & upsell existed business
• Manage project planning, schedule, cost, progress and quality.
• Prepare and kept track of project reports.
• Review security and control system designed reports (wire and wireless).
• Provide custom-made electronic solutions to suit client requirements.
• Supervise technical setup unit members.
- Achieve 2:1 Honors degree. - Provide dissertation at Doctoral Seminar event in the engineering department. - Attend courses in: • Advanced Mobile communications. • Advanced Communications Technology. • Group designing and Project management. • Strategy and Management. • Engineering and Management of secure Computer Networks. • Research Methodology. • Submitted final project entitled ‘‘Broadband Wireless Networks: Technologies and Services’’