Channel Manager
IBM Saudi Arabia
Total years of experience :32 years, 11 Months
Responsible for building of business partner eco-system to increase Analytics software license revenue from Saudi region. Key responsibilities include:
• Identify, recruit and on-board new channel partners for Analytics in KSA
• Work closely with VADs (newly appointed value added distributors from Jan 2016) enabling their sales and pre-sales team on IBM Analytics offerings and their value proposition for their business partners and customers.
• Build relationship with GSI players, local system integrators and encourage them to include IBM Analytics in their solution offering to their customers.
• Lead the business partners to create and execute Business Plans to meet the revenue goals covering each Analytics segment i.e BI, Predictive Analytics, Information management, ECM
• Provide the management with a weekly update on the pipeline progression of the current quarter opportunities with a forecast.
Achievement highlights:
Expanded the IBM Business Partner family from 8 to 50 Business partners within a span of 12 months.
During recruitment and on-boarding of new business partners, independently handled the enablement on the overall Anlaytics portfolio.
Built close working relationship with Global System Integrators i.e Deloitte, Accenture, WIPRO, Tech Mahindra and others to help them include IBM Analytics as part of their offerings to their customers.
During 2016 an Economically challenging year in Saudi - managed to achieve revenue objectives and over achieved yearly License revenue targets from enterprise as well as commercial market segments.
Led the IBM Business Analytics brand in Saudi Arabia managing a portfolio of Analytics solutions including - Information management, Business Intelligence, Financial and Operation Performance Management and Risk Analytics.
Responsible for achieving the brand revenue target in Saudi by identifying and closing new business within enterprise accounts and supporting business partners for revenue from mid market accounts.
Articulate to the C level executives the value proposition and better business outcomes by deploying IBM Analytics.
Cover the Saudi region across all industries with a focus on the Banking sector.
Collaborated internally with the virtual account teams and externally with partners and customers to achieve the sales objectives and customer satisfaction.
Achievement highlights
Helped SAMBA Financial Group to Strategize and Standardize Business Intelligence and Analytics for their Retail banking group.
Worked closely with Bank Al Jazira for automating their Budgeting, Planning - achieving Operations Performance Management.
Enabled Al Rajhi Bank to envision a 5 year roadmap around data governance and master data management initiatives.
Established referenceable customers by building positive relationships and playing trusted advisor role. Some of the customers are: SAMBA Financial Group, Bank Al Jazira, NCB, PEPSI Bugshan, Obeikan Group, SABIC, KFUPM.
Succesfully improved Business Analytics licence revenues in Saudi region with a double digit growth.
Established Business Partner network with skills to deploy IBM Analytics
Replaced competitor solutions with IBM Analytics at major accounts including Pepsi and SAMBA.
Assumed the role of Sales Manager for the Saudi region at a time when there was no Business Objects presence, neither directly nor through any business partner. Established and built relationships at all assigned enterprise accounts, and developed new business partners in three major cities. Was responsible for directly managing large enterprise accounts and supporting local partners for SME business.
Achievement highlights
Created triple digit growth in sales revenue and enhanced the profile of Business Objects in the Saudi region.
Established close working relationship with key IT players / system integrators: WIPRO, TCS, SBM, EJADA.
Managed SAUDI ARAMCO account and succeeded in closing largest BI deal for Business Objects in Saudi Arabia.
• Responsible for business development functions within Automotive Strategic accounts which included the big 3 OEMs (GM, Ford, DaimlerChrysler) and major parts manufacturers with annual revenues over billion dollars.
• Develop customer relationships and identify business opportunities for Oracle enterprise software applications (ERP, SCM, CRM, BI, Data Hub, Corporate Governance Solution-ICM) and work with the Account Manager and his team to progress the deals within these assigned automotive accounts.
Achievement highlights
Carried out demand generation campaigns accordingly which resulted in 120% increase in sales revenues ($12M) in 2004 from these strategic accounts.
Led strategic account planning sessions leveraging the team resources which played key role in exceeding quarterly pipeline targets of $1M.
Overcame challenges at SAP dominated Automotive OEM accounts and succeeded in introducing small Oracle application footprint which could be extended later.
Received award for the Best Performance in Q2 of 2004.
Responsible for growing overall sales revenues, execute business development strategies to grow both new and existing business. Identify, establish and manage Reseller Channels for increasing Cognos BI sales in Saudi market. Conduct high impact sales presentations at prospect sites and major IT tradeshows.
o Established pipeline generation strategies consisting of ‘prospecting at key accounts armed with account intelligence and solution selling approach, Industry focused technology sessions’ thus ensuring a consistent growth in sales revenues. Contributed significantly to the overall annual revenue growth from $4M to $9M in 4 years (1998 - 2001).
o Relationship based consultative selling approach and impeccable follow through resulted in repeat business and majority of the customers became available as reference customers for the prospects who were evaluating our solutions.
o Successfully established and managed Reseller channels/Partners to promote Cognos BI solutions. Provided sales training to the partner sales staff.
o Successfully negotiated the FIRST- COGNOS - Web Based, Business Intelligence solution in the entire region at National Commercial Bank (NCB) a leading Saudi Bank.
o Managed complete sales cycle from ‘Sales lead to contract negotiation’ and won 3 major deals for Microsoft Great Plains ERP within the first six months of signing the Reseller/Partner agreement with Microsoft.
Responsible for complete sales cycle from lead generation, account management to contract negotiations. Create business opportunities and close deals for Maximo EAM and Cognos Business Intelligence solutions by understanding each account in detail for their business issues and their impact. Identify and establish new customer relationships and evolve other relationships already in place. Some of the achievements in the role were;
o Established knowledge base of all the key accounts in the region from ground zero which became the basis of ‘Pipeline generation plan’ resulting in healthy and consistent pipeline flow.
o Established and maintained strategic alliances and partnerships with leading IT players; IBM, HP, Leading Management Consultants, resulting in sales leads and referrals.
o Increased the customer base for MAXIMO EAM from 6 to 19 customers and the largest deal closed was valued over $1 Million at SABIC - PETROKEMYA refinery now a referable customer.
o Was recognized by Cognos Inc. for selling the highest number of user licenses in the region (400+ user licenses for Cognos Powerplay and Impromptu products.) Some of the multinational customers included: Procter & Gamble, Pfizer, Novartis, Mobil, Mednet and Kimberly Clark .
• Lead market promotion and sales of AT&T SYSTIMAX Structured Cabling System consisting of Fiber Optic backbone and category 5 UTP LAN cable and connectivity devices.
• Established alliances with Construction companies, Consultants and Electrical contractors to ensure every major construction project preferred AT&T structured cabling system for their voice and data communication needs.
• Won the most prestigious Structured Cabling project for Saudi Arabian Airlines Headquarters.
• Developed dealer network for AT&T Business Communication Systems for small and medium sized companies.
MBA, 2 Year Full time Post Graduate COurse in Business Administration with emphasis in Marketing Management.
One Year Post Graduate Diploma Course in Business Management.
B.Sc, 3 Year Degree Course in Bachelor of Science.