Regional Sales Manager - Middle East and North Africa
Sabre Corporation
Total years of experience :20 years, 6 Months
Sabre at a glance:
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- The world's first and largest Travel Solutions vendor
- More than 10, 000 employees in more than 160 countries
- The largest portfolio of Airline Solutions, Travel Network Solutions, and Hospitality Solutions
My role at a glance:
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Reporting to MEA VP, serving as the Regional Sales Manager for the Middle East and North Africa region (MENA). A role in which I’m responsible for driving Sabre’s sales operation, generating revenue, acquiring net new airline customers, and maximizing Sabre's market-share and mind-share in terms of Airline Solutions that include:
- PSS, Retailing, Inventory, Shopping, and Customer Centricity
- Distribution and NDC
- Network Planning and Scheduling
- Pricing and Revenue Management
- Cargo and Catering Management
- Direct Operating Cost Management
- Operations and Crew Management
- Airport and Flight Management
Sage at a glance:
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- The world's largest mid-market software vendor in terms of revenue and number of customers
- The world's 3rd largest business applications vendor of all segments and scales, and growing!
- More than 3.1 million customers in more than 110 countries across the globe's 5 continents!
- More than 14, 000 employees worldwide
- More than 23 major offices in more than 23 countries
Be Sage. Build On.
My role at a glance:
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Reporting to the MENA Regional Director, serving as the Regional Sales Manager for the Middle East region. A role in which I’m responsible for driving Sage’s sales operation, generating revenue, acquiring net new customers, and maximizing Sage's market-share and mind-share in terms of business applications that include:
• VAT Compliant and Government-Accredited Advanced Accounting Systems
• ERP Solutions (Generic Purpose)
• Industry Vertical Solutions (Retail, Manufacturing, Hospitality, Healthcare, Education, Warehouse Management, and Service Management)
• CRM Solutions (Salesforce Automation, Marketing, Services, Support, eCommerce, Social Integration, and Loyalty Management)
• HRMS (Human Capital Management Solutions) and Payroll Management Systems
• Business Analytics Solutions and Business Intelligence Platforms
HDS at a Glance:
- Founded in 1989 and headquartered in Santa Clara, California, USA
- A wholly owned subsidiary of Hitachi, Ltd. of Japan
- Employs around 6, 300 professionals worldwide
- Operates in more than 100 countries across the world's six continents
- A Fortune "100 Best Workplaces for Millennials List" (2015)
- The world's most "ethical" company for 4 years in a row 2011-2015
- Serves more than 70% of Forbes Fortune 500 and more than 80% of the Global Fortune 100
- Delivers technology to the world via more than 1, 000 Hitachi TrueNorth Partners worldwide
My role at a Glance:
Reporting to the MENAT Regional Channel Director, served as the Regional Territory and Channel Sales Manager, covering the Middle East and North Africa region, and driving the business and sales operations of Hitachi's Storage, Compute, and Data Protection and Management solutions
Main Responsibilities:
- Driving the company's direct sales with unnamed enterprise accounts and large-size customers (vendor-led direct-touch sales)
- Managing and developing specific enterprise large accounts (vendor-managed accounts)
- Developing the Partner Community and the Channel-Echo System in the defined region of my responsibility and generating incremental recurring revenue added to my annual assigned quota
- Onboarding qualified business partners, enabling them, training them from Sales, Pre-Sales, and Technical Delivery perspectives, and equipping them with the tools necessary for lead-generation, solution sales-cycle management, and deal-closure
- Driving the business via the channel and generating significant revenue through well-enabled, highly-qualified, and carefully-driven business partners
Main Technologies Dealt With:
- Infrastructure Solutions: Storage, Compute, Converged, Hyperconverged, and Content Management Solutions
- Data Management Solutions: Backup, Archiving, Replication, Deduplication and Encryption, Snapshot Management, and End-Point Data Managment and Protection
Served as the Regional Sales Manager for UAE, Qatar, Bahrain, and Kuwait. In addition, carried an individual responsibility as an Enterprise Account Manager; responsible for managing eight (8) key and high-profile accounts based out in the UAE
Main Responsibilities:
• Driving a salesforce of four (4) enterprise account managers, including myself, handling and managing a total of between sixty to eighty accounts in the UAE, Qatar, Bahrain, and Kuwait
• Defining annual sales quotas / targets, and allocating them to the market sectors / industries
• Developing Annual Sales Strategies and Sales Plans, and providing the necessary tools for them to be best executed and implemented to obtain the desired annual revenues
• Generating monthly and quarterly revenues inline or exceeding the defined allocated quota
Main Technologies Dealt With:
• Datacenter: APC by Schnieder Electric, Airdale, Uniflare, 3M, Excel, and Leviton
• Networking: Cisco, Brocade, Aruba, and Motorola
• Application Delivery: F5, Silverpeak, Riverbed, and KEMP
• Infrastructure Solutions: Dell, HP, EMC, VMWare, and Microsoft
• Data Protection and Management: Veritas NetBackup, Veritas Enterprise Vault, Veritas InfoScale, and DoubleTake
• Cybersecurity: Cisco, Palo Alto, Fortinet, SonicWall, and Stonesoft
• Performance Monitoring: Fluke Networks, NetScout, and AppDynamics
Served as the company's Business Development Manager; through which I'm reporting to the company's VP Sales and Marketing
I've been responsible for managing the company's business development and major sales operations including strategic business planning, sales planning and forecasting, defining and meeting annual sales targets, developing and managing sales resources, and managing enterprise accounts
I was able to increase the overall annual sales revenue by 35% within two years of operations and perform an entire sales-team restructuring that resulted in becoming a major player in the IT sector providing world-class IT solutions and services to both sectors, public and private
Typical projects handled include large-scale implementation of IT Infrastructure Projects, Datacenter and Disaster Recovery Sites, Business Application Implementation such as ERP and CRM systems, Portals and eServices implementation projects
Main Technologies Dealt With:
• HP Servers, Blades, and Storage Solutions
• Cisco Networks (Voice and Data)
• Sun Microsystems Servers (X86 Architecture)
• Sun StorageTek Tape Libraries
• Microsoft Exchange Server and Unified Communication
• Microsoft Great Plains and Microsoft CRM
• Intershop Infinity Suite
• ePages eCommerce Platform
Bachelor of Engineering degree (BE) in Electrical and Computer Engineering, with major of Computer Architecture and Hardware Engineering and a second major of Software Engineering and Systems Programming (Double Major) In the meantime, I was doing a minor track of Digital Communication Systems and a second minor of Computer Data Networks (Double Minor)
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