Senior trainer and Consultant
mmi
Total years of experience :16 years, 2 Months
Workshops on Sales techniques for companies and C-levels
- Workshops on Business Development for companies and C-levels
- Assist customers and integrators for Business & Channel Development
- Coordinate with multinationals companies and local companies for Sales and business development
- Educate, lead and supervise members of the business development team
- Build, encourage and maintain long-term relationships with key stakeholders
- Identify business weaknesses and challenges for companies
- Develop relationships with new partners and customers aligning with management team
- Coordinate Marketing and Digital strategy with Marketing team
- Support in new opportunities & coverage development
- Align with dedicated team for Customer satisfaction & loyalty programs
Maintain, develop and grow the territory of partners and end user accounts
Engage on regular customer face-to-face or online meetings to understand their business and project requirements.
Develop & maintain strong partner relationship through strategic initiatives and incentives Work closely with the Sales team, partner & marketing teams to come up with account plans for all the accounts per country
Orchestrate account coverage through effective collaboration and leadership of internal team/specialists and partners to align on the engagement with customers and the vendor
Align with vendor strategy and territory business/product and channel plan
Supporting Internal and Partner Sales with price quotations, customer engagements,
Workshops, POCs, technical briefings, training, enablement and certifications
Collaborate with marketing to drive customer participation in thought leadership round-tables, events and Demand generation initiatives for the region
Weekly forecast opportunities bookings per country/partner
Work and supervise the whole sales process : Scope to Delivery process
Participate and animate conferences, shows, Events
Work closely with internal finance and logistics team to smooth the booking process per country
Support strategic partners in negotiating large deals with complex terms, conditions, prices pressures and considerations
Develop & maintain strong partner relationship through strategic initiatives
- Hire new partners and support them in term of training, enablement, certifications
- Align with all vendor stakeholders and Leaders
- Planning new Channel Strategy for the Region
- Customer Facing - Supporting Internal and Partner Sales with price
quotations, customer engagements, Workshops, POCs and technical
briefings
- Customer meetings/ calls with C-level, Sales Managers, sales/presales team
for the whole region
- Prepare & deliver high level solutions presentations / demonstrations / RFPs
- Ensure on a daily basis the account management for partners
- Work and supervise the whole sales process : Scope to Delivery process
- Lead & coordinate Marketing & Demand generation initiatives for the region
- Participate and animate conferences, shows, Events
- Responsible of the Account Receivable collection for the region
Webcenter Suite, SOA Suite, Business Process Analysis Suite (BPA formerly ARIS), Weblogic Server, Jdeveloper, ADF, Business Process Management (BPM), Governance, Risk Management, Oracle Service Bus (OSB)
- Covering MEA region (Middle East & Africa)
- Act as an Expert and Adviser in the Oracle SOA and Portals solutions for Customers and Partners
- Deliver technical workshops to partners
- Develop, Present and Organize Meetings, Demonstrations, Presentations, Seminars, Prototypes (Proof of Concept) and Events on the SOA and Portal solutions for the Customers and Partners.
- Assist the Sales in the identification and the promotion of the Oracle Technologies (SOA and Webcenter) Solutions in order to meet the customer requirements.
- Work with customers to understand their requirements in term of data, functionalities and Business processes.
- Help and Advise the Customers to identify the best Oracle solution which will meet the needs for their business in term of Architecture, products & sizing.
- Assist customers in the writing of the RFPs (Technical part) - Achieved Projects :
- Project Smart City : Participation in the design part of the solution “Smart City” (RFID, sensors)
- DOF (Digital Oil Field) : Participation to the creation of a DOF demo (SOA) Oil & Gas process automation (exploration workflow, reservoir engineering workflow, production workflow)
- Ghabbour POC: Automating and integrating business processes with SOA and Webcenter to display on the portal.
-Latest trainings & events for customers and partners:
- Oracle Business Process Analysis Suite workshop (installation and hands
on on Vmware
machine) - Ivory Coast
- Oracle E2.0 day : Oracle Wencenter Suite 11g
- Oracle Middleware Day: Oracle SOA 11g
- Business event for Public Sector : SOA presentation
-Latest projects managed:
- Updating all presales activities in all sector (oil & gas, telco, finances &
public sector) in collaboration with sales and other presales
- Preparing event for “healthcare integrated solutions” in the Military Hospital