Senior Account Manager
Qemat Al Marifah
Total years of experience :17 years, 3 Months
Handling countrywide sales for IT Infrastructure, Networking, Security, Infrastructure, Business Solutions & Services while partnering with industry leading vendors
• Identifying customer needs in coordination with sales & pre-sales teams to deliver a robust solution that can server the customer pain points.
• Building and maintaining strong relationships with key clients serving as the primary point of contact for all their needs and requirements.
• Understanding client objectives and goals, and proactively identifying opportunities to enhance their business through our solutions offerings.
• Working closely with vendors and distributors to educate and enlighten customers with latest IT Solutions.
• Providing sales forecasts and reports to management, highlighting achievements, challenges, and recommendations for improvement.
Directed a team of sales specialists responsible for Enterprise/Client business from various Vendors (Dell Technologies/ HPE/ Lenovo DCG & PCG/ Nutanix / HP Inc/ NetApp/ Huawei / Microsoft/ Apple, Canon/ SEDCO & Others) in Riyadh for Defense & Security/ Education/ Commercial/ Health/ Gov. & Banking Sectors.
• Quickly identified customer pain points, and pointed them in the right direction leading to better customer satisfaction.
• Accurately provided revenue forecasts during pipeline review meetings for the higher management.
• Scheduled various sales enablement trainings and workshops with vendors to enhance team sales skills & product knowledge.
• Handed the sales cycle from inception to execution, while having full ownership of P&L to achieve target revenue and gross profit.
• Handled Sales operations to close yearly quota smoothly.
• Avoided negative impact on sales orders by proactively analyzing yearly sales data and to avoid year end provisions.
• Aligned with Finance to restructure material groups and introduced new product and services categories into the system for smooth processing of sales orders and to avoid any unnecessary logistic charges.
• Managed sales operations while coordinating with Sales Admin & Procurement team for sales orders, POs to vendors.
• Closely followed-up with the PMO handling various awarded opportunities/projects for smooth delivery of products and services to the customer and for proper recognition of the target revenue and billing in the system.
• Conducted account planning and business review meetings with various vendors to set mutual strategy/objectives and targets.
• Negotiated with vendor to get the best discounts during closing phase considering scope, requirements, and overall cost.
• Handled portfolio of various enterprise products pertaining to different vendors for small, medium and large enterprises.
• Generated leads with coordinating with Marketing and Sales team to gain new clients.
Manage and direct project teams while executing and controlling projects. Handled various projects including Infrastructure, IT Systems Enhancement, SAP PMS, Manpower, IBM Mainframe upgrade and other projects.
• Analyzed and refined business goals and objectives while transforming business constraints and assumptions into requirements.
• Managed project team while executing/controlling project tasks.
• Guide/Coach and provided expert opinion while assisting project team whenever needed.
• Preventing any scope change, while maintaining user satisfaction to the overall work and product.
• Managed acquisition of resources while communicating with client and recruiting companies and other parties involved.
Involved in the architecture design, management, documentation, testing, designing & development of Windows/Web Applications.
• Designed and developed architectures for different projects.
• Documented business user case and requirements into High Level and Low-Level design documents detailing project deliverables, business processes, assumption and constraints.
• Defined deliverables and various internal and external while decomposing further into more manageable, realistic work packages and activities.
• Work on various platform and technologies including MS Visio/ Project, .Net 2008/2010 (C#, VB.Net, ASP.Net), Oracle, SQL Server, Enterprise Architect.
Involved in the management, documentation, testing and development of Windows/Web Applications and support and have used MS. Visual Studio .Net 2005 (C#, ASP.Net), JavaScript, MS SQL Server 2005 database and Open Source PerstDB.
• Developed various components for the in-house products in accordance with eXtreme Programming & agile software development paradigm.
• Worked on various .Net frameworks and technologies covering Desktop/Web Applications and Backend services.
• Created Web Services providing access to Business & Data Access layer for which created various database functions and stored procedures.
Worked in Linux desktop applications/libraries development and have developed applications using KDevelop(C++, KDE, QT), QT- Designer, VS .Net (C#, ASP.Net), PHP, ASP, HTML/DHTML, JavaScript, VBScript using MySQL, MS SQL Server databases on Linux and Windows operating systems.
• Developed several applications for Lassist Suite which is a product of Linspire Inc. This Suite is based on the Follow Me Technology, which states that data follows user, wherever the user goes. All applications depended upon Lassist Library, which served as an abstraction layer between client application and MySQL database.
• Developed mechanism for Synchronization between Client/ Server communications using Socket, Http Communication.