Head of Enterprise Marketing
Zain - Jordan
Total years of experience :18 years, 3 Months
Responsible for enterprise business unit P&L covering the B2B service portfolio; mobile, cloud and colocation, SaaS, M2M / IoT, fixed voice, connectivity and IT services.
Handle the unit’s budget, targets, strategy, planning, loyalty, technical support team, branding and marcom, financial planning and business cases.
Manage a team of presales and solution architects for cloud, MPLS, infrastructure and security services.
Handle all tenders, RFPs, negotiations and sales strategies with through direct and indirect channels.
Developed AVM and data science department to extract more revenues from existing base and monetize big data.
Highly focused on innovation, diversifying revenue streams, creating unique business models with an entrepreneurial vision to drive change. Managed to achieve market leadership in SME sector, exponentially grew revenues from ICT services and repositioned Zain Business as a key ICT player.
Design the overall B2B marketing strategy for a portfolio of services; voice, connectivity, marketing solutions, IoT and M2M, as well as many other customized solutions.
• Develop and launch new products and services from setting value propositions, partnerships, business models and campaigns designed for different scopes, industries and technologies.
• Manage a large portfolio of B2B customers from negotiations, retention, value extraction, upselling / cross selling activities to developing customized solutions and contracts.
• Manage the launch of tactical and corporate advertising campaigns, events, seminars and loyalty schemes.
Increased market share by 3% from 81% - 84%, and revenues by 2% over a period of 9 months. Introduced new B2B services, created an indirect sales channel and headed the acquisition of several major tenders
Launched and managed nationwide coverage a portfolio of 3G, 4G and fiber internet services for home and segments.
• Launched 3G services in 2011, 4G in 2016 and FTTH in 2017 through nationwide campaigns.
• Headed the development of research, value propositions, pricing, bundling and branding of BB services.
• Developed marketing communication strategies and launched numerous campaigns, events and activities.
• Lead the development of an indirect sales channel, commission structures and setting targets, reporting structures and KPIs.
Increased Zain broadband market share from 7% to 32% and revenues by more than 400%
Seek and identify VAS business opportunities focused on diversifying the company’s revenue streams.
• Developed a reseller model with a leading telecom operator.
• Headed full product launch - from planning, development to marketing, sales negotiations and go-to-market.
Diversified corporate offerings by launching new services and creating new channels
• Conducted analysis to assist decision making on financing, operating activities, sales strategies and commissioning.
• Trend analysis on metal prices (locally and globally) to manage cash flow for purchasing and seasonality trends.
• Foreign currency exposure analysis to assist decisions on hedging.
Skilfully identified cost cutting strategies, successfully contributed to corporate bottom line.
Performed all aspects of system administration on VAS platforms (including SMS, MMS, GPRS, Blackberry)
• Managed systems from hardware and software installation, developing and testing services technically.
• Handled monitoring, analysis, and reporting of services performance.
Honoured with COMMS MEA - Best Value Added Services Operator Award in region (2006)
Distinction grade achieved. Main Modules: Corporate finance, International Marketing, Entrepreneurship and Innovation, International Business Strategy, Organisational Structure and Management and Research Methods in Management • Dissertation: Mergers and acquisitions at GCC Financial Institutions – Grade: Distinction
Main Modules: Advanced Mathematics, Mathematical Applications, Advanced Communication Systems, Artificial Intelligence, Management of Engineering Projects, Industrial Organisation and Management