Nael Kiwan

Responsibilities:


- Develops and executes sales strategies and tactics that maximize Cisco opportunity within the Transportation node.

- Defines, communicates and implements the Go to Market strategy for the Transportation segment

- Builds and leads the Transportation segment team and this includes hiring, training and development, coaching and performance management.

- Builds executive relationships with the CXO level

- Develops and delivers accurate revenue forecasts in line with business objectives. Interacts with other Cisco teams (AS, CA, Cisco Capital, Verticals), to effectively leverage the Cisco value proposition


- Creates integrated solutions to address most complex requirements

- Act as virtual team leader and/or mentor

- Articulates Cisco product and business strategies, creates the demand and leads customer discussions to advance the sales process.

- Ensures a high degree of Customer satisfaction with Cisco products and services

Responsibilities:

-Ensure Oracle HW is actively participating in all potential sales opportunities in Saudi either directly or indirectly through partner.
-Prepare and implement measurable territory plans utilizing multi-level sales strategies.
-Develop and implement the Oracle go-to-market initiatives for the saudi market.
-Produce and keep up-to-date quarterly territory plans and portfolio maps - covering analysis of competitive landscape, pipeline, initiatives, programs, trends and results.
-Provide and deliver quarterly regional business reviews and forecasts
-Present the Oracle Engineered value proposition to Oracle HW existing customers, Oracle SW customers and partners.
-Represent Oracle HW team in all IT marketing activities held in Saudi.

Responsibilities:


-Manage business relations with major Telecom companies in Saudi.

-Sell and promote all Oracle HW and Engineered Solutions.

-Present Oracle HW Value and addressing the customers’ pains and needs

-Meet the sales and revenue targets.

-Develop a dedicated account plan

-Develop the plans and strategies to expand Oracle’s footprint inside major accounts.

-Work on Multi-Million Telco Projects

-Manage the projects teams in order to assure smooth and successful implementations.

Responsibilities:

- Promote and sell all NCR solutions such as: Self service solutions, Networking (Cisco), Storage (EMC) and e-commerce solutions to all major customers in Bahrain.

- Manage and liaise NCR relations with the direct and indirect channels

- Responsible for attainment of revenue, orders, and profit goals for the entire branch business whilst maximizing customer retention & delight.

- Provide executive-level sales leadership, resource allocation, employee management & development, succession planning and overall management of the all solutions in the Branch.

- Motivate and empower the sales team to achieve the branch plans, and coach, mentor and develop sales associates to enhance their performance. This includes coaching both sales skills and sales strategy . This also includes evaluating performance and providing individual mentoring and development plans.

- Review project/delivery milestones

Responsibilities:

-Improve and maintain market share for Gasper solutions(Self Service Management Software) in the MEA countries.

- Investigate new opportunities for Gasper Products and Services.

- Compile lists of prospective customers for use as sales leads within MEA
countries, based on information from magazines, trade shows, business
directories, partner referrals and other sources.

-Prepare proposals, price quotes, and sales contracts in accordance with
corporate policies and procedures.

- Manage the professional services resources within MEA countries.

- Develop and Maintain relationships with Gasper customers.

- Travel through Middle East & Africa countries to promote Gasper Solutions.

- Analyze customer's needs and recommend products, services, and related
systems components that best meets customer's requirements.

- Identify unique customer requirements for software development evaluations.

- Recruit & develop potential business relationships with area distributors and partners.

- Provide sales support to NCR country sales team & NCR partners within MEA countries; including answering questions, assistance in pricing, pre-sales support, proposal preparation, customer presentations, etc.

- Consult with software development on highly technical problems.

- Prepare reports of business trips and keeps expense accounts. Maintain and submit record of sales motions, prospects and customer contacts within MEA countries.

- Knowledge of competition, along with an understanding of how other companies fit within the Gasper product area.

- Review & assist in development and input to marketing materials including
product manuals.

- Assist in developing product pricing and strategies.

- Provide sales teams with knowledge and tools to help them penetrate new
accounts and sell new solutions to existing accounts.

A- May, 03 till July, 06 Banking Sector Sales Manager Riyadh, Saudi Arabia

-Manage business relations with the financial insitutes in Saudi Arabia.

-Sell and promote NCR's products and services such as: ATMs, Payment
products, Monitoring Solutions, ATMs Software solutions, Networking Solutions and Data warehousing …, etc.

-Develop dedicated account plans major customers.

-Achieving the sales targets and annuities.

-Coordinate with NCR Global support center and local resources on the technical issues and clarifications related to the local banks in Saudi.

-Develop the plans and strategies to promote NCR's products and services.

-Follow up the projects implementations and helping the technical team in these project.

B- April, 02 to May, 03 Services Relationship Manager Riyadh, Saudi Arabia

-Manage the Customer Services (CS) division’s relations with major customers (Revenue $6M).

-Ensure the highest level of service quality to our major accounts within the Retail, Financial, and Teradata Business units, as well as CS strategic accounts.

-Promote all NCR's services to the banks in order to expand the business volume related to our current maintenance contracts.

-Handle the interface or liaison between the customer, CS operations, and our sales teams with regards to Support issues.

-Manage the P&L for the customers SLAs

-Increase the SLAs annuities.

-Handle the day to day escalations, interactions and following up the calls/escalations with the team leaders/Help desk.

-Arrange the workshop presentations where we explain the CS main procedures and rules and getting the customers feed backs.

-Manage the sales activities in Jordan.

-Develop business relations with all the banks in Jordan.

-Arrange for seminars and presentations.

-Prepare the projects bid reviews.

-Sell Self service products & services such as: ATMs, Kiosks, switch controller software (CR2 Products).

-Develop the plans and the strategies to promote NCR products.

-Follow up the projects implementations.

-Support other business units within NCR by arranging for technical
presentations.

Responsibilities:

-Manage the sales activities within Saudi Arabia.

-Manage and coach the sales team and build strong sales funnel.

-Manage the P/L for the division.

-Develop new partnerships with IT suppliers.

-Sell the company products and services:

* Total Internet/Intranet solutions, such as:

1- Web Application Development.
2-Web site design and development.
3-Web site hosting.
4-Web site maintenance.
5-Analysis of web site traffic.

* IT Manpower:

1-Project Management
2-Systems and Network Management
3-Customer Services Liaisons/Consultants
4-Internet / Intranet / Extranet Specialists
5-Graphic designing
6-Software Developers
7-Network Engineers

1-Manage the sales activities for major accounts in the eastern province-Saudi Arabia such as: Aramco, Sabic Group, SCECO, KFUPM, Bechtel, GUI, Nesma, ..., etc.

2-Sell IT products and services such as:

-Consultancy
-Internet/Intranet solutions:like web application development.
-Networks (LAN, WAN): Implementing & upgrading based on 3Com, Bay networks(Nortel) products.
-Premises Distribution Systems (PDS)- Structured Cabling. .
-Service Contracts: Offer several type of contracts to clients to fulfill
their requirement and to be cost effective. That includes: Help desk services, Software support, Hardware service agreements and other types of contracts to cover customers need.
-Outsourcing: LAN-WAN Engineers, LAN Administrators, and PC
Technicians…etc.
-Advanced Technical Training Courses: Like MCSE courses, CNE courses.

-Sell HP products such as: Servers, PC’s, Plotters, Printers and Scanners.

-Develop the dealers/resellers network for HP products.

-Manage the HP showroom in Dhahran.