نزيه مفرج

After 14 years of service at Dell and after the acquisition of EMC, I immediately joined Cognizant as ME Commercial Leader and interim Head of Market, helping clients modernize technology, reimagine processes and transform experiences so they stay ahead in a fast-changing world. Here, I am responsible for the strategic engagements focusing on all strategic businesses mainly fortune Global 2000 companies. Here, my achievements are:

- Leading the development of short and long-term strategy aligned to the Group’s vision about future, with complete P&L ownership.
- Maintaining awareness of the competitive market landscape, industries’ developments, growth opportunities and developing Cognizant as multiple-industry-transforming brand.
- Responsible for ultimate profitability of the business with consistent growth in Middle East
- Managing a commercial team of 100 including senior directors and other support functions, delivering more than 50 projects.
- Have successfully acquired 11 strategic new logos in the ME with total contract value exceeding $200M, with my winning team.
- In healthcare, our strength lies in building omni channels and leveraging preventive solutions through building algorithms that health institutions use to focus on wellbeing of citizens.

With a focus to sell data storage, information security, virtualization, analytics, cloud computing and other products and services, it enables organizations to store, manage, protect, and analyze data. I worked as GM for Dell UAE and then moved to manage South East Africa in the capacity of GM till I left, after the acquisition of EMC. I started the business operations in the Levant region as a Greenfield project leader before I moved to Kuwait and Qatar. Upon successfully turning the projects into profit, I led the public sector in the Middle East and then appointed as Midis Group Relationship Manager in parallel with the UAE Country Manager responsibilities.

While managing UAE operations, faced many challenges including bankruptcy of a number of sister concerns and loss of talented sales staff. It was the time in my career to refresh everything and restart operations. Despite the odds against us, we as team rose to the challenge and managed to be the champions with great success, significant improvements, and major achievements (can be discussed upon signing NDA) including:

- Achieved a record in being the top inspirational leader at Dell Middle East and globally for 4 years in a row.
- Had President’s award for same 2 years in a row and was named a Super Star.
- We were able to achieve substantial growth in the business:

- 100% YoY growth in Jordan, Lebanon, Kuwait and Qatar
- 20% YoY growth in UAE for the last 5 years
- 100% YoY growth in software business in UAE in just 6 quarters and further doubling in the coming 4 quarters.

- Delivered value proposition of Dell software, making it a brand of choice and exceeding customers’ expectations.
- I made sure to apply our channel model RDE (recruit, develop and engage) which helped us retain talented people in the business.
- Achieved different channel awards in the Middle East.

International Computers Limited (ICL) was a British computer hardware, computer software and computer services
company that operated from 1968 until 2002, when it was acquired and rebranded as Fujitsu in April 2002. Here, I was
responsible for Sales and Marketing with additional charge of Acting Branch Manager for UAE and Gulf Operations:
• Supervise daily activities including sales, customer support, ERP, business administration and professional services
• Ultimately responsible for ICL Sales target of UAE and Gulf Region.
• Managed ICL’s Sales Team and technical support team.
• Identify new business opportunities and developed marketing and sales strategies accordingly.
• Visited clients regularly with sales Marketing team to assure more awareness on their needs and concerns, and
eventually to ensure their satisfaction.
• Reviewed and approved quotations submitted to clients, and orders received from them.
• Coordinated with other department heads to assure smooth branch operations and clients’ satisfaction.
• Monitored marketing team’s account receivables to assure keeping it to an acceptable level.
• Ensure adherence to the sales aspects of the company’s quality management system.

The company provides business analytics, cloud products, and consulting services to businesses and operates in North
and Latin America, Europe, the Middle East, Africa and Asia. Here, my responsibilities included the following:
• To manage the sales territory allocated to me.
• To plan and arrange market and customer visits.
• To focus on Call Centers, IVR (Interactive Voice Response), SDW (Scalable Data Warehousing), Networking
Solutions, KIOSKs (Self Service Machines), Bill Payment Machines, Oracle Financials, High Availability Solutions
and other Turn Key Solutions.
• To direct the business Unit Team (Networking Engineers and Professional Services Team).
• To prepare quotations, organize delivery and follow up on orders and monitor the handling of orders.
• To follow up on sales orders, monitor pending deliveries and follow up on payments in case of credit sales.
• To follow other day to day activities relating to marketing of products and sales.

Saudi Business Machines,