SENIOR BUSINESS DEVELOPMENT MANAGER
The Knowledge Hub LLC
Total years of experience :10 years, 4 Months
Generating revenue via large-scale deployment on Public, Enterprise and SMB accounts spanning across the UAE,
KSA, Oman, Qatar, Kuwait, and Bahrain with the goal of generating revenue and provides customers with next-gen
IT/Cloud-based solutions along with hardware technologies.
Lead a team of Key Account Executives, Sales Consultants, and Lead Generation executives in establishing and
executing a comprehensive plan for assigned accounts while meeting sales and other KPI targets
Lead the distribution of the company's exclusive solutions throughout the GCC countries, establishing a strong
network of channel partners, directing incremental revenue growth through partner portfolio management.
Identification and recruitment of key regional technology reseller partners, as well as a portfolio revamp to phase
out underperforming investments and fully accountable for partner life cycle management, which includes training,
enablement, generating sales engagement, and fiscal success.
Participate and manage public and private tender requirement and analyze RFP specifications, BOQ, design
guidelines, assessment as per client requirements & standards
Negotiate pricing contracts with Public Accounts to gain consistent revenue flow while protecting profitable margin, also providing dispute resolution service
Business case creation and financial analysis, including KPIs such as ROI
Play a key role as part of the contractual negotiation process, managing customer's expectations, addressing their
concerns, working alongside delivery teams to reach a mutually agreeable contractual position and demonstrate
the value of company's commercial terms and conditions.
Creating marketing plans and campaigns to promote products or services to new and existing clients.
Generate revenue by providing clients in the GCC region with cloud-based solutions and services in the areas of
networking, security, and end-user computing while fostering enduring partnerships with company-approved
vendors and channel partners
As these enterprise solutions are crucially dependent on design, assessment, deployment, and support, as a team
we ensure efficient client engagement
Built and led a sales team to grow sales for the company's product line to $15 million annually in the Middle East
As a team securing medium to large scale projects, deal size ranging by establishing, developing & maintaining
close relations with clients at Senior & CXO levels and market intelligence
Handled Enterprise Sales to private & public sector across Middle East Region for Cloud based disruptive next-gen solutions like App WAN (NaaS), WAN Optimization & Networking, Armored Browser, Enhanced MFT, Email & file/folder encryption and EDR (SaaS)
Managing the full sales cycle, negotiating payment terms with vendors in a way that the payment terms offered to
the customer provides flexibility to business for funding the project
Develop and monitor the execution of agreed business plan with vendor companies, distributors and resellers at
GCC level while ensuring compliance with company's code of conduct
Provide after sale service, wherein it is ensured that the customer was handled as per the agreement and that they have not faced any inconvenience during the process and maintain regular follow-ups to check on
renewal/upselling opportunity
Identify, Qualify & Conduct face-to-face business and ensuring the quarterly sales targets are met
Own Proof of Concept (PoC) engagements and proactively drive prospect interaction based on established PoC
Process, Support PoC engagements and production client onboarding
Engagement on projects with a commercial focus to help to drive initiatives as part of overall business strategy (i.e Competitive analysis, install the base program, review and assess the applicability of new regulations on ability to
close deals etc.)
Oversee tendering and estimation end-to-end process with professional, cost-effective and on time approach
including solutions to reduce manpower, cost, and timely project completion.
Developing business cases to generate more revenue for the company with IT solutions services, such as
Technology Consulting, Managed Services, CRM Solutions and SaaS Solutions, Manage client accounts, this includes new sales strategies, sales pitches, and business plans
Increased the customer revenue rate by 25%, working across the UAE and India
Manage C-level client accounts and come up with new sales on potential accounts and explore opportunities on
existing accounts for upsell and cross-sell
Provide subject-matter expert consultations, IT solutions and managed designs and implementations for various
strategic projects in digital solutions, social influencer channels
Building trust and long-term relationships with clients and channel partners and making professional decisions in a fast-paced environment
Cultivating positive interactions and relationship with peers, executives, delivery team and management to
evaluate sales strategy and results
Preparing and negotiating sales contracts/MOU's, with the aim of closing a profitable deal
Single point of contact for clients based out of India and Dubai and responsible for creating new refer hence based
business
Ensure new clients grow into a loyal customer base in a specialist niche market by implementing a new loyalty
program
Supervise the tendering team and represent company with Clients, Consultants & stakeholders for prequalifying
the company & generate new tendering inquiries and ensuring that the team's sales quota is met.
Negotiated contracts with vendors, suppliers, partners, and customers.