Rawad Darwich

Key Results and Responsibilities:

• Develop the business plans, sales strategies, and creat product technology feature to target key Accounts ( NBAD - ENBD - ADNOC - ADCO - GASCO ..etc )
• Account Management and Sales follow up to accomplish the sales cycle from first introduction tell the RFP
• Develop a 3M$ pipeline in 16 weeks by direct customer engagement.
• assigned security partner that can introduce my Technology to their account to help extra customer coverage.
• Consistent Follow up to key enterprise customer that targeted in weekly activity
• Develop and implement sales strategy to concentrate on a mix of direct sales, channel sales
• maintain and updated Pipeline, and forecast and run weekly - monthly call to provide update to head office
• understand the competition and define our technology winning point against competing solutions

Professional Experience


Regional Sales Manager Infoblox - MENA
COMPUTERLINKS / (December 2010 - Present)

Leading Infoblox organization strategy covering Service Providers, Enterprise, Distribution and Customer Services channel across Middle East and North Africa, including direct revenue responsibility of driving 35% of overall revenue.
Lead team to over achieve set targets, while driving over 100% growth of 3.5M $ in incremental business

Key Results and Responsibilities:

• Develop the business plans, sales strategies, investment and marketing plans for MEA that ensure attainment of company sales goals and profitability.
• Increased sales 250% in 2012 achieving 120% of quota.
• New Accounts developed: ADCO $1.M, MOD Oman $ 1.M, Mena Telecom $ 450K, ARMCO $300K MOE UAE $200K
• Leveraging on professional customer relationships increased the Business channel breadth by more than 30 partners across the Region.
• Responsible for revenue and profitability targets of the assigned territory.
• Manage relationships with major accounts and departments in government institutes, banking sector, petroleum and private companies while maintaining external relationships with decision makers, management team.
• Developed and executed vendors' channel programs that highlighted their competitiveness and advantages.
• Built partner incentive and loyalty programs.
• Drive the sales plan for assigned alliances and partners that are in line with the company strategy.
• Ownership of communication to customers, alliances and partners.
• Maintain close alignment and direct reporting to the company's Sales Director who owns the overall management of the global alliances and sales targets.
• Initiate and coordinate development of action plans to penetrate new markets in addition to new vendors and/or partners.
• Assist in the implementation of marketing plans as needed.
• Provide punctual and accurate feedback to senior management regarding the subsidiary's performance


Product Sales Manager GFI - MENA
COMPUTERLINKS / (December 2008 - November 2010)

Responsible for the distribution of GFI business in the Middle East. Recruiting and enabling the channel partners, built up the business from scratch and made $2 Million on revenue with 70% growth YoY in new business.

Key Results and Responsibilities:

• Led the Sales team to increase revenue from scratch to $2 Million by November 2012.
• Hosted monthly meetings with channel partners that included goal setting, business planning and review.
• Managed vendor relations aligning business strategies and sales targets.
• Set the Business yearly targets and budget; worked on their execution with the team.
• Set Business strategies and objectives for the sales teams ensuring optimum results both at the sales revenue as well as the overall performance.
• Guided, managed and developed staff, conducting performance management reviews at regular intervals.
• Monitored product stock on regular basis ensuring stock levels are maintained less than 90 aging.
• Ensured that the team clearly understands the vendors' ordering, backlog, shipments, internet information systems, vendors' processes for support and services and education.
• Participated in and monitored the planning and execution of yearly marketing plans.
• Increased profitability by 38%.
• Recruited 35 new channel partners.