Head IoT Business Development & Product Marketing
NXN
Total des années d'expérience :18 years, 8 Mois
• Spearheads the Smart City Services development of NXN and works across multiple geographies in the region by developing the organizational, technical and go to market requirements to drive effective Smart City transformation.
• Leading team of BD’s covering the EMEA region with a mandate of transforming the sales business model from a customer-led model to a $100 million partner-led one.
• Subject Matter Expert in transforming customer business requirements to digital solutions through command & control centre dashboards by creating unique value propositions with cost effective solution.
• Lead the GTM teams, Alliances with Partners /System Integrators for E2E Digital solutions planning and development to enable smart services such as Smart Cities projects, launch of Digital Health, Building Management, Retail analytics, Public safety and many other smart solutions.
• Led key strategy and go to market engagements with various flagship accounts like du, Zain, STC, Smart Dubai, Abu Dhabi & Ajman Municipality, Medcare, Emaar etc.
• Leading & executing the partner channel development, business development, alliance management to drive customer lifecycle value by leading pipeline development and by proliferating great partner solutions.
• Create and drive connections between NXN internal teams (Sales, GTM, Technical etc) and partners, and partner to partner to deliver solutions / user journeys for end customers by facilitating matchmaking within the partner ecosystem to drive opportunities and customer success.
• Orchestrate end-to-end joint offering motion with the GTM and Partner Management teams by partnering with teams to drive leads and opportunities.
• Managing portfolio of Fixed & Mobile products throughout the value chain covering business planning, commercial roadmap, technology readiness, partner management and maintaining excellent customer experience.
• Drive marketing projects from translating insights into actions, developing and implementing best practices propositions across various business verticals and ensuring end to end execution.
• Led business process design and business requirements to optimize the utilization of systems capabilities and identify synergy across multiple requirements for efficient implementation.
• Successfully managed Commercial Portfolio by introducing business priorities, commercial roadmap & expediting end-to-end project delivery that led an annual revenue increase of 15%.
• Interface with Business to understand and framework the scope of their requirements, test case scenarios and acceptance criteria.
• Managing end-to-end product design, development, UAT and post production.
• Manage overall activities translating the business ideas & requirements into demands in compliance with business unit strategy and budget.
• Ensure channels' orchestration in line with customer preference and Omni channel ambition including channel capacity planning and readiness for campaign execution.
• Work closely with technical teams to translate commercial requirements into technical solutions ensuring the technical solution meets the business objective.
• Led the Business Development team of Mobile portfolio contributing 40% of company revenues with 23% yr-on-yr growth, successful projects includes:
o First ever roll out of Device Management by any operator in GCC market.
o Leading the execution of largest M2M project by an operator in Qatar - 500 sims for Qatar taxi in 3 months’ time.
o Develop a strong governance framework of performance tracking, KPIs and ROI
o Successful execution of shared bundles with fixed- mobile convergence; resulting winning USD 50 million worth of contracts from top Enterprises in GCC.
• Heading the B2B channels with responsibility for delivery of Revenue and Profit targets within the segment, whilst ensuring a high level of Customer satisfaction.
• Develop effective management of Customers through all touch points (OMNI experience) and set direction of the overall different channels for Sales, this includes the company's sales & distribution network, affinity partners and new sales channel partners - To minimize churn and Maximize acquisition & retention.
• Close collaboration with global and local data science and campaign analytics resources to translate customer & campaign insights for use case development/modification and identifying ways for improving KPIs.
• Translate use cases into detailed business requirements to be used for acquiring newer technology, 3rd party channel integration, data science roadmap development etc.
• Hands On experience in developing acquisition programs, Revenue Uplift campaigns, Cross / Up selling & Retention programs.
• Overall accountable for managing USD 1 billion annual revenue by addressing the segments all relevant strategic, marketing and financial needs.
• Developed Etisalat’s Enterprise segment strategy in alignment to the overall commercial strategy by offering customized products, maximizing the growth of its customer numbers, voice revenue and increasing the brand loyalty.
• Developing in-depth understanding of the segment’s needs, behaviour towards the different products and propositions, competitive environment, market dynamics & different distribution channels.
• Responsible for segments long term strategy, annual plans, propositions (acquisitions, retention, ARPU development, brand preference and differentiation)
• Successfully launched Blackberry service (USD $ 4m) for large Enterprise and SME’s. Conducted a full strategic review and created 3-year- business plan, providing recommendations for future business developments across the organisation in line with business / technical objectives.
• Managed a high level USD $ 3m implementation of Location Based Services (Find a Friend and Place) achieving tremendous response in first quarter of launch.
• Successful implementation & launch of Mobile Ring Back Tone (MRBT) service in Pakistan worth USD $ 2m. Record time roll-out of MRBT service adding unique functionalities thus getting millions of MRBT activation request in first quarter.
• Managed customized USB wireless broadband (EDGE/GPRS enabled USB cards) and first ever roll-out in Pakistan, both successfully delivered on target and on budget within short timescales.
• Successfully deployed OTA Platform for Dynamic STK Management. This kind of functionality is first in Pakistan, now Warid subscribers can benefit from different services on STK menu without physical connectivity of the SIM card. The menu is updated over the air.
CGPA at end of degree was 3.47. Got one semester scholarship on scoring 4.0 GPA in one semester. Acknowledged by Dean of University for scoring 4.0 GPA. Did internship in final semester with NCR Corporation for Marketing of their customized solutions.