Country Lead, Enterprise Distribution
Dell Technologies
Total years of experience :28 years, 9 Months
Leading the enterprise distribution and channel portfolio for the assigned territories.
•Assist distributors and partners run their business better and more profitable so they can grow faster and which results into extra share of wallet for Dell.
•Drive a fully integrated ecosystem comprising of GTM strategies, planning, market plan execution, budgeting, customer service and staf training, supervision, and mentoring.
•Skilled in P&L management, pricing strategies, competitor, and market analysis.
(A wholly owned subsidiary of Euronet Worldwide) Country Manager
•Overall business responsibility comprised of sales and marketing, operations, and finance for following functions.
•Built and executed a comprehensive sales and marketing strategy for the Pakistan market. Improved revenue and market share in line with the overall company strategy.
•Strengthened sustainable relationships with existing and new customers.
Supervised countrywide enterprise sales with a long-term multi-year focus to grow profitable revenue in multiple sectors including, Banks, Telcos, Power & Energy, FMCGs, Healthcare & Education.
•Collaborated with partners like DELL, EMC, Oracle, VMware, BMC, Cisco for products and services.
•Transformed opportunities into business with a consistent YoY growth.
Lead Countrywide team and managed the entire Sales Portfolio.
•Developed and launched strategic initiatives for all IT business Units.
•Forecast/budget and liaison with all principals (Cisco, EMC, Dell, Juniper, Avaya, VMware, )
•Expanded business opportunities in multiple verticals with a prime focus on financial and telecom sector.
A software house with the philosophy to combine an accounting firm's Advisory Services and IT Industry Expertise by consolidating resources.
•Managed Sales and Marketing of wide range of IT Services that included software development, System Integration, System Hardware, and Technology Consulting.
•Lead IT projects by defining the scope of the project, customer requirement assessment, identifying associated risks, constraints, back-up plans, and resource planning.
•Established synergy between IT and business functions for the achievement of objectives.
Lead six Tier1 and two distribution channel partners representing Hewlett-Packard in Pakistan by aligning HP growth strategies, business imperatives with partner business strategy
•Assessment of new channel and distribution partners based on investment plans, growth strategy, on-ground team, revenue projections, working capital assessments and pre-sales staf
•Drive Tier 1 and distributors to on-target performance and incremental revenue & market share.
•Restructured Tier 1 channel landscape by improving eficiency & shifting focus from volume to value partners resulting in overachievement of annual targets.
•Consistently overachieved on channel Key Performance Indicators (KPIs) through setting partner incentives, enablement programs and initiatives and enforcing reporting compliance and quarterly business reviews.
•Introduced partners to key market segments by leveraging contacts in Telco, financial, Manufacturing, Commercial & Public sectors
•Planned and executed distribution strategies for HP primary distributors which included analyzing the distribution inventory, planning, and forecasting sales to meet company objectives.
•Aided in developing monthly and quarterly strategic initiatives that resulted in increasing the Channel Partner monthly bookings.
Managed successful country operations in delivering budgeted Revenues and Profits.
•Exceeded quota in 2003 & 2004.
•Customer Accounts generating an incremental $1.5 million in support service revenue.
•Developed teams of sales/marketing and customer services managers to meet the business requirements.
•Countrywide support and involvement with Area Sales Managers in the engagement and relationship of key customers.
•Successfully penetrated Telecom sector by ofering bill printing solutions.
Orchestrated entire sales and marketing activities.
•Successfully launched, integrated and established both Corporate and consumer Sales department resulting in sales increase.
•Established and leveraged relationships with all levels of decision makers that resulted in strong and satisfied corporate customer portfolio.
•Structured and negotiated strategic business relationships with both local and international business partners in order to reduce cost of goods and services utilized.
Developed and lead sales force of professionals to generate profitable revenues and meet vital objectives.
•Targets and strategy setups for sales team by ensuring the completion of sales management process.
•Ensured that Sales forecasting and reporting is reliable, consistent, and achievable.
•Strong experience in working with virtual teams.
Developed, coordinated, and assigned territories to cultivate prospects.
•Prepared and implemented sales presentation materials and guidelines for the sales team.
•Prepared marketing, advertising, and public relation materials.
•Successfully managed the downtown Miami district territory for two years as Senior Sales Executive.
