السامية ‏‏ دجاني

Lead a community of 7 people managers, 43 account managers and 2, 000 partners across two theatres. Manage a highly complex environment of multi-layered business stakeholders, service level agreements and diversified market trends.

Reporting into Cisco's World-Wide Inside Sales organization (corporate), scope of responsibility includes engaging in high impact initiatives such as the roll out of new global-go-to market models, piloting of new program offerings and retention of top talent.

Brought in to successfully set up and turn around an ailing business into one of the best performing Distribution operations in Emerging Markets. FY’08 financials are a testimony to the outstanding transformation of Gulf Distribution yielding 25% revenue growth.

Today, Cisco’s Gulf Distribution model is synonymous with consistency, scalability and profitable growth.

Driven and managed a significant portion of HP Middle East’s annual turnover across three of the corporation’s business units (P.S.G., T.S.G. and I.P.G.)

Accountable for the profitable sale of commercial products & services through a network of distributors, T1 & T2 resellers. Responsibilities included the recruiting, developing and managing of a sales team to deliver on corporate objectives.

Generated annual sales of $25M with an above industry average profitability of 20%. Effectively restructured and steered Compaq’s commercial channel GTM model to a healthy blend of profit, revenue, DSO and inventory turns - delivering 18% of incremental revenue growth.

Qualified and authorized new channels. Negotiated long and short-term business plans and evaluated contingency scenarios. Isolated and tackled key (internal and external) business inhibitors hurdling growth.

Increased customer acceptance by gaining 2 PTs of market share. Managed all aspects of category business across 35 subsidiaries (M.E.M.A.). Analyzed key financial indicators and formulated annual Business Plan with full revenue and profit accountability.

Formed cross-divisional teams to bridge communication and functional gaps between Sales, Finance and Operations.Reduced inefficiencies and realigned internal business processes.

Successfully launched and refreshed new product lines on a three monthly basis. Rolled out competitive monthly promotions to generate run-rate business. Anticipated and responded to competitive trends. Substantially improved forecasting accuracy and minimized obsolescence charges.

Identified new opportunities, responded to R.F.Ps & recommended a best fit integrated solution for customers.Liaised with primary vendor to leverage available resources & technical know-how to win deals.

Administered the implementation of large-scale projects. Allocated appropriate resources to ensure high quality level of service and support to clients at all times.

Engaged with senior technical consultants to resolve challenging software and hardware problems. Perfected the use of PSS WorkBench, PSS KnowledgeBase Article Browser, and WADLE. Provided high quality product support to all level end users.