Sales Manager - Managed Security Services
Tata Communications FZ LLC
Total years of experience :19 years, 4 Months
Complete responsibility for handling MSSP New Order Booking, Marketing & Contract management for Middle East Central Asia & Africa (MECAA).
Day to Day Team work with Solution Engineering, Product Management, Project Deployment & Sales Force for MSSP business unit across RTM’s.
Odyssey CyberSecurity is an ISO 27001, PCI DSS Qualified Security Assessor (QSA) and Approved Scanning Vendor (ASV) certified firm. Odyssey has a vast experience in conducting Risk Management Practices & SIEM deployments for organizations across multiple industry segments (http://www.odysseycs.com/)
Job Description
Primarily responsible for upholding Odyssey’s Business Code of Ethics in the region.
Identifying and positioning SIEM, Managed Security Services (MSS), VAPT, Risk Investigation Mitigation Services, GAP Analysis, Big Data Analytics opportunities across ME market segments.
Handling full responsibility for accurate sales forecasting by demonstrating in-depth knowledge of sales cycles from initial lead generation, end-user relationship, pre-sales coordination, proposal building till procurement process and ensuring CRM is utilized appropriately and updated on a regular basis.
Developing relationships and leverage channel including account planning and lead generation with channel partners and end users; building relationships and developing opportunities with channel partners by effectively communicating and demonstrating Odyssey Offerings.
Maintain up-to-date knowledge of IT industry trends, technical blogs and government regulations that effect target customer segments.
Meet or exceed sales quotas and revenue goals assigned for the region
1. Working with K7 Computing as Regional Head - Middle East from April 2013 - till date
K7 Computing is a leading Security vendor for more than 20 years having major focus on AV & End point Security solutions with more than 12 million nodes sold around the world.
Job Description
• Complete responsibility for the creative and business operation of K7 Product in the Middle East
Market. Responsible for driving innovation in the region and championing regional business
opportunities to K7 HQ in India
• Achieve the assigned revenue and profitability quotas for K7 products across all consumer and enterprise segments in the region.
• Evaluate Market Trends and gather Competitive information, identify trends that effect current and future growth of sales and profitability. Disseminate the acquired information to the channel
partners & resellers across Middle East on a time to time update.
• Responsible for regional business forecasting, partner enablement and sales tracking.
• Empowered to make business decisions within the region on product pricing, partner signup and
Marketing activities.
2. Worked with EMITAC Distribution LLC, Dubai as Business Development Manager from June 2012 - March 2013
EMITAC, is a leading broad line distributor for HP, Lenovo, Acer & Samsung. With over 35 years of experience. We have established a strong reputation and are considered by our customers to be
financially strong and a reliable distributor and service provider.
Job Description
• Responsible for regional business for volume & value products covering Dubai Corporate, OMAN,
Bahrain and Libya
• Additionally responsible as Product Manager for Personal Systems Business Unit handling HP-
PSG, Samsung & Lenovo brands
• Vendor perspective - Stock ordering, sell in, sell out, rebates & weekly invoice reporting.
• Business perspective - Complete responsibility of managing profit/loss for the above specified
brands.
• Partner/Reseller perspective- Generating Business, engaging sales & procurement, enabling credit
facility, conducting partner promo events, training schedules &, payment follow up
3. Worked with Aptec Distribution FZ LLC, Dubai as Channel Development Manager from
September 2010 - May 2012
APTEC (www.apteconline.com), a 30 year old leading Value Added Distributor (VAD), with a
clear vision to provide resellers in the METACIS Region (Middle East, Turkey, Africa and CIS -
Commonwealth of Independent States) with a one-stop-shop for a complete range of leading IT and telecommunications products and services.
Job Description
• As Channel Development Manager, primary task is to expand Channel partners in GCC
• Responsible for Regional Revenue Target & Partner Growth (Enterprise & Breadth) & Vendor
Assigned Target
• Reporting directly to Managing Director of the company.
• Tracking Partner Performance Metrics and Partner Enablement for Multiple vendors
• Interlink external partner Intelligence with internal Sales force, analyze accuracy & shortfalls of the business, facilitate & spearhead the sales process.
• Working collaboratively with the Sales specialists, Product Managers & Business Unit Heads,
Solution Advisors, and Industry Principles to help business grow in the assigned territory.
• Cooperate with Marketing Division & develop strategies to make demand generation activities for
Partners in the form of Events, Promotions, Academic Training.
Impact & Influence: • Achieved 50% additional revenue growth in the assigned territory within short period
• Achieved Market share of above 50% for multiple vendors
• Have Driven SMB partners to attain Tier 1 & 2 level partnership across various vendors
4. Worked with Computer World WLL, an Al Moayyed International Group company,
Bahrain as a Senior IT Business Consultant - Large Enterprises & Public Sector from
April 2007 - until May 2010.
About Computer World WLL- Computer World is a privately held organization established in 1984 and is one of the largest pure IT Infrastructure, Knowledge Management Enabler and
Technical Support Services Company for the Bahrain market place.
• First Microsoft GOLD Certified Large Account Reseller (LAR) in Kingdom of Bahrain
• Dell Advanced Solutions Partner
• SUN partner
• Symantec GOLD Partner
• Juniper Elite Partner and Cisco SMB Partner
• OpenText Solutions Partner
Job Description
• As an Business Consultant, responsibility is to take care of assigned accounts for all IT
business opportunities. Account base compromises of Large & Medium Enterprises
(Government & Private)
• Worked closely with Government affiliates on Public Tenders and with Private Companies on private tenders. Responsible for all IT opportunities on my Account Base, whereby IT
requirements varying between Infrastructure (Active Directory & Exchange Services, Hardware,
Networking, Data Centre Management Tools, Backup & Storage), Core Business Applications
(like ERP, BI), Customer Relationship Management (CRM), Human Resource Management
System (HRMS), Enterprise Content Management (ECM), Business Process Management
Solution (BPMS) & Security Solutions.
• Taking ownership on Project deliverables and coordinating with internal consultants & Client. Spearhead project review meeting with client every 2 weeks on the ongoing projects.
5. Worked with Infowave Technology, Dubai as a Business Development Consultant from
February 2005 -March 2007
As a Business Development Consultant, I am responsible for sales proposition, sales
negotiation and closure of enterprise solutions (like Microsoft Navision, EZ Business,
Laserfiche DMS) . During my tenure, developed a network of partner relationships,
contractual frameworks, customer base for the company line of products in U.A.E.
Job Description
• Generating profitable business solutions leads & closure in Manufacturing, Retail, FMCG, etc..
• Supporting Functional consultants during requirements gathering and BRR (Business
Requirements Review) for ERP implementations, handled existing accounts and brought
repeated business from time to time. After sale, following up closely on the project milestones & payment collections.
• Generated & Closed major ERP implementation leads.
• Created / managed strategic alliances and launched joint sales campaigns with channel partners.
• Good Knowledge and awareness of Business Cycle Process of Manufacturing, Retails and
Distribution Industries.
6. Worked with Iseva Systems Private Limited (now e4e), Bangalore, India as a
Customer Relations Specialist from September 2003 - January 2005
Job Description
Iseva is a BPO for Symantec US Clients. My responsibility is to handle technical escalation
issues, where there is no solution at the first level. I was also responsible for the in-depth analysis of Customer Satisfaction (CSAT) and implemented changes in our quality procedures, which in turn met the clients, required CSAT for the fiscal year. I have achieved the 'Top Performer for the Quarter' award, which is a prestigious award competed among 300 individuals in the
Symantec project.
Note: References can be provided upon specific request.
Annamalai University, India Year: 2007-2009
Bachelor in Computer Science Jawahar science college, Neyveli