Sarfaraz Shaikh

Responsible for strategically managing sales objectives including revenue growth, profitability, and market
share. Ensuring the topline and bottom-line performance.
Supervise, manage, and facilitate job duties to internal team while simultaneously generating new
accounts, maintaining existing accounts and addressing customer concerns.
Manage complete portfolio of enterprise networking and cybersecurity solutions.
Directly managing all bid preparations, vendor positioning and contract negotiations for turnkey projects
and AMC/SLA.

Dealing with leading vendors including HP/HPE, Cisco, Aruba, Fortinet, Microsoft, Veeam, VMware, Trend
Micro, Symantec, Trellix, Palo Alto, Forcepoint, Crowdstrike, Sophos, Darktrace and other leading vendors.
Focus on cybersecurity solutions like endpoint security, NGFW, DLP, SIEM, VAPT, email security, SASE,
NDR, WAF, DLP, IPS and host of other solutions in the cybersecurity domain.
Specialize in relationship building, customer retention and new customer development, maximizing
revenue, up-selling and cross-selling.
Expanded sales in assigned Accounts and consistently improved profitability of the company; successfully
identified customer pain points and sold firewalls, endpoint security, NGAV, NAC and ransomware
protection solutions from Netapp, Exagrid, HPE.
Achieved 100% success in getting business from all dormant accounts including signing of AMC and SLAs
which included supply and maintenance of entire enterprise networking/security portfolio.
Achieved revenue growth of 20% in cybersecurity portfolio as did comprehensive analysis of customer
network including datacenter and application side with the help of technical team using VAPT, network
analysis, application monitoring.

Driving sales of Canon and Epson products and solutions, including Services for Kuwait Market.
Identified new streams for long-term revenue growth and maintained relationships with customers to
achieve repeat business; maintained contact across the customer base to build robust, long-term customer
relationships.
Manage multiple accounts including initiation, analysis, monitoring and evaluating new opportunities for
each account.
Provided product updates and technical advice to clients - Explained technical capabilities and business
benefits of solutions to the customer from engineering level to senior executives.
Achieved 50% annual growth in MPS deals for the assigned territory for FY21 \[IMAGE\]

Develop relationships with existing affiliate partners and build new relationships capable of building
revenue.
Retain accounts through the development of strong relationships with key decision makers.
Worked closely with customers on the technical requirements to provide technical solutions - Identified
requirements, including technical details sufficient for product definition.
Achieving targeted territorial growth at a rate and margin consistent with the companys sales plan. \[IMAGE\]

Handle all facets of territory including Sales, Proof ofConcept (POC), marketing, pricing, training,
inventory management for HP Networking/Aruba and 3M Telecom.
Met with channels/customers to understand their current technical environment, key business
issues/drivers, and future technology requirements.
Developed and expanded territory through prospecting and lead generation, thus increasing customer
base and exceeding sales quotas. Provided a professional and excellent level of customer service with
existing and new accounts.
Awarded by Aruba BU for billing record 100+ customers in a single quarter as well as activating maximum
number of dormant accounts.
Achieved highest revenue deal for Aruba in the hospitality segment for FY 2016 and 3M telecom in the
education sector for FY2017.

Driving sales of IT networking products, including Structure Cabling, High-End Components, Industrial
Switches & CCTV, across Abu Dhabi, and managing annual revenue target of 4 Million AED.
Spearheaded high-profile bids, negotiations and vendor contracts (with 13 vendors such as Leviton, MMC,
Pentair (Schroff), Raritan, Siqura, B&B, NTI, Microsense, Patton, Superior Essex, Upsite, Conel, Geist &
Netcab).
Creating go-to-market strategy, sales budget, forecasts & business plans for driving revenue growth
across the assigned territory; developing new systems, processes and procedures to support sustainable
revenue growth.
Selected Accomplishments:
Catapulted the organization to No. 1 position in Abu Dhabi by increasing market share by a significant
margin of 20% YOY
Turned the consumer sentiment to notch a record-high revenue growth of 15%

Drove new sales revenue by identifying customers requirements & proposing new product and solutions in
ICT and Cybersecurity domain and through up-selling & cross-selling of products and services; generated
new leads/business from events & conferences.
Established large volume & high value key accounts; functioned as single point of contact and exceeding
customer expectations for generating repeat business.
Built & maintained strong relationships with large Enterprise accounts; exceeded customer expectations
for generating repeat business, as a single point of contact.

Selected Accomplishments:
Accelerated sales / revenue growth of ELV and Networking components by consistently meeting sales
quota of 3 Million AED and individual account goals
Achieved 20% growth in market share \[IMAGE\] \[IMAGE\]

Consistently achieved set revenues targets for ELV, Cybersecurity and enterprise networking.
Designing sales strategy to displace competitive vendors; increasing add-on sales by targeted tactical
account planning; developing & implementing programs to improve sales performance and customer
relationships.
Responsible for managing all commercial bids for Active components, selecting right product fit for Cisco,
Fortinet and HPE. Managing costing and closing bids for tender team.
Dealt with a network of leading vendors including Cisco, Fortinet, Netgear, HPE, Hirschmann, Korenix,
Garretcom, Belden, Panduit, Bosch and Kathrein.

Managed Network Operations and resolved network incidents, from trade customers, as a result of
automated alarms/events or user generated calls; undertook minor configuration of Network Management
tools.
Resolved incidents as per set SLA service and escalated incidents when required.
Undertook configuration & administration of company networks (LAN) and provided L1 support.
Part of responsibility was to leverage and up-sell, cross-sell HP networking, wireless and security solutions,
including tech-refresh and SLA renewals to client.

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Responsible for configuration of customers LAN and provide them with L1 support including setting up of
their network and servers.
Manage inside as well as outside sales of AV, malware protection, firewall sales for UK district including
tech support and incident resolution.