Territory Manager – IBM Security Software – UAE & Oman
IBM - United Arab Emirates
مجموع سنوات الخبرة :18 years, 1 أشهر
Reporting to the Business Unit Executive - IBM Security Software - Middle East & Pakistan
Having a focused approach towards defined list of customers in the assigned territory
Aligning and planning with the business partners to target their focused customers
Setting focused activates to be executed directly or through business partners to help generating healthy pipeline
Planning with MEA segment leaders, technical resources, and digital sales team to expand the reach for the purpose of expanding the market coverage
Solutions
Threat Management
o Security Information and Event Management
o Security Orchestration and Automation Response Platform
o Threat Hunting
Digital Trust
o Identity & Access Management
o Database Activity Monitoring Solution
o Mobile Device Management
Reporting to the VP - Cloud & Cognitive - MEA & Turkey
Focus on strategic/key customers
Aligning with key partners to build healthy pipeline and executing market penetration strategy
Setting the direction to execute a proper capacity planning activities to have self-sufficient partners across the assigned territories
Setting the direction to allocate the marketing funds in the right way to help filling revenue gaps
Solutions
Talent Acquisition Suite
Talent Framework
Skills & Behavioral Assessments
Watson Recruitment
Watson Candidate Assistant
Watson Career Coach
Reporting to the Business Unit Executive - Collaboration & Talent Management Business Unit - MEA & Turkey
Managing a team of 4 sellers distributed across the assigned territories
Putting the right head counts deployment model and executing it in a timely manner
Building & Executing a plan to grow the revenue in the assigned territories through direct IBM engagements & through Business Partners
Setting the direction to execute a proper capacity planning activities to have self-sufficient partners across the assigned territories
Setting the direction to allocate the marketing funds in the right way to help filling revenue gaps
Executing filed sales activities on certain key customers/partners to help in achieving targets and grow the business
Solutions
Smarter Workforce (IBM Kenexa - Talent Management)
Messaging & Collaboration
Social Software & Unified Communication
Smart Cloud Offering
Cloud Based Enterprise Content Management System
Reporting to the Business Unit Executive - Collaboration & Talent Management Business Unit - MEA & Turkey
Managing a team of 4 sellers distributed across the assigned territories
Putting the right head counts deployment model and executing it in a timely manner
Building & Executing a plan to grow the revenue in the assigned territories through direct IBM engagements & through Business Partners
Setting the direction to execute a proper capacity planning activities to have self-sufficient partners across the assigned territories
Setting the direction to allocate the marketing funds in the right way to help filling revenue gaps
Executing filed sales activities on certain key customers/partners to help in achieving targets and grow the business
Solutions
Smarter Workforce (IBM Kenexa - Talent Management)
Messaging & Collaboration
Social Software & Unified Communication
Smart Cloud Offering
Cloud Based Enterprise Content Management System
Reporting to the Business Unit Executive - Social Business Unit - MEA & Turkey
Grow the Social Business Unit revenue in MEA & Turkey through Business Partners
Execute filed sales activities jointly with business partners to create and progress key opportunities toward closure
Work closely with Business Partners to complement their skills and drive them to higher levels of skills.
Support the Territory Own Representatives and Digital Sales Representatives
Build a proper capacity planning and drive the execution to achieve the expected revenue achievement & growth through the business partners
Build a high value ecosystem of Business Partners across MEA & Turkey.
Recruit new types of Business Partners with industry and domain experience
Solutions
Digital Experience (Portal, WCM, eForms)
Smarter Workforce (IBM Kenexa - Talent Management)
Messaging & Collaboration
Social Software & Unified Communication
Smart Cloud Offering
Reporting to the TechGB Sales Director - Gulf Cluster
Work as a part of the multi-functional team driving Fusion Middleware (FMW) business in UAE across the market sectors
Winning new license sales revenue in line with targets
Working directly with customers in the Assigned Territory and through partners
Executing cold search for new customers to generate revenue in the Assigned Territory through cold calling, demand generation activities and other engagements through account planning with partners
Developing, maintaining and communicating a pipeline of future business that underwrites achievement of targets
Acting as an ambassador for Oracle with partners and customers’ as required
Acting as a point of escalation for issues between Oracle and customers/partners
Building effective working relationships with key partners, clients and Oracle’s Sales Management
Solutions
WebCenter (Portal & Content)
BPM
SOA
Identity Management
Cloud Application Foundation
Exalogic
Reporting to the Managing Director - ESS Division
Responsible for the P&L for the Telecom & Banking Unit within ESS Division
Managing the relation with the following key accounts: Etisalat & Ericsson
Building the Sales strategy to penetrate the rest of the Telecom Operators in GCC along with the Banking Sector in UAE
Building a strategic business plan to establish a dedicated team to focus on the Telecom & Banking sector (Sales & Delivery) within OMNIX International - ESS Division
Hiring the required team to execute the strategic business plan
Building a portfolio for the Telecom & Banking sector’s team by selecting & establishing partnership relations with specialized technology providers
Making sure to align the Sales strategy with the trend & growth of the telecom sector
Solutions
VAS
Network Strain Reduction
Electronic Billing Presentment & Payment (EBPP) Hub System
mWallet
Enterprise Content Management
Business Analytics
Model Driven Development Platform
Enterprise Applications Integration
Backlog Conversion Service
Resources’ Outsourcing
Reporting to the Sales director - ESS Division
Managing the relation with the following key accounts: Etisalat, DU, Emirates Identity Authority, Ministry of Presidential Affairs, Sharjah Government, Mohammed Bin Rashid Housing Establishment, Dubai Islamic Bank, & Deyaar Developments PJSC.
Having exposure in many UAE’s public sector entities (Local & Federal)
Supervising group of four Account Managers
Participating in business plan preparation
Work on existing accounts to achieve the cross sales and create new accounts
Manages difficult/tough prospects utilizing the Integrated Sales Cycle. May assist others with difficult/tough sales and solutions. Often lead a cross-functional sales team.
Maintains a complete knowledge of Omnix products, policies and services using the Integrated Sales Cycle; have specialized training within product and/or service lines.
Have a strong technical understanding of the Omnix’s products offering
Operate under considerable latitude. May serve as project or initiative leader.
Supervise development of project and provide status reports to clients
Core Solutions
Enterprise Content Management
Business Analytics
Model Driven Development Platform
Health Environment & Safety Platform
Enterprise Resource Planning
Enterprise Applications Integration
Law Enforcement & Homeland Security Information Systems
Backlog Conversion Service
Resources’ Outsourcing
Serving as the primary business contact for the client and responsible for client satisfaction.
Consistently providing excellent customer service to accounts, as well as represent client needs and goals within the organization to ensure quality.
Building relationships with clients to encourage new and repeat business opportunities.
Responsible for all client communications, conflict resolution, and compliance on client deliverables and revenue.
Works closely with the project team in order to maintain a continuous knowledge of project status in order to identify potential issues and/or opportunities within or related to the project.
Communicates the client's goals and represent the client's interests to the team.
Understanding of company capabilities and service, and effectively communicates all offerings to the client.
Reports to the Sales Manager, providing regular input on all account activity, including status and call reports on a weekly basis.
Develop and maintain close relations with local business community in order to fulfill client’s needs more effectively.
Promote services through conventions, trade shows, public relations, etc.
Be familiar with all seminars, services, applications, and instructors in order to discuss and explain materials to prospective clients.
Telemarketing services to potential clients and assist in coordination and implementation of telemarketing activities
Visit potential clients and explain our services.
Observe trainers to become familiar with each personality to provide adequate discussion with and feedback to clients.
Close sales.
Training course for 5 months at SYRIATEL telecommunication operator, in the technical department.