VP Sales
Al Yah Satellite Communications Company (Yahsat)
Total des années d'expérience :22 years, 2 Mois
Yahsat provides multipurpose satellite solutions (government and commercial) for broadband, broadcast, military and communications use across Asia, Africa and South America. My work includes close interaction with CCO and CEO to develop the MENA & Asia channels and enterprise solutions revenues with turnover exceeding US$ 15 million annually. Strategies include recruit new channel partners, establish relationship with system integrators and build new innovative solution based on customer segmentation.
Responsibilities include:
• Develop go to market plan for each country in the region.
• Deliver and roll out sales strategies that target specific customer segments.
• Government and regulatory negotiation to seek approvals for launching services.
• Negotiated cooperation with leading IT solution providers to expand offering to the enterprise market.
• Manage and provide leadership for sales team and marketing department to ensure work is in high quality.
• Outline KPI & KPT with clear sales goals for the sales teams.
• Provide quarterly forecasting and predictions reports for top management and board of directors.
• Stay current with market trends and industry insights to stay competitive and ahead of competition.
Major Achievement:
• Grew revenues more than 10 folds in nine years with an annual compounded growth of more than 25%.
• Launched new services based Internet of Things (IOT) and Software As Services (SAAS) technologies.
• Launched services for first time in more than fifteen (15) countries in the MENA region.
• Launched Maritime services for the first time based on Ka band High Throughput Satellite (HTS) technology.
• Recruited more than 12 new service partners in eight countries expanding the sales channel.
• Led efforts to change price plans and product design to suite different market segments and customer profiles.
• Signed several strategic agreements with anchor customers in vertical markets such as oil & gas, humanitarian, United Nations, banking, governmental services, and education sectors.
• Effectively and strategically utilized social media and online advertising to target prospects customers saving substantial marketing and promotional budgets.
Owned by Dubai based company VTEL Holdings offering Cloud Computing, Data Center services and fiber optic connectivity. My work included overlooking the company operations which involved commercial offering, finance arrangements, operation optimization and resources management. I reported to board of directors, revenues exceeded US$ 5 million and team of more than 45 professionals.
Responsibilities include:
• Led the project of VTEL Digital transformation resulting in positioning VTEL as leading technology partner for enterprises for cloud computing and data center services.
• Restructure the company resources to create efficient customer centric organization.
• Restructure company capital and negotiated finance package giving more resources to execute growth plans.
Major Achievement:
• Doubled the revenues of VTEL Jordan in less than five months through launching wholesale offers for the ISPs.
• Achieved EBITDA positive in five months as results of streamlining operations and new revenue streams.
• Launched new cloud services by offering world class data center focusing on high demand services such as Hosting, Archiving, Backup & Restore, Security, Content Delivery, and online presence.
Regional GSM Mobile operator with operations in 23 countries serving more than 45 million customers and revenues exceeding US$ 4 billion. My job was to work closely with group CCO to manage, plan and lead the enterprise and wholesale offering for the entire Zain group. Revenues under management exceeded US$ 600 million.
Responsibilities include:
• Manage sales channels for wholesale, m-commerce and enterprise managed solutions.
• Guided and instructed dedicated enterprise sales force of 58 professionals across 23 countries.
• Provided consultancy and guidance to Zain operators in the roaming, enterprise and international services.
• Overlook Creation of customized services to enterprise & government sectors. Services included IP Connectivity, Net Security, VOIP, Cloud Computing, Content Delivery and Data Hosting.
• Manage complex P&L and budget for Enterprise, Roaming & International Wholesale services. Budget included marketing and operational costs in addition to target revenues.
Major Achievement:
• Launched the first teleport and hub services for zain group with access to international teleport in London. The new infrastructure added the capacity to manage one (1) billion minutes and cost reduction of US$ 10 million
• Identified new investment opportunities in areas of mobile payment, MVNOs, cloud computing and data centers.
• Negotiated interconnect, roaming, and capacity agreements for voice and broadband services over satellite bandwidth, submarine, and fiber optic cables.
• Launched Zain hybrid cloud computing network connecting 15 mobile networks to three data centers: two in Middle East and one in Europe with cost saving exceeding millions of dollars annually.
Zain Group joint venture created to acquire fixed wireless broadband operator based on Wimax technology. My work included license bidding and negotiation, technology vendor selection, drafting business and marketing plan and resource selection and recruitment. Reporting to the board, providing market insights and strategic advice.
Responsibilities include:
• Develop and execute business strategies to achieve short and long-term goals.
• Develop and implement business plans to improve cost-efficiency and ensure adequate finance and ROI.
• Maintain positive and trust-based relations with business partners, banks, shareholders, and authorities.
• Overseeing the company's business operations, financial performance, investments, and ventures.
Major Achievement:
• Won the tender to launch a new wimax operator in Jordan with bid license of US$ 10.1 million.
• Recruited the startup team of 70 professional covering the areas of sales, marketing, operations and technical.
• Signed interconnect deals with major telecom operators and approvals to use infrastructure to extend fiber network.
• Concluded the wimax vendor selection process by signing a deal with Motorola, the selection covered core network, backhauling technology and customer equipment.
LinkDotNet Jordan later on became Zain Data is an ISP subsidiary of Zain Group working in Jordan. I had the opportunity to manage this newly established joint venture and serve on the board of directors.
Major Achievement:
• Grew mobile data revenues to US$ 30 million in three years.
• Data revenues contributions grew from 3% to 10% of total revenues in 18 months.
• EBITDA
• Grow customer base to become the third largest ISP in Jordan.
Leading GSM Mobile operator in Jordan with 3.5 million customers. My direct responsibilities included Broadband Data Services, ISP, Web Services, Roaming & Carrier Relations
Major Achievement:
• Led the launching of several wireless data solutions including SMS, GPRS, EDGE and 3G.
• Grew mobile data revenues to US$ 15 million
• Launched Zain Education initiative as part of Jordan Education Initiative (a World Economic Forum Initiative)
• Managed sales and marketing team offering International Gateway Services with revenues exceeding US$ 70 million and routing of over one (1) billion minutes per year.
• Launched Zain business Incubator (BrainBox) with venture capital US$ 5 million dollar.