Shady Tawfik

The Licensing Sales Specialist (LSS) is a sales role that works as part of the Microsoft Account Team as a specialist resource to translate customer software requirements into licensing solutions. Success in the role includes growing the licensing annuity business, closing deals within guidance, and increasing customer satisfaction. This success is measured by meeting or exceeding sales objectives such as: revenue, deal renewal, up sell/cross sell and services attach. Success also depends upon efficiency and effectiveness in the contracting process and mastering the operational complexities required to get deals billed.

Key Accountabilities:

- Create and propose Volume Licensing solutions to Microsoft’s largest Enterprise customers.
- Define and negotiate the commercial terms in collaboration with the Account Manager in order to close deals successfully.
- Build internal and partner support for commercial details; manage key stakeholders to meet critical deadlines.
- Manage deals through the contracting process until processed and invoiced, ensuring revenue is booked on time.
- Consult with Sales Teams and Sales Management on key licensing strategies and opportunities.
- Create and manage a licensing territory plan designed to achieve key sales objectives and contribute the licensing strategy as part of the Account Planning process.
- Contribute to the licensing community by sharing best practices and insights on sales execution.

2010-Present IBM EGYPT WTC Cairo, Egypt
Client Systems Manager covering General business - Industrial, Real Estate, Automotive,
Manufacturing, Defense, Food and Beverage, Oil/Gas, Pharmaceutical, Education, Select
Government Accounts, Select Banking Accounts as well as Telecommunications and Media:
• 2st half of 2010: Over achieved sales target by 25 % and achieved 113 % of my gross
profit target: Quota 9.1 M US $
• Full year quota in 2011 of 30 Million US Dollars.

Detailed Job Role and Responsibilities
• Leading seven employees within the capacity of my team - offering guidance, sales assistance and
opportunity management.
• Assemble, engage and manage different IBM lines of business vis-à-vis the customer needs and overall
client strategy that would be deemed favorable for IBM.
• Daily creativity to devise as well as articulate a unique and compelling value proposition to my customers
regarding what we are selling, as well as getting them to buy into it and sponsor it as their own.
• Understanding and analyzing the key decision makers for me at my customers, as well as recognizing and
understanding the selling cycle that is required in achieving the sale.
• Continuous endeavor to understand more about my customers and the territory that I represent as well as
specific issues that my customers are facing.
• Maintaining close - long term customer contact and communication while preserving a solid relationship.
• Negotiation on daily basis with my customers and within IBM.
• Continuous almost daily endeavor of problem solving and addressing client satisfaction in every step of my
engagement, before selling and particularly after selling.
• Engaging and pursuing cold calls and meetings especially with non IBM customers (Competitive accounts).
• Working with IBM business partners as well as identifying and recruiting new partners to serve our
business needs.

2008-2010 IBM EGYPT WTC Cairo, Egypt
Key Accounts Territory Sales Representative - General Business - Industrial, Real Estate,
Automotive, Manufacturing and named accounts:
• 2nd half of 2008: Over achieved sales target by 37 % and achieved 96 % of my gross
profit target: Quota 6.8 M US $
• 1st half of 2009: Achieved 84 % of my sales target: Quota 6.3 M US $
• 2nd half of 2009: Achieved 94 % of my sales target: Quota 7 M US $
• 1st half of 2010: Over achieved sales target by 5 % and achieved 95 % of my gross profit
target: Quota 7.3 M US $

Sample Key Accounts Handled
• GB Auto (Hyundai Motor Subsidiary)
• Dar El Handasah (Largest architecture and engineering consultant in the Middle East)
• EFG Hermes (Largest bonds and equties firm in Egypt)
• HC Securities (Thirds largest bonds and equties firm in Egypt)
• Juhayna (Leading manufacturer of processes foods and juice)
• Mansour Chevrolet (Chevrolet subsidiary)
• ASEC Cement (Largest by production volume manufacturer of cement in the middle east)
• Coca Cola Bottling
• El Araby Group (Largest by production volume local manufacturer of electronics)
• Eastern Company for Tobacco (Largest by production tobacco manufacturer in the middle east)
• Ministry of Education
• Ministry of Transportation

2007-2008 IBM EGYPT WTC Cairo, Egypt
Territory Sales Representative - General Business - Industrial, Real Estate, Automotive,
Manufacturing, Pharmaceutical, Food, Oil/Gas and named accounts:
• 1st half of 2007: Over achieved sales and gross profit target by 35 % and 60 % respectively:
Quota 3.1 M US $
• 2nd half of 2007: Over achieved sales and gross profit target by 41 % and 110 % respectively:
Quota 5.2 M US $

2005-2007 IBM EGYPT WTC Cairo, Egypt
Territory Representative - General Business - Real Estate, Automotive and Food
• 1st half of 2008: Over achieved sales target by 18 % and achieved 91 % of my gross
profit target: Quota 7.1 M US $
2005-2007 IBM EGYPT WTC Cairo, Egypt
Territory Representative - General Business - Real Estate, Automotive and Food
• 1st half of 2006: Over achieved sales and gross profit target by 53 % and 29 % respectively:
Quota 600 K US $
• 2nd half of 2006: Over achieved sales and gross profit target by 60 % and 44 % respectively:
Quota 1.7 M US $