Key Account Manager / Middle East & Africa
Panasonic Avionics Corporation
Total years of experience :32 years, 6 Months
Panasonic Avionics designs, develops, manufactures, and installs customized in-flight entertainment and communications (IFEC) solutions. My responsibilities included ensuring that the company could deliver the highest level of committed services to our airline customers and business partners across the region. In this role, I was tasked with ensuring sales targets were achieved and that our sales strategy meets with the buying cycle of customers. I was also responsible for managing ongoing sales activities and accomplishments, including regular update on forecasts of all opportunities and challenges that are highlighted in the sales pipeline and Salesforce.
As Regional Sales & Account Manager, I was responsible for sales of Airport & Aviation solutions from Rockwell Collins in above mentioned territory. I won and managed many aviation and airports projects in the region. I was very successful in selling Multi-User System Environment (MUSE) passenger processing system to over 20 airports in the region resulting in multi-million dollars services for the company. The MUSE system provides all the critical reliability, security and capabilities in the Cloud for passenger processing from the airport entrance to the time of boarding the airplane. The strategy saved huge amount of cost for the airports by implementing Cloud based solution and eliminating the need of dedicated core room infrastructure.
The company was specialized in providing software solutions based on Computer Associates (CA) technology to monitor the performance of the applications, systems and networks. My role in the company was to develop sales with medium to large corporate and enterprise customers in UAE. I have sold our solutions to various ministries, municipalities, construction companies, banks and financial intuitions including airports and airlines.
Spirent Communications is world’s leader in providing testing & monitoring solutions for advanced communication networks. I have set up Spirent Communications regional office in Dubai, UAE and built a network of channel partners in MENA region including Greece and Turkey. The company grew from $0 to over $8M in sales in its third year of operation. My main responsibility was to develop and manage channel partners and guiding them towards area of greater productivity so they can focus, add more value and produce better business results for the company.
Responsibility includes business development for HP products and solutions for LAN, WAN, Voice, Wireless, Data and Video communications networks. I managed team of sales professional in UAE and Bahrain office and helped them to develop a comprehensive sales and marketing plan to identify potential market for company’s products and solutions.
Total responsibility of HP IT/Telecom solutions for network management for Service providers and large corporate customers like, Saudi Telecom Co. (STC), Air Defense Forces, ARAMCO (Largest Oil Company in M.E), Saudi Airlines and various other enterprise customers in Saudi Arabia. Responsibility includes customer seminars, product demonstrations, consultancy / recommendations / total solutions according to customer needs, quotations, negotiation, follow-ups till deal closing, always try to get involved in the tender business from the initial “thinking stage”.