Country Sales Manager
KSA
Total years of experience :21 years, 6 Months
Responsible for kingdom wide Security Business Portfolio in different lines of businesses and verticals
Achieve revenue targets set through KSA channel partners, responsible for ensuring target sales achievement
through General Business, Corporate and SME/SMB segments.
Responsible to generate & improve General business for all vendors in KSA, this includes all type of SMB/SME
non touched accounts business, i.e. through Reseller, System Integrators, Solution providers, Alternate through
Select/ Elite/Premier levels and direct end users.
Virtual team leader for a team of AM’s and dedicated SE’s and coaching the teams for their developments.
Identify and recruit new channels that meet the parameters of the Vendor partner program to improve channel
breadth in all regions.
Develop partner relationships with existing & newly recruited partners by assisting in business and activity
planning, and forecasting
Plan and Execute sales and technical FAST TRACKS every quarter with set target channels
Conducted pre-sales tasks in various market segments by initiating and presenting products through Proof-Of-
Concept along with technical team’s answering customers’ queries and following up with clarifications specific to
their environments.
Develop business through establishing and maintaining best in class customer service levels
Manage accounts, including forecasting, quota attainment, sales presentations, short-term, mid-term, and long-
term opportunity management.
Reporting & Pipeline monitoring on a weekly basis to provide accurate and timely forecasts to the management.
Understand business process and requirements and maintain organization structure to map business needs.
Planning & executing quarterly promotions & marketing materials.
Managing stocks to move as per the time line before it reaches to ageing.
Support to Finance team ensuring the DSO days are inline as per the expectation
Responsible for mentoring and motivating sales personnel in the team to achieve targets
Instrumental in implementing and developing strategies and cultivating basic business associations with the
Senior Management to enhance facilitation of sales and identification of prospective business to accomplish
target financial records.
Saudi Paramount offers many specialized offerings right from Information Security Architecture Design, Technology
Solutions, Information Systems Auditing, and Business Continuity Planning.
As a Strategic Account Manager following were the focused vendors assigned: Juniper Networks, Trend Micro, Proof
point, Update Expert, Websense, Tipping Point, Imprivata, RSA Security, Blue socket, Air Defence, and Pointsec.
Key Deliverables:
New accounts development, retention and management; ensure the proper functioning of existing accounts within
the assigned territory.
Gathered and analyzed customers’ requirements and provided solutions, consultancy best suitable for the
network
Organize cold calling; process project orders and after sale service to clients.
Identifying prospective markets, generating business from the existing, thereby achieving profitability
Understand the risk level and then determine what an acceptable level of risk is for the customer for the goal of
security program and suggesting them the best way providing the safe solutions.
Conduct market analysis for new and established services and develop Improvement strategies.
Integrate with Corporate and SMB sales and manage their activities to get desire results.
Identify and screen potential deals based on the understanding of company’s strategic interest.
Advise management about the merits of potential business activities and various deals structure.
Established strong business relations and profitable revenue sales during the progressive time frame.
Visiting customers on regular basis, giving presentations and explaining the best available solutions & offers.
Monitoring the performance and implementing sales promotional activities to increase the motivational level, for
achieving revenue and collection targets.
Preparation and submission of weekly sales report to management.
Key Deliverables:
Introducing key clients and interacting with them to ascertain rendering of quality service.
Generating enquiries from various market segments
Doing customer visits to get the requirements and making quotations
Follow-up with corporate customers for bulk orders for supply and installation
Negotiations with various levels of responsible persons and closing the deals
Organizing deliveries in coordination with Logistics departments
Budget forecast, preparing various reports on daily and weekly activities
Follow-up with Government departments to collect tender documents and organizing bid proposals
Organizing for network drawings approval from customer
Meeting the set sales and collection targets within time constraints
STRATEGY & TACTICS
Successful in recruiting & enabling new channel partners, developing business
Continues sales & technical training to channels followed by certifications
Handling the Complete Sales cycle of the product line assigned
Managed inventory and ensured sufficient stock level for swift response
Successfully reduced the inventory by establishing right strategy with the internal teams & vendor
Efficiently resolved conflicts / department concerns and motivated team & myself in achieving targets thereby
resulting in best retention rate for the company
Business growth channel activities & addressing the pain areas
Consultant Base approach to the customers
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