Shairaz خان

Handling presales activities for Network & Security BU for Emitac Abu Dhabi region and responsible
for key areas like Solution designing, Consulting services, product development and commercial.

Working with regional Account managers to provide pre-sales support and support in closing new deals/opportunities with customers.

Provides product updates and technical advice to clients - technical capabilities and business benefits of solutions to the customer from engineering level to senior executives.
Qualifying opportunities, analyzing customer requirements, writing proposals, price negotiation with vendors etc.

Handling partnership for OEM’s - HP, Cisco, Palo alto, Fortinet etc.

Creating the Bill of materials.

Consult and support the customers for preparing Tenders, RFQ’s and RFPs.

Provides needed consultation for designing, implementing a new or upgrade an existing Enterprise Network and security infrastructure.

Providing in-house training to the sales team on emerging technologies.

Handled the presales work for Network & Security solutions for IIS unit, responsible for solution
Designing, meeting the clients for requirement gathering and support to account managers in deal
closure.

Have Worked on RFP’s and RFQ’s and creating the Bill of materials.

Conducted workshops with vendors (Mcafee, RSA, Bluecoat etc.) to discuss and evaluate their
solutions.

Supported customers for preparing Tenders and RFQ’s.

Actively particapted in post sales activities mainly for network security product deployment.

Handled Partnership for Mcafee, Fortinet, RSA and Bluecoat.

Deployed Cisco CMS server and Fortinet firewalls for customers based out of Abu Dhabi.

Driving the complete network & security business for the Network Integration and Professional Services Business Unit, NIPS - West region.

Understand the customer business model and pain points and architect IT solutions that fit customer's
business needs and enable realization of their business goals.

Identify, initiate and drive various opportunities in the accounts using top-down as well as Bottom-Top
strategies.

Design & implement IT Infrastructure solutions around Enterprise network, Wireless Solutions, BYOD Solutions, Security, Data Center solutions across BFSI, Public Sector, Enterprise, Pharma,
Manufacturing and ITES.

Actively participated in planning and upgrading Bharti Airtel National POP Routers with MPLS enabled Service.

Collaborate with the Sales Account Teams to provide techno-commercial model & sales support
during the entire opportunity cycle.

Lead Account Planning sessions with the respective OEMs, internal Sales team & management.

Actively involving with direct sales team and channel partners to ensure consistent client experience providing presentations, demonstrations and Proof-of-Concepts (POCs).

Assists and participates in developing RFP and RFQ responses.

Create / Validate a Cisco Bill of Materials (BoM).

Qualifying opportunities, analyzing customer requirements, writing proposals, price negotiation with vendors etc.

Provides support for partners, on implementation, migration, project management.

Conduct in-house technology sessions to sales and airtel business solution group -consultant.

Customer management, bid management, end to end ownership of deals.

Met with channels/customers to understand their current technical environment, key business issues/drivers, and future technology requirements.

Worked closely with customers on the technical requirements to provide technical solutions - Identified requirements, including technical details sufficient for product definition.

Worked with regional sales managers to provide pre/post-sales support - Worked with the sales team to design, propose, and close new deals/opportunities with customers.

Developed and established strong relationships with strategic clients and industry partners.

Implemented architectural designs while building solid relationships with stakeholders at all levels.

Analysis & Study of RFP/RFQ, Proposal Development, Proof of Concept and Product Presentation.

Presented the company products to clients - Showcased drivers and value that supported the business case for the total cost of ownership to the customers.

Prepared technical and testing documentation and supported testing stages of projects, configuration
templates and roll out process including future changes.

Conducted technology sessions to engineering team and sales members.

Configured and validated Cisco bills of material

• Competently carried out work on CISCO IGX 8400/6513/4500/7609/3750/7206 VXR/Checkpoint/
• Cisco ASA firewall, ISR Router, Sonicwall SRA 6000 SSL VPN, FWSM Module, ACE Module
• Succesfully deployed IGX 8400 on frame relay network for Voice routing solution.
• Technical lead of Network Backbone upgrade project. Successfully achieved main goal of the project: eliminate single point of failure of key network components and created highly scalable infrastructure, created concepts, over all design, detailed diagram and migration plan documentation.
• Technical lead on checkpoint upgrade project. Created detailed upgrade plan, step-by-step implementation documentation, and comprehensive test plan. Performed 2-hop upgrade from NG FP3 on sun solaris 8 platform to NGX R65 on nokia IPSO 4.2.
• Contributed significantly in technical implementation planning and configuration of new projects.
• Configured Layer 2 Technologies, IPSec VPN, Clientless SSL VPN, FWSM Module, ACE Module, Catalyst-6500 VSS Solution etc.
• Configured Sonicwall SRA-6000 SSL VPN appliance with 100 adminstration licenses including Cache
Cleaner, Posture assessment - Antivirus, registry & DAP.
• Implemented migration from cisco 6509 Sup 2A (CAT OS) + MSFC (IOS) to cisco 6509 Sup 720 (IOS).