Sales Manger
Veritas
مجموع سنوات الخبرة :22 years, 11 أشهر
Designation Chronology:
Strategic Account Manager, April 2017 to Present
Enterprise Account Manager - Commercial Team Lead, December 2014 to March 2017
Territory Manager, October 2012 to November 2014
Significant Achievements:
• Efficiently managed various strategic accounts including Mobily, Al Inma Bank, Saudi Electric Company and Integrated Telecom Company.
• Achieved major milestones including securing Multimillion Dollars enterprise agreements in SEC & Al Inma Bank, building a service provider sell-through platform with Mobily & ITC and a Multimillion Dollars Legacy BlueCoat Proxy upgrade at SEC.
• Handled dual responsibilities as an Enterprise Account Manager and Commercial Team Lead with the prime accountability to manage critical accounts including Saudi Telecom (STC), Sadara petrochemical, National Guard Health Affairs (NGHA), AL Imam University, CITC, KING Saud University, Ministry of Communication & Technology SA, ZAIN Telecom (SA) and Communications & Information Technology Commission (CITC).
• Major achievements include bagging multimillion Dollar enterprise agreements in STC & Sadara; achieving growth in Security Operation Center at STC (STC SOC); building a Cyber Defence Center at STC (STC CDC); expansion of STC CDC to cover both STC IT & Network and surpassing the yearly target for 3 consecutive fiscal years FY 2015, 2016 and 2017.
• Led the commercial team along with enterprise account management.
Key Responsibilities:
• Ensure smooth flow of work identifying opportunities to tap new prospective business, designing customized turnkey strategic business solutions, indicators to suit the diverse geographic locations and streamline generic/regional business components.
• Maintain globally consistent processes, implement process improvement with the aim to enhance productivity, design strategic growth plan to enable expansion of market share/underlying financial performance in chosen regions/countries.
• Enable adequate market penetration, enhance market share, growth and performance to achieve the assigned territory sales targets.
• Build strategic business relationships with key decision-makers, comply with the organizational policies and procedures and chart out short term and long term objectives.
• Analyse market trends and competitor activities to carve out potent sales strategies and develop to sustain sales materials and up to date product knowledge.
• Develop a robust distribution networks for products and services within the entire territory adhering to the organizational strategies, policies and standards.
• Measure the productivity and achievement of goals undertaking review of sales reports and other performance data of the region and determine areas for process improvement and implementing cost cutting measures.
• Synchronize with the market dynamics and competitor activities and conduct feasibility studies to recommend areas of improvements with the aim to enhance the revenue inflow.
• Build the team account management hiring commercial account managers in all territories (Central -East -West), monitor weekly forecast reviews and presenting weekly booking to the management.
• Plan for promos with the distributors to boost the run rate commercial business and developed a robust chain of channel partners to ensure deep market penetration and product exposure catering to the customer audience.
Significant Achievements:
• Played a pivotal role in securing a frame agreement (estimated value USD 12 Million) for the company with ARAMCO.
• Instrumental in boosting HP Networking growth by 80% in FY 2010 in KSA.
Key Responsibilities:
• Analysed market surveys to identify areas to focus on for business development and market penetration implementing strategic marketing techniques and enhancement of the CRM operations efficiency.
• Explored new, existing and emerging markets to access business opportunities and cover the entire market segment building a robust chain of channel partners.
• Developed new business clients retaining the existing customer base delivering high standard of service, devising strategies to attain market leadership position.
• Established strong business relations with potential clients and key ISVs and developed enterprise channels boosting company profitability and market presence.
• Ensured top line sales goals and bottom line profit goals are met to enhance profitability and revenue as per the organization vision and mission.
• Monitored processes and activities to ensure compliance with company and industry standards and tracked competitor activities to evaluate market trends to design marketing strategies focussing on overall growth in business.
Significant Achievements:
• Played a critical role to initiate maintenance programs for all the installed base of 3Com within ANB.
• Secured over $ 2 million in business from the MOH (Ministry Of Health) Saudi negating stiff competition from HP ProCurve.
• Spurred the business turnover generating new and profitable opportunities, procurement of commercial contracts for products and services.
• Handled 2 key projects including AlZamil 3COM Network Project and Dar El Youn 3COM Network Project adhering to the organizational policies and protocols.
Key Responsibilities:
• Managed the entire business operations adhering to the organizational goals and objectives playing an instrumental role to demonstrate a thorough understanding of CRM applications.
• Provided inputs to strategies business planning initiatives with the aim to enhance business output with existing customers and new clientele through commercial development of products and services.
• Identified new business opportunities through research and analysis of market trends and competitor activities and expanded on business activities devising suitable tactics manage incremental growth in sales and profitability.
• Prospected and negotiated strategic business partnerships to develop new enterprise channels to enhance market penetration for maximising revenue and enable business expansion.
Significant Achievements:
• Successfully developed joint business plans with channel partners and maintained strong business relations with potential channel accounts to achieve the set revenue goals.
Key Responsibilities:
• Recruited potential channel partners, handled a network of enterprise and SMB channel partners and steered channel sales development to capture optimum market share.
• Executed 3COM channel program, promoted online certifications within the channel sales force and effected product promotional campaigns managing sales through channels.
• Engaged partner sales and account teams to identify new business opportunities, managed and reported on partner sales funnel and forecasts.
• Liaised with 3COM network consultants and channel pre-sales to formulate and compile RFPs and designs; assigned targets to sales teams and organized marketing initiatives to push sales volumes for company products and services.
• Supported the sales team in developing channels and coordinated effectively with corporate clients to consistently chart out rising business curve for company services.