Key Account Manager
EXFO
Total years of experience :23 years, 6 Months
Key Account Manager (Systems and Services Sales) for Middle East, Africa
Established contacts with top C-level management in major operators across the MEA region.
Responsible for selling Service Assurance solutions and test & measurement equipment to regional Telecom operators across the MEA region and to their ecosystem of stakeholders.
Formulate future strategy for NFV/SDN assurance to help operators achieve their future technology vision.
Sign up partners to sell our solutions in their respective territory and outline a rampup plan for them to get educated on our solutions and agree on a plan to approach the relevant stakeholders in order to achieve their sales target.
Secured a >USD1M PO from a major regional Telco operator for our Service Assurance solution.
Established contacts with top C-level management in major operators across the MEA region.
Responsible for selling wireless test & measurement equipment to regional Telecom operators across the MEA region and to their ecosystem of stakeholders.
Formulate future strategy for 5G and IoT offerings to help operators achieve their future technology vision.
Offering solutions to ensure uninterrupted M2M, telemetry, IoT connectivity going into 5G for Telecom, utilities and Oil&Gas market.
Sign up partners to sell our solutions in their respective territory and outline a rampup plan for them to get educated on our solutions and agree on a plan to approach the relevant stakeholders in order to achive their sales target.
Significantly increased sales across the Mea region in the first year.
Significantly increased the sales funnel size from under USD100K to ~USD1M within the first year.
Established contacts with top C-level management in major operators and ISP’s across the MEA region.
Responsible for Etisalat Group Account, Covering all INTRACOM Products Portfolio including TELECOM and ICT solutions
In charge of promoting all the product-line of INTRACOM, including:
Wireless Transmission Solutions (WiMax, Point-to-Point and Point-to-Multipoint solutions),
fully fledged OSS/BSS solutions (IN, VAS applications, Next Generation OSS platform, Billing solution……..)
and ICT Solutions such as Cloud Computing, Big Data, SaaS, Smart metering, Telemedicine, IPTV solutions (including Video OTT) etc.
Contributed significantly to the company’s Annual Sales Target.
Managing & Developing the relationship with Etisalat Group and its subsidiaries in addition to developing new relationships with regional telecom operators.
Signup several partners for reselling our products and solutions across MENA region.
Achievments till now:
~$3M in sales of Point to MultiPoint equipment solution to tier 1 Saudi Arabia based operator - 2015
~$1.5M in sales of Point to MultiPoint equipment solution to tier 1 Egypt based operator - 2015
~$1.4M in sales of Point to Point equipment solution to tier 1 Egypt based operator - 2012
~$0.6M in sales of Point to Multipoint solution to ISP in Baghdad with scope to expand to other Iraqi cities - 2012.
~$0.5M in sales of Point to Point equipment split between hybrid and All-IP solutions to major wirless ISP in KSA - 2012
~$0.5M in sales of Point to Point equipment split between hybrid and All-IP solutions in UAE - 2011
Renewing frame contract for Point to Point & Point to Multipoint Mobile Backhauling Solution (Tender 98H/2008- Supply of PtP &/or PtMP) - 2011, 2012 & 2013.
Successfully negotiated, managed and conculded a field trial with a tier 1 operator in Egypt and UAE for our PtMP solution
Held several ICT Services workshops across the region in 2013/2014/2015
• Extensive experience in technical solutions presales and consultations to regional regulators, telecom operators (Qtel, Etisalat, Zain, Sonaecom).
• Experienced telecoms Professional with more than ten years experience in Telecom Networks Engineering from Network Design, Planning, Optimisation, Integration and evolution. Hardware and software solutions.
• Strong team leader. Extensive experience working closely with account teams on major USD50M+ projects leading teams of presales senior managers and engineers on a project basis from various departments and disciplines; RF planning, ancillary design, capacity design and backhaul dimensioning while liaising with product management.
• Proven expertise in GSM, UMTS, EDGE, WiMAX and LTE.
• Delivering technical training and mentoring new team members.
• Strong working knowledge of European, Middle East, Indian Subcontinent & Africa Markets including United Arab Emirates, Sweden, Portugal, Qatar, Saudi Arabia, Turkey, Iraq, Egypt, Kuwait, South Africa, Nigeria, Oman, Yemen, Qatar & Maldives.
• Demonstrated versatility and communication skills. Track record of managing projects, working across the organisation with Sales and Operators. Key value add are ability to synchronise Network technical strategy to commercial requirements.
• Fluent Arabic & English. Mobile to travel.
• MBA Graduate from University of Strathclyde - triple accredited university.
Distinction thesis on “Measuring the Success for CRM Initiative in a Government Organization in UAE”. Abstract and full report (183pages) available on request.
GPA: 81.3% achieved top of class and top of engineering faculty in two consecutive semesters in third year. Internship at Fastlink, Jordan and Libancell, Lebanon