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Wissam Abu-Gharbyah, Senior Territory Sales Manager

Wissam Abu-Gharbyah

Senior Territory Sales Manager·Kyriba

Saudi Arabia

Bachelor's degree, Business Administration

Work experience

Total years of experience: 26 years, 3 months

Senior Territory Sales Manager

May 2025 - Present

Kyriba

Riyadh, Saudi Arabia

May 2025 - Present

• Owned $700K ARR quota for enterprise SaaS
• Closed $200K ARR deal; built 3-4x pipeline
• Engaged CFOs and executive stakeholders
• Maintained ~85% forecast accuracy
Azentio Software - Senior Territory Manager (KSA/GCC)
2022 - 2025
• Owned $1M ARR quota across ERP and digital platforms
• Led 5 Account Executives
• Closed $3.2M TCV Ministry of Labor deal
• Drove enterprise automation and cloud programs
Company industry:
IT Services
Job role:
Information Technology

Territory Sales Manager

January 2025 - January 2025

Kyriba

Riyadh, Saudi Arabia

January 2025 - January 2025

• Managed territory development for Kyribas treasury management and enterprise finance platform across Saudi Arabia and Bahrain, engaging
CFO, treasury, finance, and enterprise technology stakeholders.
• Built and progressed enterprise pipeline by positioning treasury transformation, liquidity visibility, cash management, financial risk reduction,
and finance automation around senior executive priorities.
• Led full-cycle sales activities including account targeting, executive outreach, discovery, value positioning, solution alignment, partner
coordination, pipeline management, forecasting, and negotiation support.
• Developed opportunities across strategic corporate accounts, including large Saudi enterprise and industrial organizations, with focus on
business outcomes rather than product-led selling.
• Strengthened the ability to sell into finance-led buying centers and articulate the value of SaaS treasury, CFO priorities, and enterprise-wide
cash visibility.
Company industry:
Financial Services
Job role:
Sales

Senior Territory Manager - Saudi Arabia / GCC

June 2022 - January 2025

Azentio Software

Riyadh, Saudi Arabia

June 2022 - January 2025

• Led Saudi/GCC territory growth for Azentio enterprise business applications, with focus on ONEERP, ERP transformation, back-office
modernization, and enterprise software adoption.
• Built the Saudi sales organization by recruiting, onboarding, coaching, and supporting five Account Executives while establishing the
companys business across the Kingdom.
• Developed enterprise and mid-market pipeline across manufacturing, trading, retail, contracting, government, and financial services accounts.
• Managed senior stakeholder engagement with CEOs, CIOs, CFOs, IT heads, business owners, finance leaders, and procurement
committees.
• Delivered approximately 1 M USD personal ARR and supported approximately 1 M USD team ARR in the later stage of the Saudi growth
journey.
• Supported account strategy, opportunity qualification, proposal direction, pricing discussions, executive presentations, and long-cycle deal
progression.
Company industry:
IT Services

Senior Territory Manager

January 2022 - January 2025

Azentio Software

Riyadh, Saudi Arabia

January 2022 - January 2025

Led enterprise ERP and financial software sales across Saudi Arabia and the
GCC region.
Company industry:
IT Services
Job role:
Sales

Business Development Manager - Saudi Arabia

January 2021 - June 2022

Azentio Software / 3i Infotech

Riyadh, Saudi Arabia

January 2021 - June 2022

• Led business development for the Saudi market during the transition and growth of Azentios ERP and enterprise application business.
• Positioned ONEERP and related enterprise applications for organizations seeking operational control, financial visibility, process
standardization, and scalable digital business platforms.
• Created early pipeline, opened new conversations with strategic accounts, and built credibility in a market where the business required
stronger local presence and reference development.
• Worked with partners, delivery teams, presales, product stakeholders, and customer decision makers to translate business requirements into
commercial opportunities.
• Progressed from market establishment to measurable ARR growth, including approximately 500K USD ARR and 800K USD ARR targets in
subsequent growth years.
Company industry:
IT Services
Job role:
Sales

Business Development Manager

January 2021 - January 2022

Azentio Software

Riyadh, Saudi Arabia

January 2021 - January 2022

Drove new business acquisition for Orion ERP and enterprise solutions
across Saudi Arabia.
Responsibilities included strategic account development, partner ecosystem
engagement and full sales cycle management.
Company industry:
IT Services
Job role:
Management

Business Development Manager

February 2019 - December 2020

Levtech Consulting

Riyadh, Saudi Arabia

February 2019 - December 2020

• Drove business development for Microsoft business solutions and digital transformation services, targeting enterprise and mid-market
accounts across Saudi Arabia.
• Built and progressed opportunities for Microsoft Dynamics and related business applications, with focus on finance, operations, CRM, process
automation, and enterprise modernization.
• Closed and supported large commercial opportunities, including approximately 2M USD total revenue target achievement and strong GCC
performance recognition.
• Worked with presales, delivery, and customer stakeholders to align requirements with Microsoft-based solution roadmaps and implementation
services.
Company industry:
IT Services
Job role:
Management

Sales And Business Development Manager

January 2019 - December 2020

Levtech Consulting

Riyadh, Saudi Arabia

January 2019 - December 2020

With a focus on Microsoft Business Solutions, we are providing the services for implementing, developing and supporting these solutions.

As a Business Development Manager my duties are and not limited to:

• New Business Development.
• Client Relations.
• Business Development Planning.
• Management & Research.
• Building and executing Sales Plans.
• Building a strong qualified sales pipeline.
• Managing a portfolio of the current major accounts.
• Using an existing network of industry contacts to generate revenue.
• Following up with the project management activity.
• Making a highly organized outstanding sales records & follow up reports.
• Compiling and analyzing sales figures.
• Ensure the achievement of the company targets.
Company industry:
IT Services
Job role:
Sales

Senior Account Manager / Account Manager

January 2016 - January 2019

NTT DATA

Riyadh, Saudi Arabia

January 2016 - January 2019

• Sold SAP services and solutions to large enterprise customers.
• Closed USD 2M+ flagship services project and multiple additional deals
totaling USD 3M.
• Consistently achieved or exceeded annual sales targets.
Company industry:
IT Services
Job role:
Marketing and PR

Business Development Manager

January 2016 - January 2019

NTT DATA

Riyadh, Saudi Arabia

January 2016 - January 2019

Sold SAP services and enterprise transformation solutions to large
organizations across Saudi Arabia.
Key Achievements
Closed a flagship SAP services engagement valued at over USD 2M and
multiple additional deals exceeding USD 3M total revenue.
Company industry:
IT Services
Job role:
Management

Business Development Manager

January 2016 - January 2019

NTT DATA Saudi Arabia

Riyadh, Saudi Arabia

January 2016 - January 2019

• Led business development for SAP services, enterprise applications, and technology consulting across strategic Saudi accounts.
• Managed opportunity development from prospecting and account planning to proposal, executive presentation, negotiation, and commercial
closure.
• Closed and supported major SAP services opportunities, including approximately 2M USD project value and 3M USD revenue contribution
across the period.
• Engaged enterprise stakeholders across IT, business, finance, operations, and procurement to position technology services around business
transformation outcomes.
Company industry:
IT Services
Job role:
Management

Business Development Manager

January 2016 - December 2018

NTT Data Saudi Arabia

Riyadh, Saudi Arabia

January 2016 - December 2018

 New Business Development.
 Client Relations.
 Business Development Planning.
 Management & Research.
 Preparing and executing the Sales Plan.
 Managing a portfolio of the current major accounts.
 Using an existing network of industry contacts to generate revenue.
 Following up with the project management activity.
 Responsibility for the supervision and control of work allocated, ensuring that NTT Data achieves and exceeds client expectations.
 Making a highly organized outstanding sales records & follow up reports.
 Compiling and analyzing sales figures.
Company industry:
IT Services
Job role:
Sales

Senior Account Manager

January 2000 - January 2016

EARLY CAREER

Riyadh, Saudi Arabia

January 2000 - January 2016

Held progressive enterprise sales and account management roles across
leading technology integrators and service providers in Saudi Arabia.
Company industry:
Banking
Job role:
Accounting and Auditing

Senior Account Manager

May 2014 - December 2015

OTVentures (LinkDevelopment)

Riyadh, Saudi Arabia

May 2014 - December 2015

 Managing a portfolio of Major accounts.
 Using an existing network of industry contacts to generate revenue.
 Leading project management activity.
 Responsibility for the supervision and control of work allocated, ensuring that ITWorx achieves and exceeds client expectations.
 Researching new business leads and ‘pitching’ for new business.
 Attending client meetings.
 Maintaining and building relationships with existing clients.
 To ensure, through efficient team management and their own administration, that all jobs are carried out within agreed timing schedules to the level expected by both the company and the client.
 Managing accounts and providing solutions.
 Making a highly organized outstanding sales records & follow up reports.
 Compiling and analyzing sales figures.
Company industry:
IT Services
Job role:
Sales

Senior Account Manager

April 2014 - December 2015

Link Development

Riyadh, Saudi Arabia

April 2014 - December 2015

• Managed strategic accounts and new business opportunities for portals, e-services, digital solutions, enterprise applications, and Microsoft
based solutions.
• Developed and managed pipeline across government, semi-government, and enterprise customers, with focus on digital transformation and
citizen/customer-facing services.
• Supported full sales cycle activities including account planning, solution positioning, proposal management, contract negotiation, and
customer relationship development.
• Recognized for strong target achievement and contribution to strategic account growth.
Company industry:
Software Development
Job role:
Accounting and Auditing

Senior Account Manager

April 2012 - March 2014

ITWorx

Riyadh, Saudi Arabia

April 2012 - March 2014

• Managed enterprise and government account relationships for software services, portals, e-services, application development, and business
technology solutions.
• Led complex sales cycles involving IT leaders, business stakeholders, evaluation committees, and procurement teams.
• Contributed to major government and enterprise technology opportunities, including large-scale e-services and digital transformation
initiatives.
• Received best seller / best achiever recognition for sales performance and target achievement.
Company industry:
IT Services
Job role:
Sales

Account Manager

January 2009 - December 2012

(2P)

Riyadh, Saudi Arabia

January 2009 - December 2012

Company industry:
IT Services
Job role:
Accounting and Auditing

Account Manager

April 2009 - March 2012

Perfect Presentation Company (2P)

Riyadh, Saudi Arabia

April 2009 - March 2012

• Managed account development and technology solution sales across enterprise and public sector customers.
• Built early foundation in Saudi enterprise sales, client relationship management, RFP participation, proposal development, and technology
solution positioning.
• Developed experience selling infrastructure, business applications, portals, services, and technology projects to complex Saudi organizations.
Company industry:
Construction & Building
Job role:
Accounting and Auditing

Account Manager

January 2000 - March 2012

2P

Riyadh, Saudi Arabia

January 2000 - March 2012

 Managing a portfolio of accounts.
 Using an existing network of industry contacts to generate revenue.
 Leading project management activity.
 Ensuring necessary actions are undertaken by the account team.
 Responsibility for the supervision and control of work allocated, ensuring that 2P achieves and exceeds client expectations.
 Researching new business leads and ‘pitching’ for new business.
 Attending client meetings.
 Maintaining and building relationships with existing clients.
 Completing administrative work, as required.
 To ensure, through efficient team management and their own administration, that all jobs are carried out within agreed timing schedules to the level expected by both the company and the client.
 Presentation writing, including some pitch documents and presenting these to the clients.
 Tracking and updating the account team forecast and invoice management.
 Managing accounts and providing solutions.
 Making a highly organized outstanding sales records & follow up reports.
 Compiling and analyzing sales figures.
 Helping training and motivating a team of experienced sales executives.
Company industry:
Software Development
Job role:
Sales

Education

Nixon University

September 2013

September 2013

Bachelor's degree, Business Administration

United States

Philadelphia University

June 1999

June 1999

Bachelor's degree, Computer Science

Jordan

Skills

Account Management
Expert
Account Management
Expert
Business Development
Expert
Business Development
Expert
Sales
Expert
Sales
Expert
Computer Science
Expert
Computer Science
Expert
Science
Expert
Science
Expert
Communication Skills
Expert
Communication Skills
Expert
Computer Skills
Expert
Computer Skills
Expert
Team player
Expert
Team player
Expert
Team management
Expert
Team management
Expert
Business Development
Expert
Business Development
Expert
Management
Expert
Management
Expert
Sales
Expert
Sales
Expert
Sales Management
Expert
Sales Management
Expert
Account Management
Expert
Account Management
Expert
Computer Science
Expert
Computer Science
Expert
Science
Expert
Science
Expert
CUSTOMER RELATIONSHIP MANAGEMENT
Intermediate
CUSTOMER RELATIONSHIP MANAGEMENT
Intermediate
ENTERPRISE APPLICATION SOFTWARE
Intermediate
ENTERPRISE APPLICATION SOFTWARE
Intermediate
BUSINESS INTELLIGENCE
Intermediate
BUSINESS INTELLIGENCE
Intermediate
ENTERPRISE SALES
Intermediate
ENTERPRISE SALES
Intermediate
MICROSOFT DYNAMICS
Intermediate
MICROSOFT DYNAMICS
Intermediate
OIL AND GAS
Intermediate
OIL AND GAS
Intermediate
SAP ERP
Intermediate
SAP ERP
Intermediate
TREASURY MANAGEMENT
Intermediate
TREASURY MANAGEMENT
Intermediate
COMPLEX PROBLEM SOLVING
Intermediate
COMPLEX PROBLEM SOLVING
Intermediate
COMPUTER PROGRAMMING
Intermediate
COMPUTER PROGRAMMING
Intermediate
ENTERPRISE RESOURCE PLANNING
Intermediate
ENTERPRISE RESOURCE PLANNING
Intermediate
GO TO MARKET STRATEGY
Intermediate
GO TO MARKET STRATEGY
Intermediate
SALES STRATEGY
Intermediate
SALES STRATEGY
Intermediate
SOFTWARE AS A SERVICE SAAS
Intermediate
SOFTWARE AS A SERVICE SAAS
Intermediate

Languages

Arabic

Native Speaker

English

Expert

Training and Certifications

Certifications
PMP Exam Preparation Certificate.
SAP Modules Sales Certificates.
Advanced Sales Skills
No
New Horizon
May 2012 - May 2012
Training
Value Selling
Vincent de Lattre
Mar 2016
PMP Exam Prep
Future Horizon
Feb 2013

Hobbies and interests

Swimming