Senior Client Partner
Ali Bin ALi Technology Solutions
مجموع سنوات الخبرة :23 years, 10 أشهر
I help Business leaders achieve their goals by securing the most value out of their IT investment.
#Relationship Management - Manages dynamics of customer’s organization to explore and develop new relationships. Establishes and grows a healthy and productive partnership relationship with key members of the customers’ teams that focus on business process issues.
#Effectively interacts with multiple functional leaders, (e.g., Executive levels in IT, Finance or Business, etc.).
#Understanding Customer's Business — Drives actions and behaviors by the needs, problems or priorities of the customers served. Remains up to date by actively probing and questioning customers in order to have an in-depth understanding of the customers’ business operations, key imperatives, and relative positions among their competitors, and effectively integrates this knowledge in leading the organization’s services and solutions selling efforts. Adapts the offering to the customer’s business needs.
#Opportunity Management — Applies my corporate solutions and capabilities to generate new leads and opportunities. Qualifies these opportunities and moves them rapidly through the services business funnel process.
#Sales Leadership — Creates strategy alignment between customer and my corporate around current and future investment (business) plans. Qualifies opportunities and specifically articulates customer needs defining resources from across my corporate, where necessary, to ensure success. Anticipates customer position and direction.
#Closing Skills — generates, and develops new services ideas and explores new services opportunities moving customers through sales cycle and converts services proposal to a contract or purchase order. Identifies influencers and decision makers needed to drive solutions to closure. See less
Based in Qatar and manage team of 4 accounts managers; I was responsible for the Government Ministries, Education, Health and Utilities Sectors for the Qatar and other GCC countries along with Iraq and Levant countries (Jordan, Lebanon m Palestine, Iraq, and Kurdistan), with a business development role I was responsible to open new market and generate business revenue within the selected territory.
Achievements:
• A 2 M USD IT Solution contract (H/W, S/W and security based solution) with (Qatar General Electricity & Water Corporation) - Kahramaa.
• A 2.5 M USD IT Solution contract (Monitoring and communication based solution) with (Qatar General Electricity & Water Corporation) - Kahramaa.
Responsibilities and Duties:
• Responsible for the effective management of the industry account portfolio, maximizing the sales & presence of the Giza Systems portfolio within the different accounts within the specific industry in the countries under my responsibilities.
• Regional Sales Manager in Giza Systems for the Governmental sector (Utilities/Education/Health)
• Customers and prospects in Qatar, Bahrain, Oman, Kuwait, Jordan, Lebanon m Palestine, Iraq and Kurdistan.
• Managing all sales activities in all accounts and setting objectives and strategies for each named account.
• Define a strategic target (or group of targets) that my countries can reach in 3 years in my specific Key accounts. For the sake of clarity this target must include:
o Financial indicators: order-book, revenue and margin
o Client indicators: client base and satisfaction including key accounts
o An updated list of offerings that accommodate technological and economic trends in the country and industry
• Outline a plan that fulfills that target, with timeline and responsibilities. For the sake of clarity this plan must address the following elements:
o Financial plan to include: simplified financial statement of results + any investments required and their pay-back period
o Marketing plan: vertical markets, portfolio per market and pricing strategy.
o Account Management strategies and process
• Assisting the country manager in developing sales strategy and objectives for my region.
• Developing a new business and maintaining customer satisfaction managing total customers & prospects relationships.
• Prepare & Issue the yearly forecast across customers/prospects/leads including the following KPIs (Order
Book, Revenue, Margins, Customer Satisfaction and Bid hit rate).
• Ensure feed in to annual country plans where Accounts cross into multiple countries.
• Arranging press conferences and events in coordination with the marketing department.
12 recommendations available upon request
I was responsible for Giza systems sales strategic targets of the IT/Communication offering within the Egyptian O&G/Power/Water/Manufacturing sectors with a team of 3 account managers.
Achievements:
• A 4 M USD Billing/CRM contract for Holding Company for Drinking Water and Waste Water (HCWW).
• A 1.4 M USD Communication and Security solution project for National Electricity Control Center (NECC).
• A 1 M USD DC and DR contract for Behiera Water Co. (BWADC).
Vendors & Solutions:
o Microsoft Business Solutions (ERP, CRM and SharePoint)
o Oracle Solutions (Oracle Technology, Oracle Apps and SUN infrastructure) Oracle Utilities (MDM, NMS, MWFM, CCB, SGG, WAM)
o SAP (ERP solutions)
o Ventyx/Prophecy/Ferranti/Powel/Infor (Billing, Customer Care, AMM/MDM and EAM Solutions). Echelon Smart Metering Solution
o GE General Electrical GIS Solutions.
o HP Solutions ( BCS, ESS, BTO and ProCurve networking)
o EMC Solutions (Storage, Content management solution).
o Cisco & Extreme Networking & Security Solutions.
o Avaya Call Centers (IP & Voice solutions) along with CRM solutions.. CA Solutions. (Network management, Security and Backup solutions) TIBCO Business Process Management.
o QlickView Business Intelligent and reporting tool
o EnviSoft Document Management System
o Aviat Networks and RedLine Solutions (Microwave & Wi-Max) Telecordia Network Inventory Management
o Schneider Electric/ Siemens/ Honeywell/ABB Solutions (SCADA, PLC, Instruments and BMS) Belco, Lenel and Edwards (Security Solutions & Facilities Management Services)
4 recommendations available upon request
January 2005 - December 2008 (4 years)
Sales activities as a Senior Account Manager for (Water, Electricity and O&G) sectors.
Achievements:
• A 2 M USD ERP and DC Contract for Sidi Krier Petro-chemicals Company (SIDPC).
2 recommendations available upon request
Sales Account manager for the manufacturing and Health sectors, I was responsible for generate revenues and new leads by promoting our solutions.