GROUP LEADER, CLOUD MARKETING – APJ Region
Oracle Corporation
مجموع سنوات الخبرة :13 years, 5 أشهر
What is it about?
Leading creative brains to put together and execute Oracle Cloud Go-To-Market strategy for APJ Region, focusing across industries on Emerging Technologies; Artificial Intelligence, Data Science, IoT Applications and Blockchain, for Enterprise and SMB segments. We segmented the market, drove the Oracle Digital sales Territories Planning, defined the targets & marketing campaigns quarterly, influenced key stakeholders, then executed Demand Generation AND Pipe Progression activities directly to customers or indirectly through partners to achieve the targeted coverage, pipeline and revenue. Yes, we knew how to spend the marketing budget, but we also knew how to bring 13x the amount back as revenue!
Why was it special? Key Achievements
o Establishing the team, the GTM strategy, sales pipeline, customer intelligence & references. All from scratch.
o Over achieving the sales target by average 118% YoY, keeping ROI more than 1:10 Cost: Revenue.
o Creating the market. Anticipating customer behavior and business disruption for growth and emerging markets.
o Developing and executing creative marketing roadshows, such as “Boarding PaaS” and “Oracle Innovation Days”.
o Leveraging extensively social listening, AI and omni-channel in all internal and external customer communications.
o Creating effective partners map, 42 includes SI’s & ISV’s, making them interested and engaged in our cloud GTM.
o Going Industry specific in our GTM strategy to gain customers trust, and act as business and technology advisor.
o Building and coaching diverse and high performing team, that’s able to embrace growth and adapt to changes.
o Influencing continuously sales stakeholders, executives, even finance SVP, to keep the budget flowing.
What does it mean?
Managing and leading the Demand Generation Group to achieve quarterly & yearly targets. The group was consisted of three teams: Channel Marketing Managers, Business Development Group & Customer Intelligence Team. All of them worked together with great synergy in building and executing continuously creative digital marketing campaigns and social media roadshows with partners, targeting customers interests based on their social media activities, then follow up on the leads to close the loop. Yes indeed, we created a full fledge customer intelligence database; one of the most effective heat maps for targeted marketing activities, achieving more than 1:12 Cost:Revenue with 38% YoY growth in pipeline and 18% increase in ROI, while balancing the coverage across ECEMEA clusters.
What made this one special too? Key Achievements
o Over achieved five years back to back with consistency, in an average of 122% vs. target.
o Inspired by “customer first” slogan as priority, managing to build MEA customer reference library.
o Achieved partners and customer retentions objectives, more than 80% of the partners returned to invest with us.
o Managed very complex KPIs matrix, xLOBs collaboration, budget guidelines and campaign execution framework.
o Inspired by my team growth and people progression in Oracle.
o Created a full fledge customer intelligence database for ECEMEA region.
o Targeted various untapped countries and cities with new marketing ideas, especially in Africa.
Duties and Responsibilities:
o Achieving yearly sales quota and business objectives set by sales management.
o Developing and maintaining breadth and depth relationships with the assigned accounts and industry.
o Understanding and analyzing the client technical and business requirements.
o Generating, maturing and following up on new leads as future potential prospects.
o Managing constantly healthy pipeline against target by creating, qualifying, moving and closing key opportunities.
Key Achievements:
o Over achieved quarterly and yearly sales target 106% of $1.1M in FY09, 143% of $1.4M in FY10.
o Fulfilled commitments against quarterly forecast with >88% accuracy.
o Managed 26 partners with consistent pipeline reviews and increased customers base by 46%.
Duties and Responsibilities:
o Growing and Managing retailers network by recruiting and supporting business partners to resell Apple products.
o Handling Major retailers objections and questions on supplied products.
o Presenting Apple products and services to potential business partners and emphasizing salable features.
o Working as an integral part of the sales team in order to achieve personal/Team budgets & target.
Key Achievements:
o Implemented Apple services business plans by recruiting new business partners such as Sharaf DJ and Blug-INS.
o Ensured significant growth for Apple revenues and secured future sales within the assigned retailers.
Module 1: Leadership, Team work & Influence - Effective influencing - Blockbusting - Circles of Concern - Support and challenge principles - Myers Briggs Type Indicator (M.B.T.I) - Compete vs. Collaborate Module 2: Managing Performance and Developing Talents - Role clarification & SMART objective setting - Couching as a Management/ Leadership Style - Success indicators and Employee Motivation - Managing the change - Handling conflicts
Advanced Sales Prospecting Presenting your self with Impact Relationship Management Assertiveness Training for Professionals Negotiating with a Savvy Buyer
Accredited by ABET •Member in a Capstone Project under the title Internet Banking as project leader sponsored by Blom Bank France. •Dean’s List and Honored graduated student award for the years 2006 and 2007. •Member in the Alumni Board of Directors for the University of Dubai.
