Channel Manager Middle East and North Africa
Tech Access FZ LLC
Total years of experience :21 years, 11 Months
Responsibilities:
1) Channel Development and Management:
2) Partners Life Cycle Management:
3) Products Channel Strategy:
4) Channel Communication:
5) Channel Marketing:
6) ISVs and Alliance development:
7) Partner Enablement Training:
Managed 300+ Enterprise level Channel Partners across MENA for Oracle, NetApp and Symantec.
Recruited 45+ new Champion Channel Partners across various industry verticals and territories in MENA.
o Generated Incremental Business: US$ 10 Million with new partners.
Won Oracle VAD Contract and HDS VAD Contract for Tech Access in MENA region, by actively participating with key stakeholders in management team during VAD selection process.
o 73 - Legacy Sun Microsystems Partners Supported and Successfully Migrated to OPN
o 15 - New Partners Supported to join Oracle Partner Network ( OPN ) for HW LOB
o 10 - Existing Oracle S/W Partners engaged to activate H/W portfolio.
o 500+ - Oracle SW Partners engaged in Region for Business
o Generated pipeline of Oracle SW Business of US$ 11 Million with new Partners.
o Grew the Opportunity Pipeline by 200% - for Oracle HW + SW LOB in FY11 by driving various tactical.
Supported Business Units to achieve 100% Vendor targets:
o US$ 60 Million in FY09
o US$ 68 Million in FY10
Planned, executed and completed Channel Marketing initiatives with Partners.
o 95 GTM initiatives with Channel Partners by generating sales pipeline of US$ 60 Million for Tech Access across MENA
Generated US$ 9 Million of incremental business with channel partners by launching 7 Promotions.
Targeted ISV’s and SI’s to Promoted Tech Access Solution Centre: Proof of Concept, Demo Centre services in channel community by supporting business units to generate sales pipeline of US$ 20 Million and closure of US$ 3 Million business in past 3 years
Responsibilities:
1) Strategic Account Management:
2) Establish Relationship with Vendors and New Accounts :
3) Project Management:
Achievements:
Developed a strategic Best Practice Tool for planning of all Corporate Accounts
Trained and coached sales team leads on the Dashboard and Business Planning Process.
Employed and built a business development team from the ground up and sustained Year on Year Sales Growth.
Achieved 34% Sales Growth in the named account and BPO Corporate Accounts Sector by meeting target of US$ 4 Million
Sourced and Secured 5 new named accounts in FY07
Responsibilities:
1) Market Planning and Brand Development:
2) Communication Strategy:
3) Market Research and Analysis:
4) Business Planning and Product Development:
5) Support Direct and Indirect Sales:
Achievements:
Supported Field Sales team to generate pipeline of US$ 2 Million sales.
Achieved the maximum revenue target in 3 quarters of US$ 1 Million.
Executed 7 strategic Marketing Campaigns to Increase market share by 10%.
Responsibilities:
1) Sales Account Management:
2) Business Development:
3) Support Direct and Field Sales:
Achievement:
Won ATM Infrastructure deployment contract for Bank of Punjab.
Won 7 Public Tenders for implementation of various connectivity solutions.
Achieved revenue targets of US$ 1 Million.
Responsibilities:
1) Coordinate with regional sales teams and corporate marketing team to drive marketing initiatives.
2) Manage relationship with existing key accounts.
3) Drive demand generation activities to promote VSAT, P2P, and P2MP wireless solutions.
4) Setup marketing support campaigns to facilitate and promote franchises for achievement of sales targets.
5) Increase customer loyalty by launching various incentives, promotions and bundle offers targeting commerical and residential subscribers.