Channel and Alliances - MENA (HW, SW, Cloud, AI Blockchain)
Redington Gulf
Total years of experience :25 years, 9 Months
Leading and managing a group of product concept to launch - Oracle
Developing business models and plans to achieve corporate revenue growth
Monitor and evaluate metrics to measure the efficiency of business plan.
Maintain strong working relationships with Channel Partners and identify new business opportunities.
Develop business proposals and cases for new business opportunities.
Evangelise on PaaS+IaaS and building business plan for Channel partners
Creating effective product strategies, as well as developing and implementing tactical pricing based on research, demand, and project requirements.
Launched Cloud center of excellence and running successful
Identified and onboarded Non Oracle partners for Cloud and Oracle offerings.
Scheduling product milestones, and review progress continuously.
Identifying and onboarding new vendors, signing as distribution partnership for MENA region
Creation of the company
•Recruiting and training of the staff (Business development, admin, finance, technical team)
•Identifying and onboarding new vendors, signing as distribution partnership for MENA region
•Design and roll out across all affiliates of a Working Capital Management Program in line with new Corporate directions and existing economic conditions
•Crafting and deployment of a new Vendor Contract Management Tool streamlining the sign off process as much as providing elements of comparison between various partners’ Terms & Conditions.
•Heading B2B Channel strategy, Sales and Resources across MENA region.
•Complete responsibilities of P&L Management, Business Development, Purchasing, Negotiations, Channel Management Program
•Business development focus on non established vendor partnerships through new negotiated contracts, new territory coverage and investment plans
Overseeing complete business operations in the assigned region with accountability of profitability, forecasting monthly/ annual sales targets, & executing them in a given timeframe.
•Heading Profit and Loss Operations for the organisation.
• Revenue Responsible for driving Hardware, Software and Service revenue with ISV, SI/SO and Alliance partners as reseller and influencer of Oracle and Extreme Networks Business and associated services
•Team management
•Identifying and developing new streams for long-term revenue growth and maintaining relationships with Partners and Vendors to achieve repeat/ referral business.
•Tapping new markets and coordinating with channel partners to penetrate these segments, thereby expanding business & generating income.
•Evaluating marketing budgets periodically and ensuring adherence to planned expenses. Conducting market analysis to understand competition and accordingly formulate strategies to tackle the same effectively.
•Keeping abreast of market trends to obtain intelligence reports regarding competition and facilitating the formulation of strategies to counter competition.
•Making presentations before the prospective clients to promote the company’s services and negotiating with them to finalise mutually beneficial business deals.
•Conducting / organising marketing/ sales promotional activities as a part of brand building and market development effort to existing and new partners.
•Handling product development/ launches to widen the product portfolio and generate additional sales.
•Identifying and networking with financially strong and reliable channel partners, resulting in deeper market penetration and improved market share.
•Developing new business partners to expand product reach in the market and coordinating with the dealers to assist them to promote the product.
•Providing direction, motivation to the team members ensuring optimum performance.
•Conceptualising & developing training & development initiatives for improved productivity, building capability and quality enhancement.
Products Handled: Extreme Networks, Oracle Products including Servers, Storage and Software
Key Deliverables:
•Revenue responsible for driving Hardware, Software and Service revenue with ISV, SI/SO and Alliance partners as reseller and influencer of Oracle and Extreme Networks Business and associated services
•Sell with and sell through partners
•Team management (sales, presales)
•Enablement: Market current programs and contracts that provide partners ability to resell
•Solution Offering: Work with current and target Partners to understand current offerings and amend to include Oracle products as part of core offerings or dedicated practice
•Managing and development of existing Global, Regional, VAR, SI, ISV partners.
•Identify and recruit new partners to meet the target.
•Mapping: Responsible for working with partners on account mapping, go to market strategy, and facilitating partnering efforts of Vendor Field Sales
•Develop and implement marketing plans and events with select partners
•Leading sales of including Servers, Storage, and Software to end customers through Channels
Spearheaded solution selling and business development activities for HP/SUN/EMC products like Servers, Storage, Backup and Software in the assigned territory of Abu Dhabi, Qatar and Kuwait.
Developed and assigned partners in the territory to fulfil the business.
Mapped potential customers for new products and increased business share of existing products.
Developed enormous amount of leads across the territory.
Created Wipro offerings awareness in the market.
Analysed the techno-economics of product Vis-à-vis competitor product.
Conducted product trials (POCs) and got the product approved.
Spearheaded solution selling and business development activities for HP/SUN/EMC products like Servers, Storage, Backup and Software in the assigned territory of Abu Dhabi, Qatar and Kuwait.
•Developed and assigned partners in the territory to fulfil the business.
•Mapped potential customers for new products and increased business share of existing products.
•Developed enormous amount of leads across the territory.
•Created Wipro offerings awareness in the market.
•Analysed the techno-economics of product Vis-à-vis competitor product.
•Conducted product trials (POCs) and got the product approved.
Mapped new clients in the assigned territory comprising U.A.E.
•Developed and managed the Channel Partners in Middle East.
•Prepared business proposals depending on the need of the Users
•Conducted pilots and demo’s making case studies for future reference sites.
•Monitored the competitor activities and updated the management accordingly.
The Hosur Infotech, India
Products Handled: Server - HP,
Insys Software, India
Products Handled : ERP, School Management Software
Key Deliverables:
•Generated Lead.
•Conducted Demo’s and Pilots.
•Collected information for designing applications.
MBA in International Business Administration from EIILM - Sikkim - Open Unversity
. Bcom - Commerce
