Summary

Work experience

• Business Development/Channel Manager (Middle East / East Africa)

  Delta Electronics

  2013.08-Current

  (12 years)

  Solution Sales Security Control Rooms – Network infrastructure – Video Walls Strategic Planning In collaboration with PAN/Delta leadership, contribute to annual and multi•year business development strategies that leverage PAN capabilities to identify and win new business opportunities, contributing to financial sustainability across the organization. • Capture Planning and Pre•positioning Capturing a portfolio of new business opportunities working with PAN technical teams, Responsible for devising the capture strategy for specific proposals and planning the search for new promising business opportunities in a target geographic region. • Planning support at the territory level, working with in country partners/Customers to develop their ability to gather intelligence and provide meaningful and relevant inputs into business development decisions. • Identifying new market opportunities globally in conjunction with product marketing for existing and new product. Show less
• Business Development/Channel Manager

  DLI-IT Systems Group

  2011.12-2013.08

  (2 years)

  Integrated ERP Software Suite Sales – Security and Access Control, HR • Leading and expanding DLI strategic sales channel in the UAE, Saudi Arab and Qatar. • Delivering strategic sales in accordance with DLI strategic target. • Day•to•day support of strategic sales staff, incl. KPI/target setting and monitoring. • Managing and develop strategic sales pipeline in accordance with strategic sales targets and company sales methodologies and processes. • Planning, deployment & management of DLI and partner solutions in UAE, with a focus on analyzing the market conditions, marketing research, product launch and ensuring smooth operations. • Recruiting Channel partners, enablement and account management across the territory. Show less
• Country coordinator for IBM (ISV) Channel and Academic Relations

  IBM

  2008.03-2011.09

  (4 years)

  Business Development and ISV relations for the IBM Software Channels organization; responsible for growing revenue through software channel sales. Managed sales relationships for IBM ISV and Reseller partners with solutions for Insurance, Utilities, Travel, Transportation, and Telecommunication industries. IBM Smart Cloud • IBM Web Sphere Solution Sales • IBM Partner Relations • Academic Initiative • Managed software channel relationships across a defined territory by making executive/technical sales presentations, developing leads, training IBM/Channel Partner sales staff and generating sales. Build and maintain pipelines for sales prospects. Increased IBM business partners’ revenue by 30% or more and consistently exceeded quota. • Played a critical role in the development of pipeline sales opportunities with ISVs, Telco and Academia, lead planning sessions and coordinated the activities required to identify, qualify, monitor and close software business. • Provided direct sales support, consulting assistance, education of IBM software products and marketing campaigns for IBM channel partners with Enterprise Resource Planning (ERP), Customer Relationship Management (CRM) or industry specific software solutions. These solutions utilized IBM Service Oriented Architecture (SOA) architecture, IBM DB2, Tivoli, Websphere, Rational or Lotus software products. • Developed business plan for new ISV and training business unit in 2008 in partnership with IBM BPs. • Established the IBM ISV training unit in 2009 and exceeded the expected revenue by the end of first quarter. • Established the IBM University Relations Unit in 2008 and generated revenue though software and hardware sales with local Tier 1 Universities. Also getting IBM resources from Egypt and Canada to train the faculty members and offering the students IBM courses as a part of their regular curriculum. Show less
• Channel Sales & Partner Specialist

  En Pointe Technologies

  2005.02-2008.03

  (3 years)

  This is an outsourced position which was based in Islamabad Pakistan but reporting to US.  Communicating with manufacturers/Partners to facilitate new businesses opportunities.  Participate in the development of marketing activities.  Developing and maintaining market share reports.  Assisting the organization’s sales in designing complex solutions.  Generating incremental revenue, reinforce marketing credibility through partners and leverage organization’s services where applicable.  Developed and implemented plans for strategic accounts that exceeded expectations in revenue retention/growth, account profitability, and customer satisfaction.  Conducted weekly telephone call blitzes.  Identified target companies and key decision makers.  Assessed performance by location through audit reports.  Supported other promotional programs including, but not limited to: reactivation, retention, leads and knowledge based marketing programs. Channel partners:  Software Publishers: IBM Software Microsoft CITRIX McAfee  Hardware Partners: IBM HP DELL ADTRAN Show less

Educational experience

• Microsoft Partner University

  Specialized Professional Study, Business Administration and Management, General

  2006.01-2007.01

  (a year)
• PIMSAT

  Bachelor’s Degree, IT

  2001.01-2005.01

  (4 years)