Sales/Business Development Manager/Account Manager

I Identify The Most Efficient Ways To Grow A Business.

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Summary

A result-oriented Sales/Business Development Manager/Account Manager with over 15 years of experience working in a highly competitive and growth-oriented market. I work with my assigned portfolio of Enterprise Customers and Managed partners to ensure revenue targets are met by maintaining renewal rate and sales to New Businesses. I support my clients in evaluating the Best- T technologies for their digital transformation journeys. I am well-versed in the dynamics of the Middle East and USA IT market and have developed relationships at C-level.

I Help Companies Grow
  • Achieved 100% growth over 3 years in Sales/Channel/Ecosystem revenue.

  • Led 34+ takeout’s and wingbacks from the Competition.

  • Recruited over 30+ new channel partners. 8 achieved “Gold” status.

  • Over the past decade, we’ve secured a significant oil and gas client by utilizing data optimization and machine learning technology to reduce costs and enhance efficiency.

  • Successfully designed and launched multimillion $ Top of Rack 10G/40G L2-L7 ultra-low
    latency Ethernet Switches.

  • Won multiple outstanding awards and recognitions.

Work History

Enterprise Sales Manager - Data Optimization - Middle East, Pakistan, Egypt and Turkey

Riverbed Technology ยท Full-time
Feb 2023 – Present

Regional Channel Manager, Hybrid Cloud And AI

IBM, Dubai, U.A.E
Nov 2016 – Dec 2022

My work has been primarily focused on creating new routes to market and developing new
customers and channel partners to increase year-over-year revenue growth in new business
through proper planning, accurate forecasting and regular pipeline development reviews.
I have worked on technologies like Servers, Storage, Networking, Data Optimization, AI/machine
learning, Big Data and Analytics, Hybrid/Public Cloud and Storage and Virtualization SW to align
and execute IBM Systems’ strategy with our client’s vision.

Key Achievements:

  • Lead IBM Systems’ global go-to-market initiatives in ME and Levant, which covers
    Sales/Ecosystem/Channel development, joint selling with Partners, technical sales, customer
    experience, and our clients’ and partners’ success in implementing infrastructure and SW in
    the Data Center, Public/Hybrid Cloud. The portfolio includes Servers, Storage for Hybrid
    Cloud (Azure, AWS) and Data AI, Cyber Resiliency and Cyber Security and Virtualization SW
    for Public/Hybrid Cloud.

  • Increase profitability with the right pricing strategy in place, this includes closing the right
    number of deals and defining key accounts, qualified pipeline generated, deals closed,
    partner individuals certified, and deal registrations.

  • Establish relationships at all levels within the top Partners (Tahaluf, Itqan, Wipro, Honeywell,
    etc.) accounts to understand customer processes and business models.

  • Constant engagement with distributors and partners resulted in growing IBM’s Channel
    Business to US$25+M. US$10M in new business (over 100% growth in new business)
    through proper planning, accurate forecasting and regular pipeline development meetings,
    reviews, account planning and strategy sessions.

  • Develop joint business plans with the distributors and selected business partners aligning
    marketing events to create awareness for Data and AI, Application Modernization, SAP HANA
    with Power Servers, Software Defined Storage, Modern Data Centers, Hybrid Cloud (Azure,
    AWS) Storage, Data Residency, Data Sovereignty, Cyber Resiliency/Cyber Security and
    Virtualization SW for Public Cloud. Through these events, we generated a new pipeline of
    over US$5M.

Regional Manager, Networking, MEA

IBM Networking, Middle East
Feb 2011 – Nov 2016

  • Led building IBM Networking business from US$ 0 to US$ 5M in three years, winning against
    Cisco and others.

  • Created brand awareness for new IBM networking products in the Middle East, Africa,
    Levant, and Pakistan region.

  • Led pre-sales and sales teams and closely collaborated with newly recruited partner MHD to
    win the rst 40G Ethernet Switches data center at HCT College, Oman

Director Of Product Management, Ethernet Switches

Blade Network Technologies, Santa Clara, California, United States
Aug 2007 – Mar 2011

  • As a Director of Product Management I led a team of engineers and developers to design,
    architect, and launch multimillion $ Top of Rack ultra-low latency L2-L7 Ethernet switches
    with Network monitoring, actionable Insights and automated resolution while managing
    cross-geographical and cross-functional teams of Engineers, Managers and Network
    Solution Architects in three different countries at Nortel Networks and Blade Network
    Technologies in the U.S.A.

  • Identify product gaps and market needs. Identifying areas of competency and skill that
    complement our sales pursuits and filled gaps in our offerings.

  • Develop and maintain healthy and trusted relationships with key partners.

  • Research, evaluate and de ne new hardware, software, and virtualized products and
    solutions to support our customer’s service provider Core, Edge, and Aggregation network
    layers focusing on cost-savings, scalability, and reliability.

  • Experience working with all levels of a manufacturing plant including VPs, plant engineers
    and forecast submission.

  • Consolidate estimates regarding financial requests for different project initiatives.

  • Create meeting notes for various meetings.

  • Execute Project Plan updates.

  • Upload docs to Share-point and track approvals.

  • Extract financial data for various (e.g. Business) decks.

  • Coordinate with Finance and PM for journal entries.

  • Help support sourcing process, SOW / PO creation, Contract intake form.

  • Raise tickets for production issues.

  • Monitor ; report metrics on IT programs ; projects

  • Support financial analysis on large projects.

Skills

  • Collaboration

  • Great listener

  • Passionate

  • Ability To Create Winning Proposals of High Standards

  • Tendering Processes and Procedures

  • Business Development in Complex, Multi- country Environments

  • Negotiation and Influencing

  • Experience in Channel Management, Sales, Business Development

  • Proven Track Record of Achievement Against Quota

  • Able To Work in Cross-regional, Multi- cultural Global Team

  • Highly Organized/ Highly Self-motivated.

  • Sales Planning and Opportunity Scoping

  • Cross-selling Skills and Knowledge

  • Data Network Solutions/ Data Center Virtualization

  • Hyperconverged Infrastructure

  • Partnership, Channel, Alliances, Business Development, Sales, Consulting

  • Team Building

  • Tolerance of Change and Uncertainty

  • Critical Thinking

  • Mind Mapping

  • Communicative

Languages

English
Urdu
Arabic

Certifications

  • Cyber Resiliency/ Cyber Security/ Hybrid Multi-Cloud/ Public Cloud/Strategic Planning

  • Certified Design Specialist, Nortel Networks

  • IBM/Nortel Certified Sales Expert Layer 3, And 4-7 Switching, Nortel Networks

  • 280 Group Certification For Product Management

  • IBM Certified Specialist (IBM Storage Sales Combined V1)

  • IBM Certified Specialist (Midrange Storage Sales V2)

  • IBM Midrange Storage Sales V3

  • IBM Certified Specialist (Open Systems Storage Solutions Version 6)

  • IBM Certified Specialist (Midrange Storage Technical Support V1)

  • IBM Top Gun Networking

  • IBM Top Gun Storage

Education

Masters in Telecommunications, Computer Systems Networking and Telecommunications
University of Denver
2002 - 2005
Bachelor of Science - BS, Electrical and Electronics Engineering
Wichita State University
Mar 1997
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