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RssInvigorating Business capabilities in IT Solutions and Services Marketing / Versatile IT and Leadership track record with development background

Senior Management Professional and Visionary; over 20 years of work experience and documented record of strong and decisive leadership in Strategy Planning, Operations Management and Deployment, Business Development and Techno-Commercial Operations for IT solutions and services sector. Talent for proactively developing and executing operational strategies to promote organizational growth through optimal utilization of emerging technologies, expanding international footprints, driving vision and achieving critical strategic goals. Decisive leader in management of business units, key accounts and human resources.

Application Support

About Me

Industry:

Information Technology

Occupation:

Application Support

Highlights:

Since Jun’12 Optimus Technology & Telecom, Dubai, United Arab Emirates as Product Group Head – Security & Virtualization reporting to VP – Channel & Alliances Notable Accomplishments • Spearheading newly launched business unit focusing on IT security & virtualization solutions. • Instrumental in managing software vendors like NetIQ, Novell, SUSE, Bitdefender, Swivel Secure and Quest Software (now a part of Dell Software), McAfee and Huawei Enterprise. • Generated a pipeline of over $8m, with a closure rate of 20%; achieving 80% of revenue target. • Closed major businesses on identity & access management (IAM), and security information & event management (SIEM) with BFSI, Utilities and conglomerates in our region. Jan’11 to Jun’12 EMPA Middle East FZCO, Dubai, United Arab Emirates as Business Unit Manager – Enterprise Solutions reporting to Director – Sales & Marketing Notable Accomplishments • Key role in establishing value added business unit focusing on IT security solutions. • Successfully appointed reliable vendors and managed them to focus on corporate partners to drive ESET and EdgeWave businesses. • Instrumental in developing networking and storage business of EMPA’s existing vendor partners like Iomega and NETGEAR. • The business unit contributed ~20% of overall company’s annual operating plan. • Generated a pipeline of over $5m, with a closure rate of 60%; achieving 120% of revenue target. Jan’09 to Dec’10 Magirus Middle East FZ LLC, Dubai, United Arab Emirates as Channel Sales Manager – VMware reporting to Managing Director Notable Accomplishments • Streamlined systems for management of partners by developing effective procedures. • Efficiently managed training services and scheduled in-house and onsite classes in coordination with the training coordinator. • Successfully provided sales orientation and organized key technical workshops. • Efficiently generated pipeline of over $1.5m in services for VMware solutions and successfully converted 30% into sales; achieving 90% of target. • Played a key role in doubling the revenue of VMware training services to $1m through increased scheduled classes; achieving 200% of target. • Developed enterprise channel partners in the region to service the growing need of the virtualization solution which increased the pipeline to over $8m in licenses of VMware, with a closure rate of 40% achieving 95% of target. Nov’02 to Dec’08 Novell Middle East FZ LLC, Dubai, United Arab Emirates as Channel Sales Manager reporting to Managing Director Notable Accomplishments • Pivotal role in developing and establishing access control channel partners to focus on identity & access management (IAM) solutions, thus generating a pipeline of over $1m. • Appointed reliable partners to focus Security Information and Event Management (SIEM) solutions and generated pipeline of over $1m. • Developed Business Partners in every country for the growing demand of Linux and open source based solution after the acquisition of SUSE LINUX in late 2003. • Successfully increased Novell Middle East’s revenue by up selling professional services, i.e. training, support and consulting through the channel partners. • The channel contributed ~80% of overall company’s revenue numbers; achieving 105% of target. • A total of $6m pipeline was generated with a closure rate of 40% through channel partners. Oct’00 to Nov’02 Tech Data FZ LLC, Dubai, United Arab Emirates as Software Product Marketing Manager reporting to Business Unit Manager Notable Accomplishments • Instrumental in managing software vendors like Novell, Symantec, Microsoft, Adobe, WinSoft, SCO, Oracle and VERITAS. • Played a key role in securing No. 1 place on Novell consistently in terms of revenue and market share for the company. • Distinction of exceeding the revenue target set by Microsoft and Symantec consistently, by quarter over quarter. • The software business contributed ~30% of overall company’s revenue numbers; achieving 120% of target.  Jun’95 to Oct’00 Legend Computers LLC, Muscat, Sultanate of Oman as Solution Sales Specialist reporting to General Manager Notable Accomplishments • Adjudged as a “Best Salesperson for Year 2000” by Novell Middle East for securing existing accounts and adding new customers. • Bagged the largest Microsoft order with Sultan Qaboos University, for 3000 clients and 30 server licenses, Aptec Gulf (a Microsoft Distributor based in Dubai, U.A.E.) awarded me with the largest order of the day award. • Distinction of winning one of the largest web site development projects in Oman for Ministry of Information, which was one of the flag ship account for the company, and led to other projects within the Ministry. • Pivotal in conducting o Customer service seminars, product launches, road shows and exhibitions. o Installation review, quarterly general effectiveness reviews. • Successfully handled various vendors like Novell, Lotus, Microsoft, F-Secure, 3Com, Intergraph, IBM and Gateway.

Ideal Companies:

HP Enterprise Security, IBM Software Group, RSA, Oracle, Dell Software Group, Venafi, Centrify, Courion, Splunk, Symantec, McAfee
 

Education level:

Certification

Will Relocate:

Yes

Major Responsibilities

• An astute and result oriented professional with over 21 years of experience in Strategic Planning, Business Development, Sales & Marketing, Channel Management, Product Management and Key Account Management. • An Out-of-the-Box thinker with a flair for charting out strategies and contributing towards enhancing business volumes & growth and achieving revenue and profitability norms. • Competent in assessing and implementing effective solutions to the customer needs, with an aim to improve customer contentment and consequently customer loyalty, repeat and referral business. • Experienced in selling IT related products; proficient in exploring and developing new markets, accelerating growth & achieving desired sales goals. • Deft in tapping potential accounts, analyzing their requirements, rendering technical guidance to the clients and negotiate (commercially) to secure the project. • Possesses experience in solution sales viz. Virtualization, Cloud Security & Management, Security Information & Event Management (SIEM), Identity & Access Management (IAM), Access Governance, Multi-Factor Authentication, Perimeter & Network Security, Data Loss Prevention (DLP) & Data Governance, Endpoint Security Management (ESM) – Patch, Asset, Configuration, Disk Encryption & Mobile Device, Antimalware, Data Protection & Disaster Recovery, Collaboration, Enterprise Linux, Storage, etc. • An effective communicator with good inter-personal, presentation, negotiation skills and abilities in forging business partnerships with clients and achieving quality product & service norms. Business Operation / Revenue Expansion • Establishing short / long term budgets & corporate strategies for achieving profitability. • Planning business and analysis for assessment of revenue potential in business opportunities. • Analyzing & reviewing the market response/ requirements and communicating the same for accomplishment of the business goals. • Determining company’s mission & strategic direction as conveyed through policies & corporate objectives; with focus on top-line and bottom-line performance. • Implementing promotion plans and new concepts to generate increased sales for achievement of revenue targets. Channel Management • Expanding the channel infrastructure and appointing new partners in untapped markets. • Establishing strategic alliances / tie-ups with financially strong and reliable channel partners, resulting in deeper market penetration and reach for institutional sales. • Monitoring channel sales and marketing activities; implementing effective strategies to maximize sales and accomplishment of revenue and collection targets. • Interacting and assisting new channels for enhancing sales growth, market coverage and promoting the brand. Operations Management • Giving presentations and demonstrations to the prospective clients; handling various techno-commercial functions for securing projects. • Networking with the project team to ensure effective delivery of project solution keeping in consideration the pre-discussed parameters. Key Account Management • Identifying prospective clients in the assigned territories, generating business from the existing clientele, thereby achieving business targets. • Building & maintaining healthy business relations with corporate, institutional and OEM clients, maximizing customer satisfaction by meeting service & delivery norms. Team Management • Recruiting, training & monitoring the team members to ensure efficiency in sales operations and meeting of individual & group targets. • Building attitude & training field force regarding the activity plans for organizational commitment creating a healthy work culture for streamlining processes to ensure smooth functioning of sales operations.

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