IBM Security
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Title |
Manager, Threat Management - MEA (Jan 2019 till present)
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MEA Region Leader – IBM Resilient (Oct 2016 till end of 2018) |
Responsibilities |
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- Develop the business for IBM Security Threat Management in MEA, leading sales, business development, marketing, channel and presales operations in the region.
- Develop business plans, strategy and GTM, manage targets and keep tracking of performance.
- Manage 10 key strategic accounts personally, manage and track aligned accounts with IBM Sellers.
- Build and manage channel partners through specialization and categorization.
- Manage enablement across the region for business partners, IBM Sellers and IBM Presales teams.
- Responsible for alignment with IBM other functions in MEA, this including aligned accounts, manage opportunities with GTS and Software Groups, enablement, forecasts…etc.
- Manage marketing budgets, planning and activities whether it’s IBM ThreatMgmt ONLY or co-joint with the overall IBM Security and Business Partners.
- Pipelines, forecasts, achievements, conversation rates, sales analysis and QBRs (Internal and Channel).
- Flying over 60% of my time to focused countries (KSA, UAE, Qatar, KW, Oman, S-Africa, Kenya, EG, Jordan and Lebanon).
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Achievements |
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- The Most New Logos – Globally,
- The Highest Growth of Security Product in MEA
- Booking all firsts in MEA, 4 orders in first quarter and 17 orders in 2017.
- First orders in UAE, KSA, Qatar, Turkey, Jordan, Pakistan, Oman, Kuwait and South Africa.
- Leading global number of new business orders / region, 6 of those in my personally managed key strategic accounts.
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Kaspersky
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Title |
Director, Sales and Business Development - MEA (Oct 2016 till end of 2018) |
Period |
Nov 2013, till Oct, 2016. Dubai, United Arab Emirates. (Oct 2016 till end of 2018) |
Responsibilities |
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- Develop the business for Kaspersky Lab’s new enterprise security portfolio in MEA and leading sales, BizDev, marketing, channel and presales operations in the region, this includes Security Intelligence Services, Anti-Fraud, Industrial Cyber Security, DDOS Protection, Anti-APT and others;
- Develop business plans, quarterly targets and keep tracking of performance through KPIs.
- Build a structured team across ME with local presence in the key focused countries.
- From mid-2014 and till Sept2016, became responsible for all B2B business lines not only enterprise.
- Budgeting, and its distribution to sub-regions and different business lines to meet strategy and GTM.
- Pipelines, forecasts, achievements, conversation rates, sales analysis and QBRs (Internal and Channel).
- An active participant in all global development workshops for all enterprise portfolio roadmaps, marketing, pricing and licensing schemas and technical support.
- Flying over 60% of my time to focused countries (KSA, UAE, Qatar, Kuwait, South Africa, Kenya, Egypt).
- Implement distribution and CAM Plans that suitable for enterprise security products and partners.
- Building a channel enablement program for enrolling and onboarding the enterprise security partners.
- Co-Joint activities with customers, partners and strategic technology alliances for marketing and business development.
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Achievements |
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- Won “Kaspersky Lab Best Newcomer for 2014” an individual global award,
- Built a team of 7 professionals in one month, then grow this team to 21 members over 2 years with local presence in all focused countries.
- 35% YoY Growth “Average 12%”, highest global revenue for new enterprise portfolio.
- Sold personally first global deals for Threat Intelligence, Fraud Prevention, DDOS Protection, Industrial Cyber Security and highest endpoint deal in the region for a leading bank.
- 2 public case studies with 2 major banks in Saudi Arabia.
- Achieved 43% YoY growth for SMB and Endpoint “Average 6%-12%”.
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Computerlinks/Arrow Middle East
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Title |
Regional Sales Manager - Middle East and Africa |
Position |
September 2011, till October 2013. Dubai – United Arab Emirates. |
Responsibilities |
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- Manage RSA Enterprise Security Portfolio and business development activities in Middle East and Africa, portfolio includes “2FA, RBA, SIEM, DLP, Network Forensics and Analysis, eGRC”.
- Leading a team of highly skilled 6 professionals for sales, presales and operations activities.
- Flying over 50% to focused countries for business development activities, countries included Saudi Arabia, Qatar, Egypt, Kenya and Kuwait.
- Implementing a new distribution model and CAM plan, included increasing number of recruited partners' across the region, and develop, enable and drive business through 3 focused partners / country.
- Instruct the official curriculum for RSA Sales Professional Workshops for Authentication and Security Management, I am the only official trainer for Middle East and Africa.
- Co-joint activities with channel including co-join customers' visits, marketings activities, business planning and accounts' mapping.
- Develop business plans and targets on quarterly and yearly basis for the team.
- Breakdown all business lines and processes into deep details for better business view and planning, including renewals, incremental, fulfillment business types breakdown / country / region / partners' classifications / product / campaigns ..etc
- Manage pipeline and forecast reviews internally, with partners and vendor, keeping track of pipeline conversion rate and analyze weaknesses and strengths to act on them.
- Provide KPI reports for top management on monthly / quarterly and yearly basis.
- Develop internal business processes through templates, sheets, and standardized actions.
- Manage pilots/POCs for RSA products to new enterprise prospects.
- Manage professional services' projects for strategic customers.
- Participate in marketing activities' planning, develop incentives programs, implement and manage activities and campaigns.
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Achievements |
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- Distributor of the Year for EMEA Award, for the first time ever for my employer.
- Permanent over-achiever for assigned targets internally and with RSA.
- Build a powerful channel of focused partners across the regions.
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ValueSYS for Information Technology
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Title |
Sales and Presales Manager - North Africa |
Position |
March, 2008 till August, 2011 |
Responsibilities |
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- Manage Kaspersky Lab sales and business development activities in North East Africa (Egypt, Libya, Sudan, Ethiopia, Djibouti, Somalia, Eritrea and Mauritania).
- Manage Tripwire Enterprise and Log Management in Egypt (SEIM Solution).
- Present, demonstrate & sell security products for enterprises.
- Create and manage presales processes, teams and activities.
- Manage technical projects for Security Solutions/Products for enterprises.
- Develop business plans and targets on quarterly and yearly basis.
- Work, develop and manage channels and partner programs.
- Tenders preparation, specifications writing and tender practicing.
- Manage pilots/POCs for security products to new enterprise prospects.
- Provide KPI reports for top management.
- Participate in marketing activities planning for ValueSYS products.
- A permanent speaker in ValueSYS seminars and events.
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Achievements |
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- Permanent over-achiever for targets on personal level and team level and achieving growth of +40% on yearly basis for managed products.
- Built a highly qualified team of 8 Sales/Presales engineers that manage NEA.
- various awards for me, my team and my managed products.
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