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Business Consultant MEA – Self Employed ( July 2021- Present)
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Find and onboard new channel partners for new multinationals & startups establishing new business in EMEA region in IT industry
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Engage with setting up Channel GTM and ecosystem strategy and executions for the new Vendors / Distributors / SIs entering EMEA markets
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Act as the liaison between the new partners and vendor/s sales directors to ensure they remain engaged and empowered for achieving setted business objectives/targets
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Define and assign target accounts , focused markets , products and best channel routes to each specific market
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Assume the ownership for strategic sales opportunities and support partners/vendors throughout the sales cycle until closure
Founder and Chairman – Laser Network Solutions Middle East ( January 2019- Present)
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Laser Network Solutions MEA (LNS MEA) is a regional Printing & Document value added distributor company with branches in UAE & Bahrain with focus in distributing most OEM Hardware & consumables brands EMEA region
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LNS ME is master exclusive distributor of largest OEM compatible consumables factories based in Europe and Asia for distribution in MEA region
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LNS ME Annual Turn over is 22 M USD in 2022 with huge potential revenue and P&L growth in Year to Year
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LNS ME has established solid distribution partnerships in the EMEA document and printing markets
Regional Director – Ricoh Middle East & Africa August 2013 Till July 2021
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Built Ricoh commercial business unit for MEA region from scratch in dubai with full GTM strategy and P& L operation responsibility. Managing the sales on 52 countries in the Middle East and Africa
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Managing organization of 15+ people with day to day operation with defining clear KPIs for individuals with cross functions
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Maintaing consistest solid growth of company trading profit year on year by focusing on value added businesses and services (mainly MPS/MDS) & building strong team
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Strategic multi million US$ enterprise contracts wins in vertical MEA accounts mainly in Public Sector & Banking sectors
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Captialising on solid industry experience, managed to hire 8 IT Mega distributors in less than one year in 2014 covering entire MEA region with solid incremental revenue and profit contribution to Ricoh International .
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Successful development & segmentation of 2nd tier IT channel infrastructure to tab all go to markets segments (B2B & B2C) in the MEA region . solid Alliances with major SIs in region
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Visit business partners with the team on regular basis for business review and address any area of improvement in each country.
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Setting up budgets for each market with short and long term Sales and Marketing plans and strategies to ensure achievement of revenue and profit
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Ensuring smooth business operation through management of detailed legal frameworks (Contracts and agreements with new distributors ,resellers &Governments throughout the value chain)
New Business Manager , Ricoh International May 2012 Till July 2013
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Responsible strategically for recruiting and channel management of new Distributors in the Middle East and North Africa regions.
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Ensure Ricoh International has an optimum resource landscape in partner organization from segmentation, capability & capacity perspective
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Develop, implement, & drive joint business plans that identify the key growth areas for senior management for the new and existing partner organization in the MENA markets
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Drive executive engagement on an ongoing basis to ensure key strategies for increasing Ricoh Int. footprint in the partner's customer accounts
Business Head , (IBM Infoprint ) in GBM (Gulf Business Machines) Jan 2011 Till April 2012
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GBM is the Sole Distributor of IBM in the Middle East and one of the leading System integrators in the region
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Responsible for building & running operation new business unit in GBM for software solutions on document & content management , workflow & business processes
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Recruitment of Strategic SI s and IT corporate resellers
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Customer engagement , Pre sales and coaching GBM account managers
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Set Sales and Marketing plans and strategies for solutions across the GCC region
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Vendor end to end management commercial relationship
Regional Commercial Manager, HP Middle East Dec 2006 Till December 2010
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Developed the go-to-market strategy to target SMB & vertical enterprise accounts in Middle East region
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Managed and coached a team of 8sales managers, 1 admin, 2 product category managers, 1 marketing manager & 2 technical consultants.
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Pricing and forecasting management responsibility
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Complete Channel management responsibility of 8 distributors & 300+ resellers
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Created solid business plans and sales strategies led to increasing HP sales revenue , profit and market
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Coached, mentored, guided and developed human capital
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Supervise and work with cross functional team on special projects related to company operation enhancement (i.e: forecast & delivery, finance outstanding collection, strenghen specific product category & team bonus)
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Solidfying the HP brand image and awarenes through managing aggressive marketing PR activities and events
Senior Account Manager, HP Middle East Feb 2004 Till December 2006
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Key account management and direct relationships with key deicison makers for vertical accounts in UAE , Bahrain , Qatar and Oman
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Conducting strategic account planning , TAS plans and market studies
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Maintaining and managing the organization’s relationship lines with resellers and distributors
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Monitoring the over all work flow of the pre and post sales teams to assure that all acquired projects are implemented in the best manner and as per the customer’s expectations
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Top performer and target over achiever quarter on quarter
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Develop and deliver accurate sales forecasts in line with business objectives
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Pipeline management, building and maintaining a healthy and quality funnel
Sales Manager, Toshiba Middle East Sept 2003 Till Feb 2004
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Responsible for Establishing new enterprise Global Accounts Program segmentation for toshiba IT product portfolios across 13 countries in the ME (UAE, SA, Qatar, Oman, Egypt, Turkey, Bahrain, Kuwait, Jordan , Lebanon ,Yemen , Syria & Iran)
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Management for a budget Quota of Toshiba IT Distributors of around 30 Million US$ annualy
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Responsible for the product management & marketing support to distributors
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Discuss ,set and propose business plan and activities for each country twice a year based on the agreed budget
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Develop Business Partners understanding & sales skills; Ensure that distis sales reps receive proper account management training for approaching enterprise accounts
Sales Manager, 01 Systems in Bahrain Dec 2000 to September 2003
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Responsible for business development of the company’s Document Management and workflow software solutions through the assigned markets ; Saudi Arabia , UAE, Jordan & Bahrain
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Budgeting and strategic planning with full profit and loss responsibility
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Achieved and exceeded the sales quota by 150% in the year 2001
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developed high level relationship and contacts with the existing and new major accounts
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created quick win solution sales strategies for the resellers to maximize their sales and conducted several solution sales training events
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Managed a team of 3 accounts managers , 2pre-sales and 3 project managers in the assigned territories that successfully led to profitable projects
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Won prestigious document management projects and opened new key governmental & banking accounts
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Handled contract negotiations for the winning projects that met my company commercial and legal objectives
Major Account Manager, Xerox UAE Jan 1998 – Dec 2000
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Established fixed coverage plan for Governments and major accounts through Dubai and Northern Emirates
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Developed cooperative and solid relations with the U.A.E major accounts gaining trust and confidence of clients
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Achieved short and long term targets for old and new brands
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Designed strategic plans for delivering new document management solutions in the U.A.E Market
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Won aggressive business deals in UAE’s governmental accounts.
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Declared by Xerox Emirates as their top sales personnel in 1999.