Lebanese American University

Edinburgh Napier University

Channel Account Manager - Gulf Cluster
(Qatar, Oman, Bahrain, Kuwait, Iraq & Yemen) at Trend Micro

Trend Micro

MMEA Volume Business Manager

• Establishes productive, professional relationships with key personnel in assigned partner accounts.
• Coordinates the involvement of company personnel, including support, service, and management resources, in order to meet partner performance objectives and partners’ expectations.
• Meets assigned targets for profitable sales volume and strategic objectives in assigned partner accounts.
• Proactively leads a joint partner planning process that develops mutual performance objectives, financial targets,
and critical milestones associated with a productive partner relationship.
• Proactively assesses, clarifies, and validates partner needs on an ongoing basis.
• Sells through partner organizations to end users in coordination with partner sales resources.
• Manages potential channel conflict with other firm sales channels by fostering excellent communication internally and externally, and through strict adherence to channel rules of engagement.
• Leads solution development efforts that best address end user needs, while coordinating the involvement of all
necessary company and partner personnel.
• Ensures partner compliance with partner agreements and partner program
• Drives adoption of company programs among assigned partners

Channel Account Manager Gulf Cluster

• Responsible for achieving and exceeding the incremental sales goals assigned to the countries on an annual basis
• Responsible for the day-to-day development of channel partners, either Distributor, Reseller or Partner accounts
• Primary liaison between the Channel Partner and Veritas, to establish solid working relationships internally with all applicable groups within all sales Veritas segments.
• Understanding of the Partner’s strategies and goals to orchestrate Veritas resources (including Veritas Commercial and Enterprise reps) to maximize sales volume and profit goals within Partner.
• Represent the organization to the Partner and the Partner to the organization, with the Channel Partner being reliant upon Veritas as valuable supplier of products and services.
• Proactively develop sales forecasts and actively manage partners’ opportunity registration deals, both regular sell- through updates and new version or new product forecasts, understanding, monitoring and reacting to where the Partner is against year to date revenue, reporting on any significant trends.
• Responsible for developing annual business plan which has the agreement and sign off by a C Level Executive within the Partner, which clearly lays out steps for success for their assigned accounts
• Responsible of creating visibility for the detailed pipeline of each partner engaged in any Veritas opportunities in the countries covered
• Responsible of aligning the partner list of opportunities with our internal ORR program,
• Responsible of creating, executing and managing required campaign in countries to drive pipeline, new logos, and increase closure rate based on your priorities,
• Responsible of driving the commercial sector with the help of the partners and pushing them through extended team like ISO to go after that market which is incremental business on top
• Responsible of managing partner quota (per year, per quarter) and reflect this in the forecast on quarterly basis

Veritas Technologies LLC

Channel Manager - Qatar, Kuwait, Bahrain and Pakistan

•  Responsible for the business relation between IBM and Cisco in Doha 
• Responsible of all Cisco deals negotiation and business cases with both customers and Cisco 
•  Responsible of acheiving the NW department Quota by helping both Sales and presales department closing deals 
•  Responsible of the NW sales team to picth new named accounts and enlarge the client base of GBM 
•  Following up with Cisco on any quota shortage and creating incentives to meet targets 
•  Responsible of 15 million US dollars of NW projects 
•  Responsible of creating new opportunities to increase GBM target 
•  Responsible of preparing the backlog for the begining of a new fiscal year to start the business with

NW Sales Team Leader

• Responsibility lies in acquiring new accounts by raising the exact needs of the customer and providing him with the accurate solution. 
• Preparing the technical design for any LAN/WAN solutions required from the clients including the products needed to be installed with the collaboration of the technical team. 
• Responsible of the pre-sales preparation for all my clients including research for new products and solutions. 
• Working on different Cisco projects: LAN & Wireless LAN (WLAN), WAN, IP telephony Solution, IPCC Express (Call Centers), VPN Solutions, Security Assessment project for ISP and Data Providers. In addition, to Microsoft Application system design. 
• Working for different vertical markets: Hospitality, Insurance, Banking, Educational, Governmental and much more other sectors. 
• Sales Strategy development and Market Penetration in KSA for BMB KSA office starting March 2006.

Senior Account Manager

• My responsibility lies in all aspects of leading a team of 5 Corporate Sales Consultant and train them on how to identify prospective customers, to carry out customer need analysis and to maintain ongoing relationships with existing customers. 
• Developing of a trust relationship with each client and the company by understanding the clients’ expectations. 
• Preparing the structure of all departments and how they will communicate together by giving the highest priority to the sales department as it will communicate with several departments at the same time., working on the improvement of the internal communication among departments by having one aim which is: “ Right, Right, First Time”. 
• Preparing quarterly plan of intercepting the markets and what segments the sales team must pitch. On the other hand, working indoor for the planning of maintaining good flow in cash and increasing the revenue to achieve yearly targets.

Mazen Al-Adhami