Saïd Business School, University of Oxford

Helwan University Cairo

Sales Operations Manager at Trend Micro

Trend Micro

Sales Operations Manager

- Develop and maintain detailed knowledge of Trend Micro products, services and processes • Develop plan for Channel sales growth through the year including the certification of new value customers for the territory Develop sales plan and execute for current Channel and End Customers including working with Channel Partners to identify and develop new business opportunities • Create and maintain the forecast as well as develop, manage and repot on a sales report pipeline within the territory. • Provide accurate weekly revenue forecasts • Follow sound sales processes and steps including creating and implementing a strategic territory plan and driving and overachieving aggressive revenue targets. • Present special programs to Regional Accounts • Develop and maintain senior level relationships within Regional Accounts • Schedule and lead Sales and Technical training to partners. • Adhere to CRM, business systems and activity standards • Travel within assigned territory as necessary.• Understands and proactively anticipates the needs of clients’ business • Thoroughly understand clients’ business; understand clients’ competition, market trends and available research • Counsel clients on strategies and decisions in collaboration with the account director • Develop and monitor measurable goals for each program • Brings forth business-building ideas • Is able to interpret competitive analysis and provide marketing insight to clients • Knows how to identify, plan and manage large programs • Move tactical projects into program opportunities • Solves problems at all levels, utilizing various leadership and negotiation skills • Is responsible and accountable for designated account activity • Identifies and drives new business activities • Develop business with existing and prospective clients • Lead/assist in researching and writing client proposals • Demonstrate effective presentation skills and the ability to persuade

Regional Account Manager

Regional Manager MMEA & CIS - Renewals Sales Management & Sales Support

- Exceed managed Partner quarterly and annual revenue targets- Track, forecast and co-ordinate and report on sales opportunities - Qualify partner and sell commercial benefits of TrendMicro partner program to multi- level contacts within the managed partner accounts. - Develop managed partners through training both on product and the LMS tool to enable them to achieve the most commercially suitable level of Partner program accreditation - Co-ordinate with local Marketing activities tied to the business’s goals. - End user opportunity development – Identify and develop successful long-term opportunities alongside managed partners to grow new business for Trend Micro. - Lead the commercial business as an onsite sales person to grow the commercial business in the territory. - Facilitate relationships between the Trend Micro field sales team and the key partner sales and consulting teams to ensure that account mapping is completed and joint account plans developed. - Jointly develop managed partners business plan’s and review quarterly against agreed targets. - Ensure close liaison with all relevant functions within Trend Micro to communicate product and support needs and communicate strategic developments/risks within the partner. - Ensure that managed partners are regularly updated on changes to Trend Micro Sales operations and how these changes will affect their own sales and internal teams - Ensure that all managed partners maintain their knowledge and understanding of the LMS tool to enable them to self help through the partner portal - Communicate Trend Micro strategy and aims on a quarterly basis - Keep knowledge up to date of the Security market and meet training targets to maintain a thorough understanding of Trend Micro products, process and promotions to provide the highest levels of sales support.

Shaimaa Mostafa