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| Position wanted: |
Telco Sales & Business Development |
| Job category: |
Sales |
| Objective and Resume Summary: |
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Sales & Business Development In Telecommunications
Tactical & Strategic Sales Strategic Planning Business Development Consultative Selling Opportunity Analysis Industry Knowledge Competitive Research Marketing Strategy Relationship Building Client Satisfaction Client Retention Account Management Business Planning Business & Market Analysis Identifying New Revenue Streams Large Account Management Plans
Objective
To scale new heights of success with hard work and dedication; and to leave a mark of excellence on every step I take by being involved in a challenging career which demands the best of my professional ability in terms of sales, marketing and business development within a strategic technology services provider and ideally a telecommunication operator.
Professional Profile
Seasoned professional with a Master degree in Computer Systems & Technology and with over 9 years experience in Telecom / ICT Sales & Business Development in the MENA & Nordic regions.
Achieved double-digit Sales Growth for more than 7 years in a row as both a Business Manager and a Key Account Manager.
Motivated achiever recognized for combining Sales excellence, integrity, and innovation with best practices and disciplined attention to achieving immediate and long-term goals and objectives.
Achieved and exceeded profit margin goals as both a Business Manager and and a Key Account Manager
Successfully oversaw the launch of new B2B Telecom / ICT solutions which led to more than $10M in annual revenue from one single sale.
Hired and deployed a team of 22 Account Manager who become the highest sales achievers in the Enterprise Sales department and accountable for over Dhs. 500 million of annual revenue.
Goal-driven performer who has achieved the corporate vision and mission by improving performance benchmarks in Sales and Customer Satisfaction while collaborating with cross-functional staff teams, senior managers, board members, consultants and partners.
Experience in identifying and implementing CRM for the Enterprise Sales department and deploying Large Account Management Plans for the Top 35 Customers.
Having a passion for precisely mapping technology solutions to business problem and achieving the organizational objectives by continuously improving in a competitively changing environment.
Result-oriented achiever with excellent track record for identifying opportunities for accelerated growth.
Big-picture visionary with ability to understand how daily operations shape results and goals.
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| Skills: |
Sales & Business Development In Telecommunications
Tactical & Strategic Sales Strategic Planning Business Development Consultative Selling Opportunity Analysis Industry Knowledge Competitive Research Marketing Strategy Relationship Building Client Satisfaction Client Retention Account Management Business Planning Business & Market Analysis Identifying New Revenue Streams Large Account Management Plans |
| Known languages (and levels): |
English-Very GoodArabic-GoodHindi-Very GoodOther: Romanian (Fluent)
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| Type of Employment wanted: |
Full Time
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| Minimum Yearly Salary in Numbers: |
60000 Euro
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| Current Location: |
Romania, Bucharest |
| Education History, Qualifications & other additional information: |
| Level of Education: |
Masters
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Education & Qualifications
Master in Computer Systems & Technology - Technical University of Sofia (2000)
Bachelor in Computer Systems & Technology - Technical University of Sofia (1998)
5-days training on Large Account Management Process by Miller Heiman
7-days training on Conceptual & Strategic Selling by Miller Heiman
5-day workshop on Strategic Selling & How to sell Client Value Propositions - Frost & Sullivan
Comprehensive 3-day Training on the Solution Selling Process by Frost & Sullivan.
Took part in numerous Seminars & Workshops on Mediation, Provisioning & Network Inventory, which were organized by Comptel Corporation in Helsinki, Dubai, Oslo & London.
Completed the Certified SonicWall Sales Expert trainings for Network Security products.
Took part in Seminars & Workshops on Security & Storage, were organized by SonicWall, VERITAS, Trlokom & Barracuda.
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| Work History & Experience: |
| Years of Work Experience: |
7 to 10 Years |
Professional Experience
Senior Sales Manager Enterprise Sales at "the largest Telco Operator in the GCC" (June 2007 to present)
Consultative selling of our innovative solutions across the four business solution platforms: Mobility Solutions, Business Connectivity, Managed Services and eBusiness solutions. Other services and solutions I sold included Corporate Voice, Data and Mobile solutions to the Enterprise Customers in the region by having a thorough understanding of their key business and profit drivers.
Aggressively target and secure new business from my 3 major accounts, which are in the Top 20 Corporate revenue generators for my company (the total sale achieved from my 3 accounts in the past year is AED. 140 million) and also to increase overall sales for each of the accounts by 20% annually.
Bear overall responsibility to manage, monitor and ensure the ongoing performance and achievement of targets & budgets for my industry segment. Lead, plan and coordinate the activities of my Sales Team comprising of 22 Account Managers; and ensure the set revenue targets of Dhs. 350 million are achieved from the assigned 60 corporate customers.
Track, analyze and understand customers business, procurement process and buying criteria; anticipates their needs and translates into present and future requirements for ICT services and tailored solutions.
Manage entire sales cycle including customer profiling, account planning and lead generation.
Lead development of sales proposals tailored to address customer requirements by interfacing with Solution Architect Team.
Oversee all daily sales and service activities and manages interface with pre-sales support and service delivery & customer support teams. Prioritize service requests from industry segment to Service Delivery Managers.
Actively participate with the Marketing Strategy, Business Planning and Business Analysis units and contribute to define overall marketing strategy, priorities, activities, processes and procedures in close cooperation with our Corporate Vision.
Ensure that overall policies, procedures and guidelines are applied and implemented to ensure compliance with corporate practices and international standards.
Support in evaluating and enhancing product/service portfolio for the corporate market segment.
Support business cases, highlighting profitability and costs of different market segments.
Monitor, evaluate and report on ongoing performance and quality of output and services (including projects) and provides relevant feedback.
Analyze and define market size, market share and customer acquisition & retention targets for Enterprise segments.
Provide and present regular and ad-hoc reports for senior management that summarize and forecast business activities and financial position in areas of expenses based on past, present and expected operations.
Identify, monitor and analyze key trends in the development of industry sector and whole ICT market and contributes in forecasting of industry segment market development.
Identify potential market opportunities and assesses impact for industry segment.
Key Account Manager Comptel Corporation OY, Helsinki Finland (Dec. 05 to May 07)
Pro-actively managing, servicing, up-selling and cross-selling to premiere operators from the Nordic & MENA regions (TeliaSonera, Telenor, Elisa, Dubai Police, Saudi Telecom, OmanTEL, Nawras, FastLink & SudaTEL).
I consulted & sold a host of Comptels core products, related solutions / services, and other complimentary products which were created for the global market, focusing on supporting the management of the customers operational processes, especially in service-enabling mediation, charging and fulfillment capabilities, TETRA & the Network Inventory Management solution.
Aggressively target and secure new business with operators from initial contact through contract negotiations.
Oversee relationship with mobile operators through the entire sales cycle, including coordination of technical, commercial due diligence, service certification, and implementation and go-live.
Attainment of revenue targets. Responsible for profitable revenue and net add growth on a portfolio of accounts.
Develop a clear understanding of the mobile operator`s sales planning processes, and influence these to ensure priority positioning and forecasts for application products.
Effectively manage partners & systems integrator channels; including contract negotiations, training, product implementation, etc.
Fact finds to understand the customers business & what the business drivers are.
Thoroughly reviewing accounts and providing value through the presentation of offers, while earning the customers respect as their Account Manager.
Develop and execute an account strategy, and sales relationships at multiple levels.
Having a thorough understanding of key business and profit drivers for the operators.
Accountable for resolution of customer escalations and ensured customer satisfaction is maintained at a high level measured by internal & external customer satisfaction surveys.
Utilize strategic selling concepts and practices. Practiced consultative selling techniques & enforced a Client Value Proposition model to exceed revenue targets.
Business Development Manager dotNET, Inc. - UAE (Dec 2000 to Oct 2005)
Consult / Implement / Sell / Market a host of security & storage solutions, ranging from: Network & Internet Security , Unified Threat Management, Storage / Backup / Disaster Recovery Solutions, IT Infrastructure Setup & Infrastructure Management
Strategic tie-ups with the international vendors
Lead, plan and coordinate the activities of the sales team comprising of 10 Account Manager.
International Business Expansion. Tapped into the emerging IT Market in Afghanistan & Iraq.
Identified companies for profitable online partnership and mutual tie-ups.
Targeted and opened new commercial market revenue lines.
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