Sales Manager

[pic] KADIRI IBRAHIM DANLAMI

Block ***, Street * Mediterranean, Discovery Garden, Jebal Ali, Dubai.

United Arab Emirates.

**************@*****.*** . Mobile: +971*********

PROFILE

. A well networked and results focused Sales Development Manager with

over Eleven years of successful new business development, competitive

market share expansion and customer relationship development in West

Africa and whole sub-Saharan region. Experience/Excellent knowledge of

the Information Technology & Telecom Sector.

. Acquisition of necessary skills to function optimally in any

organization, a young man with a big appetite for success to improve

any working environment. Performance driven and result oriented with

good skills in leading and motivating people and conscious of

responsibility.

. Personal limitation smiling a lot.

WORK EXPERIENCE

MAR 2011 - TILL DATE Corporate Account Manager (West East &

Central Africa).

MICROSOFT

CORPORATION.

DUBAI INTERNET

CITY,

DUBAI, UNITED

ARAB EMIRATES.

. Account management of Microsoft's Midmarket customers to develop quality

sales opportunities (through inbound and outbound contact) and grow

revenue for Microsoft- Maintains a breadth of interaction across all

dedicated accounts with ability to focus engagement on the high-revenue

potential customers and build solution selling framework - Research and

Builds relationships and rapport with Midmarket customers and develops an

understanding of the customer's business to establish credibility.

Coordinate sales activities of other team members in the Channel process

;

. Reviews and manages customer's Activities and opportunities to maximize

effectiveness and the productivity of the customer contact time -

Ability to establish quality time with Decision Maker Contacts (BDM or

TDM as relevant) and address their business interests - Research and

explores customer's opportunities and challenges through effective

questioning and active listening; establishes an identified need;

proposes relevant Microsoft solutions or licensing options to generate

interest and creates a solid value proposition.

. Coordinates inventory levels to ensure a robust pipeline at all times;

also managed regional distribution channels. Established customer

accounts as well as supported and monitored all sales activities of three

outside sales teams. Established strong sales foundation; contributed to

increased revenue stream. Exceed financial business target

. Collaborate with outside sales team on establishing short- and long-term

account objectives. Ensured ongoing growth and client satisfaction;

engaged new customers in planning for future sales. Responsible for

executing quarterly contract negotiations, including both prices and

terms. Served as primary contract for executive team; communicated often

about major decisions and escalations. Manage over 500 customer account

relationships and actively develop new business opportunities in Africa

market (Nigeria, Ghana, Liberia, Gambia and Sierra Leone).

. MICROSOFT CERTIFICATES AND AWARDS

. TOP ACHIEVER FY'12 - DISC WECA REGION AWARD FOR WPC PARTNER PARTICIPATION

IN TORONTO CANADA, JULY 2012.

. #2 WORLDWIDE IN THE ITM MICROSOFT DYNAMICS CATEGORY.

. MICROSOFT TRAININGS

. Sharepoint, Lync, System Center, Microsoft SQL, Exchange, Microsoft

Dynamic (CRM and ERP),Window Server, Microsoft Office 365, Power Base

Compete Selling, Customer Life Cycle management, Territory Management

Planning, IN POLOKWANE, CAPE TOWN SOUTH AFRICA, MOMBASA KENYA AND DUBAI

U.A.E.

. ACHIEVEMENTS - Increased sales by 20% within the first year.

. Won the contract for Best Microsoft Dynamic deal for FAN Milk Ghana $320k

-2012. Jospong Group of Company Dynamic CRM $400k -2013, International

Energy Insurance Dynamic Deal $19k, Brass LNG Dynamic CRM $60k, MainOne

CRM $30k, Unified Payment $25k, Kaduna State CRM $40k, HFC Bank CRM $30k.

. Sold Microsoft Software Solutions ( Enterprise Agreement Suite (EA)-

Sharepoint, Lync, System Center,Microsoft SQL, Exchange) Microsoft

Dynamic Solution ( CRM and ERP), Microsoft Office 365

African Reinsurance $125K NDIC: $125K Aero Contractors:

$161K UNICEM $75K

UAC: $549K Brass LNG: $160K SSNIT:

$112K Golden Star Resource $126K

Agric Dev Bank: $308K HFC Bank: $172K NIB: $115K

Gold Fields Ghana $286K

CAL Bank: $217K Volta River Authority $430K AnGloGold $223K

Aluko Oyebode $33K

. Overall Performance - Generated $10.5M over two-and-a-half years at

Microsoft Corporation

. FY11/12- achieved 165% performance on a $3.5M Target.

. FY 12/13 - achieved 140% performance on a $4.5M Target.

SEP 2010 - FEB 2011 CORE NETWORK CUSTOMER SOLUTION MANAGER.

HUAWEI TECHNOLOGIES,

WESTERN AFRICA SUB REGION.

. Leadership in Sales role: Responsible for Huawei Mobile Circuit and

Packet Core business within a sales account team. Develops and aligns

tactical account plans with overall corporate strategy; actively develops

and manages geography business plans to meet revenue goals/quotas;

develops robust, comprehensive plans that articulate the

strategies/requirements essential for focusing sales activities,

forecasting accurately and communicating sales.

. Developing relationships by interfacing directly with prospective and

current customers to effectively promote solutions/products. Managing a

number of high profile and valuable contracts and accounts.

. Defines, markets and promotes customer-oriented solutions within the

entire Core Network in a consultative approach. Supports the Project

Manager in the delivery phase of the solution until it's handed over to

the customer.

. Proactively research the Market to find the lead, opportunity of new

project and verify the lead, opportunity by communication and info

collection. Developing and maintaining an account base, and delivering

budgeted revenues as well as exceeding set sales targets.

. ACHIEVEMENTS - Increased Packet Core network equipment sales by 15%.

. Won contract for re-engineered Airtel Nigeria's access Core network to

Hybrid/IP network $ 120M.

. Won contract to modernize MTN Packet Core Network. $50M

NOV 2008 -AUG 2010 SOLUTION SALES MANAGER.

NOKIA SIEMENS NETWORKS

(NSN), ABIDJAN, COTE D'IVOIRE.

. Application of value based selling by utilizing a consultative selling

approach tied to Nokia Siemens Network's competitive advantage. Analyzes

the customer challenges thoroughly to discover business opportunities and

scopes the solution based on customer business case.

. Manage teams to define and prepare cost effective solutions fulfilling

the Customer's requirements based on available Business Solutions.

Coordinate work between different Engagement Practice / solution /

product areas and sites included in a customer solution while matching

the proposed solution with the existing network.

. Bid Management: Prepared and carried out bid kick-off meetings and

monitored the bid preparation progress, ensuring delivery of key sales

messages to customer. Implement the NSN Sales Process from Qualify Sales

Opportunity to Contract Management

. Pipeline management - Builds, monitors and orchestrates sales pipelines

to ensure continuous population of near and long term opportunities;

manages the size, shape and quality of pipeline; analyzes overall win

rates and win/loss ratios

. Pipeline management - Builds, monitors and orchestrates sales pipelines

to ensure continuous population of near and long term opportunities;

manages the size, shape and quality of pipeline; analyzes overall win

rates and win/loss ratios

. TRAINING PROGRAMMES - Revolutionize with IP (Rev IP). Overview of IP and

Ethernet Technology, IP Products and Solutions, Business Research and

Development Management Training Course "Unlocking the Business Box. Bid

Management Training Course 'Unlocking the BID Box' ( NOKIA SIEMENS

NETWORKS ABIDJAN, COTE DIVOIRE 2009 /2010)

. 2008 MUNICH GERMANY - MARTIN STRESSE (NOKIA SIEMENS NETWORKS ON THE JOB

TRAINING AND PROJECT SUPPORT)- CONSULTATIVE PROJECTS ON CONVERGED CORE

DEPLOYMENTS FOR MTN IVORY COAST

. 2008 PRETORIA SOUTH AFRICA (NOKIA SIEMENS NETWORKS ON THE JOB TRAINING

AND PROJECT SUPPORT)-TECHNICAL AND CONVERGED CORE PRODUCTS PROJECTS ON

MTN IVORY COAST

. 2009 DUBAI INTERNET CITY UNITED ARAB EMIRATES (NOKIA SIEMENS NETWORKS

TRAINING AND PROJECT SUPPORT)-CIC IRP 2009, Sell and upgrade SG7 and

FLEXI4, Dimensioning of SG7 and FLEXI 4.0, NSN CIC LTE (FLEXI ISN and

FLEXI NG), VBA in practice in core team). Subscriber data management mod

3: product proposal training, Subscriber data management mod 4: Technical

workshop.

. ACHIEVEMENTS - Won MTN Cote D'Ivoire HLRi Provisioning UI Web

Application interface for MTN CI (80 K EURO).

. Won MTN Cote D'Ivoire Packet Core Modernization and Extension Contract

for MTN IC network 250k Euro.

. Won contract for NT-HLR for 500k for MTN- IC network 195k Euro.

. Won The STP Extension Project for HLR Expansion -150k Euro.

AUG 2006 TO NOV 2008 PRODUCT MANAGER BROADBAND AND GPRS.

ERICSSON, NIGERIA.

. Oversee competitive response to RFP/RFQ/RFI, with the latest Network

Strategies, Products, Features and Solutions. Applying Bare-Bone Tender

Scoping principle as necessary from various telecom operators in Sub-

Saharan Africa e.g. MTN, Airtel, Globacom etc.

. Managing pre-sales activities including but not limited to solution

preparation, responding to all GPRS Network planning, dimensioning,

configuration and design, getting technical clarification etc.

. Support the entire Pre sales process from qualifying sales opportunities

through to Contract Management .Provide all necessary pre-sales support

to promote business in Nigeria and Africa through effective network

solution description through a consultative selling approach.

. Developing solutions to suit the customers' business and technical needs

and address the pain points, whilst ensuring that the performance,

capacity and overall system integrity goals are reached.

. TRAINING PROGRAMMES / CERTIFICATION ATTENDED AT ERICSSON TRAINNING

CENTRE. LAGOS OFFICE, NIGERIA- WCDMA SYSTEM, MOBILE INTELLIGENT NETWORK,

GSM SYSTEMS, GPRS SYSTEMS, AXE SYSTEMS, ATM AND IP OVER ATM, AXE 810

CONFIGURATION DELTA, PRESENTATION SKILLS, IP NETWORKING, GPRS/EDGE Radio

Network Dimensioning and Performance.

. 2007 DUN LAOGHAIRE,DUBLIN, IRELAND(ERICSSON ADELPHI CENTRE TRAINING AND

PROJECT SUPPORT) -AXE OPERATION AND CONFIGURATION, AXE ENABLER 1.0 DELTA

. 2006 KISTA, STOCKHOLM SWEDEN(ERICSSON TRAINING AND PROJECT SUPPORT) -

GPRS/EDGE RADIO OPTIMIZATION,GPRS SIGNALLING

. 2006 STRUER DENMARK (ERICSSON TRAINING AND PROJECT SUPPORT) - EDA

SURVEY, EDA ( ETHERNET DSL ACCESS) Network and System Administration, EDA

User and Service Administration

. 2007 JOHANNESBURG, WOODMEAD SOUTH AFRICA (ERICSSON OFFICE On the Job

Training AND PROJECT SUPPORT) - Service on Access testing and integration

towards Telkom South Africa, EDA 1200 testing with Telkom South Africa,

NEOTEL South Africa on ADSL, and VSL in Kenya support for a fixed line

network SA, BTC, Botswana telecoms MSAN trial.

. 2007 KISTA, STOCKHOLM SWEDEN (ERICSSON TRAINING AND PROJECT SUPPORT)

-BROAD BAND NETWORKS PPM, CORE, IMS AND WIRELINE NETWORKS PPM, REDBACK

AND DATA NETWORKS PPM.

. 2008 GOTEBORG SWEDEN (ERICSSON TRAINING AND PROJECT SUPPORT) -IPTV

TRAINING PROGRAM-(SALES AND SOLUTION TRAINING), IPTV TRAINING PROGRAM-

(PLAN AND DELIVER AN IPTV PROJECT)

. 2008 KISTA, STOCKHOM SWEDEN BROADBAND ACCESS MARKET UNIT ENABLEMENT

PROGRAM -EDA SOLUTION 1200 (FTTX FOR TRIPLE PLAY),EDA SOLUTION 2500 (IP

MSAN),EDA SOLUTION 1500 (GPON)

. ACHIEVEMENTS - Increased GPRS and Broadband Network equipment sales by

10%.

. Won contract for Service on Access testing and integration towards Telkom

South Africa.$25M

. Won contract for EDA 1200 for Telkom South Africa.$15M .Won Contract for

NEOTEL South Africa ADSL.$18M

. Won Contract for VSL Kenya support for a fixed line network SA.$14M

. Won Contract for BTC and Botswana telecoms MSAN.$55M.Won ZAMTEL

International Telephone Switching Centre Contract.$45M

JULY 2005 TO JULY 2006 PRODUCT MANAGER - FIXEDNETWORK

(BROADBAND)

HUAWEI

TECHNOLOGIES NIGERIA LTD.

. Managing pre-sales activities including but not limited to solution

preparation, responding to RFI /RFQ/ RFP, getting technical clarification

etc.

. Developing relationships by interfacing directly with prospective and

current customers to effectively promote solutions/products.

. Manage teams to define and prepare cost effective solutions fulfilling

the Customer's requirements based on available Business Solutions.

Coordinate work between different Engagement Practice / solution /

product areas and sites included in a customer solution while matching

the proposed solution with the existing network.

. Drive Major Customers (MTN, Airtel, Globacom, 21st Century etc.) in tune

with the latest telecom technologies as per broadband solution area

. Network Planning of FTTX networks, GPON, IP-DSLAMs etc.

. Responsible for Fixed Network operator Research, Marketing, sales target

and identifying market opportunities. Identification and analysis of

business opportunities for Fixed Network, Co-ordinate, Monitors,

encourages and provides necessary assistance and guidance for the

establishment and operation of Optical Networks by Operators in Nigeria.

. TRAINING PROGRAMMES-HUAWEI TECHNOLOGY) AT NAIROBI,KENYA (2006 )-WIMAX,

NEXT GENERATION NETWORK + MSAN, NESTER AND TERMINAL PRODUCTS, IPDSLAM

MA5600, SOFTSWITCH (SOFTX 3000)

. Achievement - Worked on the MTN DWDM Optical backbone Project Win,

$100million,

. AREAS OF EXPERTISE

Sales and Revenue Generation, Top level Customer Relationship .Management

Account Penetration . Customer Service Interaction . Cultivating Client

Relationships . Forecasting & Inventory Management . Tactical Sales

Planning & Execution . Priority Resolution .Comprehensive Analysis .

Innovative & Logical Thinking . Marketing & Product development. Account

Penetration . Effective Contract Negotiation . Priority Resolution .

Executive & Cross-Functional Collaboration . Process Streamlining .

Comprehensive Analysis . Innovative & Logical Thinking .

. EDUCATION - Distance Learning Student of Robert Gordon University

Aberdeen, Scotland - MSC Project Management. Jan 2011 - present (ongoing)

. 1998-2004 Federal University of Technology Minna, Niger State

B.Engr. Electrical/Computer Engineering

2005- 2006 National Youth Service Corp, G.D.S.S Waura Hausa Yola SOUTH,

Adamawa State.

. PERSONAL INFORMATION

DOB: 28TH NOVEMBER 1978, Nationality: Nigerian, REFERENCE: On Request

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