Sales Manager

Shahrooz Farjami - BSc Eng., MBA, LEED GA

Home: +1-905-***-**** Bradford, ON E-Mail:

********.*******@*****.***

HIGHLIGHTS OF SKILLS AND QUALIFICATIONS

o 15 years of experience in Solution and Product Sales, Account

Management, Strategic Business Development, Marketing and Product

Management

o Proven success in several industries including Energy, Mission Critical

(Data Centers), Telecom, Enterprise Networks, Renewable Energy Solutions

and Construction market.

o Extensive networking experience at C-levels in different verticals and a

broad network of contacts

o Multi-Cultural and international working experience (Middle East, Africa,

Europe and North America)

Skills Summary

Business Development Product Management Computer Savvy

Sales/Account Management Channel Management Project Management

Solution Sales Management Team Builder/Leader/Player RFPs/Negotiated Deals

Business

Strategic Marketing Strong Interpersonal & Plan/Territory

Management Communication Skills Planning

Value Prop/ ROI P3/EPC

Applied Knowledge Areas

Energy and Conservation Measures Enterprise Networks (PABX, VoIP)

Construction Power Generation (Solar CSP, PV)

Telecommunication & Transmission Power Transmission, Distribution

Networks IT/Informatics

Data Center Infrastructure

Professional Attributes:

o Visionary thinker with strong implementation and execution skills

o Strong relationship builder with high level of ethics and integrity

o Demonstrated track record as an effective collaborator who openly

seeks and shares information

o Strong interpersonal and communication skills and strong desire to win

o Demonstrated ability to lead a high-performance team

o Combination of Solution Selling as well as Product Selling in an

industrial engineering environment

o Experience and exposure to a wide range of industry sectors and

vertical markets

o Channel, Distribution, Agent management experience/capability

Employment History

o SODEXO CANADA LTD. Solution Center- Energy & Construction Division

Regional Director- Canada (National) -Feb.2013 to July-2014

o Roll-out of Solution Center NorAm- Energy & Construction

Division into Canada.

o Development of Cross-selling portfolio into Sodexo's Core

Sectors: Education, Healthcare, Corporate and Remote-Sites;

o Managing Capital Projects, Infrastructure renovations and

refurbishments;

o Develop strategic Territory Sales Planning and Business Plan for

accounts across Canada

o Establishing ground relations with Sodexo market sectors to

promote and sell E&C value added services and solutions in

addition to core offerings.

o Defining business models in line with offerings: Construction

Management, Performance Contracting, Design/Build, Program

Management, General Construction, etc.

o Development of DFBOM (Design, Finance, Build, Operate, and

Maintain) models for Student Housing and Parking projects;

teaming up with Financial Partners.

o Seminars, roadshows and webinars to educate and create awareness

of our Energy & Construction products and offerings across

country.

o Establishing/Maintaining client relationship in all prime

sectors within Sodexo's core accounts; assisting core accounts

in client retention efforts by offering value added services

o Defining customized solutions for specific target markets and

sectors.

o Hiring Solution Developers and Project Managers to provide

technical design and solution expertise, and execute projects to

offer a turn-key Design/Build solution.

o Targeting accounts and client presentation, negotiations and

solution provisioning.

o SIEMENS CANADA LTD. IC-LMV-Infrastructure and Cities Jan 2011- Jan

2013

1. Business Development Manager, Data Centers-Mission Critical

o Developing and setting up company's data center market approach

in Canada.

o New business development by prospecting and growing revenue in

multiple accounts

o Gain understanding of sales force/channel motivation, consumer

marketing, and employee retention/training

o Large volume sales experience (multi-million $ projects)

o Cross-division (matrix) development of mission critical

solutions among multiple divisions

o Developing strategic alliance with third party companies

2. Residential Renewable Products (Solar Micro-Inverters, Electric Vehicle

Charging Stations)

o Market research on Renewable Energy and EVSE (Electric Vehicle

Charging Stations)

o In charge for developing the strategic business plan for Siemens

LV Renewable Product Portfolio, including product launch

o Defining and setting up the channel strategy and pricing

o Customer presentations, internal presentations, trainings,

conference speeches

o SIEMENS nv - Belgium Industry and Solutions Dec. 2007 - Jan 2011

Pan-European Account Manager/ Business Developer, Turn-Key Solutions for

Data Center Infrastructure Solutions

o Development, Marketing and Acquisition of multi-million $/E

projects into a Data Center environment

o Conducted market research, concise STP, and market analysis

o Proven track record to plan and negotiate a complex sales

process

o Responsible for global customer penetration within the Data

Center market

o Assisted with the annual budgeting management and controlling

o Implementation of turnkey solutions and concepts.

o Formation of Centre of Competence within European region,

serving Pan-Europe

o Participated in events and conferences; public speaking

(audiences 1,000-2,000)

o Successful Datacenter Projects: Microsoft (Ireland) $20mio,

Google (Belgium) $7mio, Equinix (Switzerland)$15mio, Verne

Global (Iceland)

o SIEMENS Enterprise Networks/Telepco - Belgium/Lebanon

MEA Export Project Manager- Enterprise Networks Jan. 2007 - Dec.

2007

o Vertical (e.g. Telecom, Hospitals, Ministries, Air Port, Oil &

Gas)

o Performing FAT, SAT, PAT (PAC). Projects ranging from E500K to

E5mio.

o Project Regions: all MEA (Middle-East and Africa)

o Improvement of Technical Service Tools, System and Processes

within the region

o SIEMENS Enterprise Networks - Belgium/Lebanon

Business Development Manager MEA- Enterprise Networks Jan. 2006 -

Jan 2007

o Managed and allocated marketing and business development budgets

o Marketing tool initiatives

o Prospecting and managing sales pipeline and maintained Sales

Territory Plan

o Assisted in hiring the central team within regional CoC (Center

of Competence)

o Managed direct business; reported to HQ (Siemens Belgium-MEA)

o Developed Presentations, Public-Speaking Engagements, White

Papers, RFP responses

o SIEMENS SSK - Iran

(Country) Sales Manager - Enterprise

Networks Aug. 2004 - Jan. 2006

o Plan, direct, evaluate the market activities in commercial,

enterprise and wholesale sectors

o Managed sales of PABX systems, VoIP solutions portfolio in major

accounts

o P&L Responsibility of Enterprise Networks sub-division

o Managed indirect channels and developing sales and sales support

o Sales Quota of E5mio/yr (direct and indirect)

o Accurately forecasted annual, quarterly and monthly revenue

streams

o Assisted sales to establish personal contact with top echelon

decision-makers

o SIEMENS SSK - Iran

Sales Manager- Telecommunication Networks Sep. 2001 - Aug.

2004

o Developing, business plan and sales strategy of company's

complete portfolio of Access Networks (FastLink) and

Transmission Networks for vertical markets (Oil & Gas, Airports,

Ministry of Telecom).

o Created and conducted proposal presentations and RFP responses.

o Initiated and developed action plans to penetrate new markets.

o Assisted in the development and implementation of marketing

plans as needed.

o Sales/marketing strategies to compete with the "China Effect"

phenomena.

o Initiated market research studies and analyzing their findings,

assisting in product development, and directing and evaluating

the marketing strategies of establishments.

o Controlled expenses to meet budget guidelines.

o Tavan Bakhsh Kala Goustar (TBKG) ltd. - Iran Dec. 1999 - Sep. 2001

1) Software Engineer, IT Manager

2) Sales Engineer; Business Associate Rehabilitation and SIEMENS

Audiologics

o Plan, design and coordinate the development, installation, and

operation of computer-based systems.

o Feasibility study, software installation, commissioning and

maintenance.

o International Marketing and Commercial Communication Manager

Education

o Vlerick Leuven Gent Management School, Belgium, MBA 2009 Graduated With

Distinction

o Azad Technical University - Tehran, Iran, BSc In Computer Software

Engineering 2000

o Azad University- Ruedehen, Iran, Associates Degree in Computer and

Informatics, 1997

Additional Certificates

o LEED GA (Leadership in energy and environmental design- green associate)-

GBCI- Canada

o project management- brussels, belgium

o contract management- brussels, belgium

o Data center infrastructure- Georgia tech uni, atlanta, georgia usa

o ACCESS / WIN PM POWER MONITORING- ATLANTA_NORCROSS

o Data Center Professional Training Certificate- Buffalo Grove, IL-US

o access and fix networks-munich-germany

Language Proficiencies

o English- Native

o French- Intermediate

o Farsi (Persian)- Native

o Dutch- Basic

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