SHERIF SHALABY

**** ******* ******* *****

Mississauga, Ontario L5W 1A9

289-***-****

416-***-****

acotv5@r.postjobfree.com

http://ca.linkedin.com/in/sherifshalaby56

Summary

Business Development Executive with broad international experience in the

IT Industry. A proven track record of identifying market opportunities to

increase revenues and market share. Skilled in clarifying issues,

advocating solutions, mobilizing cross-functional support and facilitating

decision-making in complex situations. Demonstrated leadership, problem

solving and relationship building skills. Expertise includes:

Major Account Management

New Business Creation

Corporate & Product Strategy

Negotiations, Licensing & Acquisitions

International Business Arrangements

Professional Experience

IBM Middle East, Riyadh, Saudi Arabia

Territory Services Leader - May 2014 - Present

. Responsible for achieving my 2014 ITS Signing, Profit and Revenue

Objectives

. Continue Shift to High Value Growth Areas. Increase growth initiative

(Cloud, Business Analytics and Smarter Planet) Share of IBM.

. Responsible to Lead by example and enable the leadership practices

that will strengthen the employee engagement of IBMers across S&D

. Drive the execution around Saudi ITS campaigns and ITS repeatable

services

. Execute an Enterprise & Midmarket Sales framework to generate demand

with new clients and new buyers, and new opportunities around CAMS,

Security and Smarter Planet Solution Growth Plays

. Demonstrate personal commitment to establishing a strong "tone from

the top" that drives trust and personal responsibility in all

relationships. Develop and execute a proactive 2014 Integrity Plan.

Maintain a strong compliance and business controls posture with zero

tolerance for violations of IBM's Business Conduct Guidelines

IBM Middle East, Riyadh, Saudi Arabia

Country Operations & Transformation Manager - June 2013 - May 2014

. I've achieved, together with my peers, IBM Saudi financial

objectives.

. I've facilitated cadence and management system for IBM Saudi,

providing advice and guidance to IBM Saudi Business Leaders

including weekly analysis and insights on recommended actions to

improve sales performance.

. I've acted with complete integrity in all business transactions.

. I've exercised good judgment in escalating critical issues and

maintained an acceptable IBM Saudi Business Controls posture. I've

worked closely with IBM RESO to expedite the necessary actions

towards our office move to a new location in 2015.

. I've proactively helped my peers & compatriots in HR, Procurement,

RESO, Finance, Brand Sales in resolving many of their day to day

issues

IBM CANADA LTD., Markham, Ontario

Client Executive - 2011 - 2012

. Responsible for the Client business relationship. Raised Client's

awareness of their potential requirements around Business Intelligence

& Security through presentations, workshops and related events.

. Built Client Executive relationships around the above focus areas.

. Introduced IBM portfolio of related solutions to Client's Executives

. Client is now engaged with IBM

IBM EGYPT, Cairo, Egypt

Integrated Accounts Executive - 2008 - 2011

. Responsible for the worldwide business relationship with an IBM Global

Client

. Diligently researched and qualified this client to become an IBM

Global Account.

. Lead and managed a strong team of 20 located in 14 countries which

provided an outstanding technical and commercial IBM service to the

client.

. In collaboration with the team, revenues doubled over a period of 2

years

IBM Manager of Egypt Operations - 2005 - 2008

. Primary responsibility for operational support to drive and achieve

revenue budget and growth

. Lead behavioural change through driving proper execution of IBM

procedures at all levels.

. Increased customer satisfaction indices through appropriately managing

the complaint and response process

. Successfully drove effective planning and sales execution cycles

resulting in double digit revenue growth overall

. Built and managed the IBM Deal Hub which is primarily focused on off-

loading the field team members from many of the back office work. This

resulted in increasing the field force face time with customers by

35%.

IBM Personal Computing Division Manager "PCD" - 2003 - 2005

. Primary responsibility for achieving the PCD revenue and profit

objectives through appropriate management of our local authorized

partners.

. Collaboratively used consultative techniques to drive brand products.

. Successfully lead an IBM team together with partner professionals to

meet customer and corporate business objectives

. Directed and managed Territory Partner Managers and channels to

achieve revenue and profit objectives.

. Consistently achieved revenue objectives. Rate of achievement was in

excess of 115%

IBM Sales Manager - 1994 - 2000

. Primary responsibility to achieve assigned revenue objectives in the

designated market segment.

. Successfully lead & managed a strong team of 16 Sales Representatives.

. Consistently achieved the IBM Hundred Percent Club qualification

which attests to the fact that the assigned objectives have been

achieved by 100% or more.

IBM MIDDLE EAST HQ, Dubai, United Arab Emirates

IBM Territory Manager - 2000 - 2003

. Primary responsibility for the Small & Medium Business "SMB"

territory sales through our local partners in 10 Middle Eastern

countries

. Successfully collaborated with IBM Partners in 10 countries to drive

IBM Business and Partner added values.

. Appointed & managed new IBM Partners which resulted in tripling our

new business engagements over a period of 3 years. Successfully

guided IBM Partners to participate in IBM related sales and technical

training for them to become more essential to our Clients.

. Collaborated with the IBM Partners to achieve over 100% of our

assigned objectives.

IBM - Corporate Service Corps

September 2008 Economic Empowerment

Part of a group of volunteers selected by IBM to provide pro-bono

consulting services in developing countries around the world. Provided

consulting support to Kuwami Nicroma University for Science & Technology in

Ghana to help develop an incubator to harness creative and applicable ideas

from undergraduates & fresh graduates. Such ideas can be implemented to

serve the local community and Ghana at large.

Education

MBA

Henley Management College, United Kingdom

Reward Strategy and Cultural Influences

Professional Diploma in Management

Open University of the UK

General Management

Honours & Awards

. IBM Hundred Percent Club certification for 16 years which attests to

the fact that all assigned objectives have been achieved.

. IBM Golden Circle certification "2 times". This relates to achieving

more than 120% of the assigned objectives.

Professional Development

. Sales Management

. Revenue Generation & Operational Efficiency

. Lotus Communications & Collaboration

. Project Management principles & QA

. Proposal, RFI & RFP Development

. Business Assessment, Scope, Approach & Implementation planning

. Change Management

. Sales Operations Management

. People Management

. Leadership Development Program

. Empowerment Enablement

. Successful Negotiating Techniques

. IBM Sales & Communications University

. Expert Selling Capability - November 2014

. BII Cohort 57 in Singapore - February 2015

Languages

. Arabic (Native)

. English (Fluent)

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