Sales Manager
Resume:
SHERIF SHALABY
Mississauga, Ontario L5W 1A9
***************@*****.***
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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