Urwah Masud

Telco/Wireless Networks Business Development, Client Engagement, Business Operations and Engineering Management Professional

Linkedin: https://www.linkedin.com/in/urwahmasud

Work Eligibility: USA (Green Card Holder) - Direct line: 512-***-**** Email: aczgf3@r.postjobfree.com

Residence: 12113 Metric Blvd Appt 1622, Austin, TX 78758 - Formal Education: BS Telecom Engineering

Willingness to move: Yes (partially – limited to USA only) - Marital status: Married, one daughter

Willingness to travel for work assignments: Yes - Availibility: Immediate – Full time role

PERSONAL SUMMARY

A broad experience spanning with Sales background coupled with proven track record in Network Services alongwith blend of an in-depth understanding of Wireless Telco Engineering delivery domain. Ability to generate leads, Strong Business & Financial Acumen and Customer Orientation are distinctive abilities. Increased Sales from 2MUSD to 57MUSD for a company - during recent past years - by hunting and managing 14 global recognized customers/enterprise entities. Main expertise are Business development, Supplier negotiation, Sales & Account administration, Client retention & Competitor analysis. During my last job, was able to walk the line between being a Customer’s Champion whilst protecting company’s business interests. I used to frequently visit subsidiaries of mother company in entire MENA region for Business related purpose and, over the period, represented the company on various global forums, exhibitions, seminars, infront of customers (Wireless & Wireline operators, equipment manufacturers and government enterprise) located in GCC countries, Jordan, Morocco, Turkey, Ghana, Ivory Coast, Pakistan and Egypt. By working with my last employer in many capacities, it has given a clear understanding of their contrasting approach to business.

CONTACT INFORMATION

M# +1 (512) 734 - 7234

E: aczgf3@r.postjobfree.com

Skype: urwah.masud

PROFESSIONAL RELEVANT EXPERIENCE

LCC MENA – A TechMahindra Company

Director Sales and Regional Account Director

Nov 2015 – Dec 2016

MENA Region.

Responsibilities:

Regional Account Director (MENA):

Was solely responsible for overseeing business growth and savings with key customer (Huawei) in entire MENA region – 12 countries.

Manage relationship between both companies by interacting C-level and Executives at customer’s end.

Constant business and numbers analysis for entire MENA region in-order to serve LCC and Huawei’s interest better.

Defining strategy and line of approach for region-wide subsidiaries and ensure coherent operations.

Played as SPOC between both organizations and worked closely with all stakeholders to resolve high level escalations.

Managed a wide spread business comprising of 75M+ USD across the region.

Shared the ownership of region-wide Account P&L.

Territory: UAE, Oman, Qatar, Bahrain, KSA, Kuwait, Iraq, Egypt, Libya, Morocco, Turkey, and Pakistan.

Director Sales (KSA):

Managed and supervised a team of two Business Development Managers, one Pre-Sales Engineer and six Business Account Managers for routine day to day client engagement activities.

Define and set company’s sales budget – in coordination with CEO’s office - for entire fiscal year.

Monitor Sales activities, customer satisfaction and business trend with existing & new customers.

Set yearly targets for the entire Business Development, Pre-Sales and Business Account / Sales team.

Met Sales annual targets for seven consecutive years in row – achieved results beyond set goals.

Track revenue flow – against set budget - whilist ensure a strong grip over Earnings before interest, tax, depreciation and amortization (EBITDA).

Ensured development of a steady and mutual beneficial relationships with Nokia, Ericsson, ALU, Huawei, Samsung, ZTE, Ciena, Accenture, Anritsu, Juniper, Cisco, Fujitsu, Siemens and Thales.

Financial Reporting, Engineering Delivery and Strategy:

Reporting and updating weekly business numbers in SalesForce.Com (SFDC).

Generate reports on various formats for management sharing purpose.

Attended internal regional / global / C-level business related meetings and presented / briefed overall business picture of GCC/MENA region.

Study ICT market trends, formulize Sales/business strategy and follow-up implementation.

Perform Go to Market studies, establish alliances and partnerships with key players and vendors in the region.

Work closely to Engineering delievery heads from across MENA region, discuss and drive discussion on challenges and ensured harmony among stakeholders.

Study Cost of Goods Sold (COGS), Gross and Contribution Margins (GM, CM) with delivery team over regular intervals and balanced the budget for continuous seven years in row.

Discussed deep technical aspects of the business with customers and came-up with best possible solutions and products for the customers.

LCC Saudi Arabia – A TechMahindra Company

Business Unit Head

June 2014 – Nov 2015

Riyadh, KSA.

Responsibilities:

Sales:

Look after Kingdom-wide sales activities.

Involved in day to day management of clients.

Performance monitoring of account executives and account teams.

Address client concerns and ensure resolution of issues in a timely manner.

Maintaining contact with clients - giving them regular updates.

In charge of budgets and administration.

Oversee existing campaigns to grow key accounts.

Supervised all Technical subject matter experts in sales related issues.

Engineering Delivery:

Head the Engineering Delievery team comprising of 980+ Project Managers, technicians and Engineers.

Study, follow and monitor daily PIPs of all on-going projects.

Head various number of projects (450+) over the years related to Network Design, Network Planning, Network Optimization, Deployment/Implementation, Field Surveys and Testing, Equipment roll-out and swap activities, Syetem Integration and Commisioning.

Managed a complete transition of a Managed Services 20M+ USD deal with ALU – comprising of 103+ field techs and Engineers, 14 warehouses, 70+ fleet of small and heavy vehicles, logistics, consumables, NOC operations, trouble ticket management and 24x7 service to Saudi Telecom Company’s (STC) Radio (Rf), Microwave (MW) and Transmission equipment.

Used to interact CTOs and Project Directors on client’s end over regular intervals.

LCC Saudi Arabia – A TechMahindra Company

Business Account Manager

Feb 2011 – May 2014

Riyadh, KSA.

Responsibilities:

Account Managment:

Managed Key accounts of LCC KSA for Consultancy and Engineering Services.

Clients included – but not limited to - Nokia, Ericsson, ALU, Huawei, Samsung, ZTE, Ciena, Accenture, Anritsu, Juniper, Cisco, Fujitsu, Siemens and Thales.

Engineering Delivery:

Responsible to execute delivery of goods and services to customers.

Scope discussion with customers, detail internal discussions on Requirements management, Schedule management, Quality management, Resource management while handeled Communications and Risk management in parallel.

LCC Saudi Arabia – A TechMahindra Company

Business Development

April 2010 – Feb 2011

Riyadh, KSA.

Responsibilities:

Business Development:

Generates business leads with targeted clients.

Produce response on various RFPs and RFIs floated by the customers.

Develop and maintain relationships with key offcials from customers and partners.

Drive business discussions with customers on various challengs, opportunities and requirements.

Pre-Sales:

Pre-bidding analysis, cost modeling and margin calculation.

Managed pricing, costing of tenders, offers and renegotiations.

IGTL

Radio Optimization Consultant

Sep 2009 – Jan 2010

Makkah, KSA.

Responsibilities:

Worked as Rf Optimization Engineer with NSN for Zain Hajj project. Duties included coordination, overall monitoring and management of DT teams, trouble shooting of 2G and 3G sites by coordination with Managed services team / NOC (terminal), RF Planning and Technical field support (operations) Departments. Successfully Pre-Optimized 205 sites in Mina, Arafat and Muzdulifah region.

Telenor

Radio Optimization Intern

July 2009 – Sep 2009

Karachi, Pakistan.

Responsibilities:

Worked at Telenor (2nd largest operator in Pakistan) in RF Planning and Optimization Department. Duties were Optimization of NSN equipment, Stats download by Optima, frequency planning by MCOM. Also updated daily stats and analyzed daily BSC KPIs.

PTCL - Etisalat

Fixed Access Intern

May 2008 – July 2008

Karachi, Pakistan.

Responsibilities:

Worked as Engineering Intern for Commissioning of OFAN Phase-II Project FOR OFNS-STR-II Division-I (Karachi and Hyderabad) regions. Dealt with ZTE and Huawei equipment during training.

ARY TV Station

Satellite Communication Engineer Intern

Jan 2008 – March 2008

Karachi, Pakistan.

Responsibilities:

Handled live transmission feeds and was part of the team that developed DSNG (Digital Subscriber News Gathering) for live coverage in South region.

Set-up modulators and rectify power related issues.

Performed Satellite link budgeting.

Rectify issues like lipsing, no audio etc by adjustment from control panel.

Ericsson AB

BSS Engineer Intern

Dec 2007 – Jan 2008

Jeddah, Saudi Arabia.

Responsibilities:

Worked as part of the Managed Services Department in Ericsson Saudi Arabia. Coordinated with Mobily teams for commissioning, integration, physical analysis of 2G and 3G cabinets (900, 1800 & 2100 MHZ). Performed various sorts of physical site surveys.

Mobilink

2G Radio Access Engineer Intern

Feb 2006 – April 2006

Karachi, Pakistan.

Responsibilities:

Worked as Radio Access Network Intern at Mobilink. Conducted Test drives, call testing using TEMs, spectrum test for gamers, downloaded stats and analyzed KPIs, audited neighboring cells, understood certain solutions for optimization issues (call drops, overshooting cells, neighbours missing, low RX levels and Signal strength etc).

EDUCATION, TRAININGS and CERTIFCATIONS

Formal Education:

B.S. in Telecommunication Engineering – 2009

National University of Computer & Emerging Sciences, FAST (Karachi, Pakistan)

Masters in Business Dministration – Project Management (in progress)

Sikkim Manipal University (SMU)

Trainings, Certifications and Volunteer Work:

Was awarded certificate of appreciation from IEEE (Institute of Electrical and Electronics Engineers) – 2007.

Obtain certificate of internships from Telenor, PTCL, Ericsson and Mobilink.

Completed training on CCNA (Cisco Certified Network Associate) and obtain certificate of attendance from CTTC – 2009.

Attended training on OHSAS 1800:2007 and ontain certificate of attendance and completion from AMAD – 2013.

Attended training on ISO 9001:2008 and ontain certificate of attendance and completion from AMAD – 2013.

Awarded Saudi Engineering Council membership (membership# 87506) – 2013.

Awarded winner for INNIVATIVE SALES AWARD by MENA Tech Mahindra Organization – 2015.

Was awarded Certificate of Excellence by Huawei – 2015.

Worked extensively and got awarded by Ministry of Health, Saudi Arabia for participating in Poliomyelitis compaign.

LANGUAGES, PERSONAL INTERESTS AND PUBLICATIONS

Languages:

English (Proficient)

Urdu (Proficient)

Hindi (Proficient)

Arabic (Conversational)

Personal Interest:

Travelling

Sports

Technology

Public Speaking

Networking (Formal, Social – 5,000+ Linkedin contacts)

Publications & Research work:

Designer of an Rf Calculator Website (http://urwah.awardspace.com)

Writer of an Rf Design Case study manual for University students.

Moderator of Tech Yahoo group for ICT Engineers – consisting 5,000+ active members. (https://groups.yahoo.com/neo/groups/bs-telecom/info).

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