Sales Management

SUFYAN ALOTEAN

Address: Coit Road, Plano TX ***** Email: ******.*******@*******.***

Self-motivated, Dedicated, enthusiastic, technically capable and professionally certified engineering manager with over 14 years of international experience delivering and managing multiple projects simultaneously. Extensive expertise in managing multifaceted Microwave transmission projects; ranging from $100(s)K to large scale multimillions projects. Proven business and management hands-on experiences represent progressive dimensional aspects of my profile on top of strong technical engineering foundations, knowledge and experience; mainly in Transport network solutions and technologies; 2G/3G/LTE, IP, Routing/Switching, Microwave (Backhauling) planning & implementation, Optical, Fiber, multi-vendor environments (Ericsson, Cisco, Huawei, Aviat, Ceragon, DMC, NEC, Harris).

Equipped with the quality of wanting to make a personal difference and adapt to change while driving business target-achievement. Proven ability in ensuring Solution Architectures are designed for performance, reliability, scalability, maintainability, supportability, business continuity, and business agility while leveraging industry’s best practices. Strong Hardware, Software, and Services’ delivery experience with successful handover to customers; global tier-1 (like: T-Mobile, AT&T), regional in the middle east (like: STC, Mobily, du). Successfully, contributed to procurement and suppliers’ selection, 3rd party/ outsourcing management. Good knowledge and understanding of: Self defined network, virtualization, cloud computing, datacentres, and IoT.

Master of Business Administration, MBA

University of Phoenix, Dallas campus, TX, USA [2013]

B.Sc. (Electrical Engineering, Telecommunications & Electronics)

Jordan University of Science and Technology Irbid, Jordan [2002]

Since Jun 2016 with First Point Group Consulting, Dubai UAE as Transmission Project Manager

Significant Highlights:

Deftly geared the entire transmission network (Backhaul) planning, implementation, operations, and service delivery for du network across UAE.

Orchestrated activities like Management of Delivery, Resources, scope, Budget, Revenues, KPIs, customer interface, optimizing work processes.

Played a pivotal role as a part of the core leadership team in du account; realized more than USD $7.0 M Revenues within 6 months (June 2016 -Dec 2016).

Key Responsibilities:

Handling DU accounts for Transmission Program Management and supporting Business Development activities.

Developing schedule of activities outlining program management life cycle and responsibilities that when complete will meet the business plan expectations.

Developing full-scale program plans and associating communications documents. Effectively communicating program expectations to clients and stakeholders in a timely and clear fashion.

Communicating effectively with senior management to enhance their understanding of the opportunities and limitations of information; effectively managing the stakeholders, incorporating all project work-streams.

Overseeing the development of each aspect of the program/project resolving the most difficult problems like resolution of complex operational and integration issues.

Jun’10 – Mar’16 with Ericsson Inc., Plano TX, USA

Career Path:

Sr. Solutions Architect/ pre-Sales Lead Transport Network Oct 2012 to Mar 2016

National Engineering Lead, Transmission Network Sep 2011 to Oct 2012

Lead, Transport Network Design Sep 2010 to Aug 2011

International Short term assignment from Ericsson Saudi Arabia to Ericsson USA Jun 2010 to Aug 2010

Key Responsibilities:

Led overall technical solution/ validation of Solution Architectures - from presales / inception solution design to implementation governance. Gathered and defined business requirements while managing the risks to improve business processes, thereby contributing to solution architecture development from a business needs point of view through business analysis and map processes.

Working with Customers:

Met with channels/customers to understand their current technical environment, key business issues/drivers, and future technology requirements.

Worked closely with customers on the technical requirements to provide technical solutions – Identified requirements, including technical details sufficient for product definition.

Developed and established strong relationships with strategic clients and industry partners.

Provided product updates and technical advice to clients – Explained technical capabilities and business benefits of solutions to the customer from engineering level to senior executives.

Presented the company products to clients – Showcased drivers and value that supported the business case for the total cost of ownership to the customer.

Working with Sales and Business Operations Teams:

Worked with the sales team to develop selling strategy within the target accounts – Created and delivered effective presentations and sales tools for the sales team.

Work with regional sales managers to provide pre/post-sales support – Worked with the sales team to design, propose, and close new deals/opportunities with customers.

Also, supported commercial management (proposal management, pricing, and contract management).

Key Initiatives:

Architecture/designed some of the most complex solutions using the latest technology in transport networks.

Initiated pre-sales activities, consulting services and products – Developed projects’ scopes (SOW, scope of work) and prepared proposals; performed competitive analyses.

Significant Highlights:

As Senior Solutions Architect:

Shouldered the onus of managing the service delivery of customer units like T-Mobile, metroPCS, Tbay-Tel IPRAN and MPBN, Motorola LARICS, RINA, Plumas Sierra, VTEL, Limitless wireless, Southern LINC.

Streamlined activities like supporting sales team, customer engagement, and business operations in pre-sales opportunities (RFI, RFP).

Played a vital role in Microwave backhaul business development and growth initiatives in North America.

Prime Driver for Organizational Maturity Model (OMM) - level-3 within RAN services delivery organization.

Successfully, engineering prime for Fiber readiness program.

As National Engineering Lead

Facilitated microwave design activities for 13 markets in metroPCS program; pioneered local and remote virtual teams.

Spearheaded the engineering support to Ericsson Sales and project operation teams and customer CTO office.

As Lead, Transport Network Design

Pioneered the Access Transport Network Design delivery for new sites' build, Rehomes and new RNC 3810/3820 in USA East region for AT & T WCDMA network.

Fostered the design of new NodeBs (Iub/ ATM or IP interfaces) and design new RNCs with all interfaces (NBI: Northbound Interfaces and SBI: Southbound Interfaces).

International Short term assignment

Successfully, supported the transport design efforts in Ericsson USA within East region.

Dec’06 – Aug’10 with Ericsson AB, KSA

Career Path:

Engineering Lead, Mobile Transport

Transmission Manager for 3rd license project in KSA

Significant Highlights:

Spearheaded Access Transport Network Design (A)TND for All customers' accounts; STC and Mobily 3G networks.

Played a lead role in providing technical support for pre-Sales and post-Sales (planning, man-hour cost calculations, scoping/SoW, services, processes, customers' presentations).

Channelled as a Manager, Transmission network design - new account of 3rd mobile license early start project.

Key Responsibilities:

Devised effective strategies for implementing and delivering the solutions as per scheduled deadlines.

Understood the client business requirements and architect the overall solution which meets all client requirements, share the solution overview and gain client acceptance. Focussed to identify new business opportunities.

Provided technical leadership to Network and Technology Consulting group, N&TC while estimating and evaluating the effort/ schedules also managed the team and grievances while training team members on the solution architectures.

Fostered Technical Feasibility Study; provided guidance on the projects and its requirements also communicated to the clients over the technology, processes and applications while updating them on the regular project related developments.

Effectively managed the business cycle process from client consultation to closing as well as strategic program planning for realization of business benefits and technology management.

Mar’06 – Dec’06 with Umniah Mobile company, Amman – Jordan as Transmission Engineer

Jun’05 – Dec’05 with Algerian Telecom Mobile (Mobilis), Alger – Algeria as Network Consultant

Oct’03 – Jun’05 with Xpress, Amman – Jordan as Field Implementation and Operations Engineer

Jun’01- Jan’03 with Fast Link (Zain), Amman – Jordan

Trainee engineer Sep 2002- Jan 2003

B.Sc. training requirement Jun 2001- Sep 2001

Technical and Tools

Plenty of professional trainings and certificates in 2G/3G/LTE, IP Technology/Networking, IP-MPLS, Routing/Switching, Mobile Packet Backbone Network (MBPN), Microwave (Backhaul)/ Fiber (FTTx)/ Optical, technologies, Self Defined Network/Network Functions Virtualization, MS-office, Visio, MapInfo, Pathloss, TEMS, Verdi,, cloud, datacentres, and IoT

Business, Consultation, and Leadership courses

Sales Excellence program accreditation, Advanced Consulting Skills, Advanced presentation skills, Lean Six Sigma (Yellow Belt), Finance for non-financial managers, Leadership Core Curriculum program (Individual Contributor), Negotiation and Conflict Management, Understanding and Managing the Problem-Solving Process. Proposal Management Improvement Project (PMIP), PROPS R4 Interactive course, Introduction to PROPS-C, Earn Value Management (EVM), MS-Project, Business Analysis, Salesforce, Business Case Reporting (BCR), eTOM, and OMM.

Project Management courses

Project Management Professional Certified (PMP®) ~ Dallas, TX, USA Certification Number ~ 1791479

PMP boot camp, Accredited Learning Solutions [Sep 2013 – Nov 2013]

Project Management certified series ~ Collin County Community College [Feb 2011- Apr 2011]

Sales Trainings

Sales Opportunity Creation(SoC) ~ Huthwaite international [2014]

SPIN® Selling (global sales methodology) ~ Huthwaite international [2013]

Value creation, project Sales in practice, Sales methodology, Customer meeting ~ Ericsson internal courses [2011-2014]

LEADERSHIP SKILLS

Demonstrated ability in providing thought leadership, influence, and hands-on engagement to develop, direct and implement the innovation culture for solutions architecture, resulting in best in class solutions that meet global customers’ needs ª An excellent team leader/ player with a unique blend of Business Analysis, Managerial, Technical, Functional, and Qualitative skills backed by strong record of facilitating cross-functional coordination for successful delivery of the technical solutions ª Ability to work confidently under pressure within teams and as individual contributor ª Self-starter with minimal supervision and guidance.

CORE COMPETENCIES

Visionary, Strategy, Execution and Leadership ª Project Planning and Execution ª Sales Savvy ª discipline and focus on details ª Solution Architecting ª Business Analysis/ Requirement ª Business Process Management ª Budgeting / Resource Management ª Technology Deployment and Delivery ª Market Analysis/ Research/ Roadmap ª Share Impact/ROI ª Support Deal Structuring and Negotiations ª Growth Management ª Budgeting/Sales Forecasting ª Agencies and Vendor Coordination/ Management ª Work Force Supervision ª Relationship Management ª Competition Analysis ª Target Achievement ª Training ª New Product and Division Launch ª Team Building

Nationality: Jordan Date of Birth: 19th Oct 1979 Driving License: USA, UAE, Jordan Languages Known: English and Arabic

Professional Affiliation: PMI 2011-2015 (Dallas chapter) ~ IEEE (2011/2012)

Visa Status: USA permanent residence (green Card holder); Work visa UAE (transferable)

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