JAY MASRI

201-***-**** • ad2e5t@r.postjobfree.com • www.linkedin.com/in/jay-masri

SALES ACCOUNT EXECUTIVE

Performance-driven and versatile leader leveraging 23+ years of experience in sales, business development, and solutions consulting to achieve organizational mission and goals. Excel at identifying and accelerating new business opportunities. Strength in communicating complex concepts and unique capabilities of innovative technologies. Proven record of fostering productive, positive relationships with key decision-makers, stakeholders, and teams to generate innovative leads, initial sales, and increased revenue over time. Research and analysis of prospects, clients, and competitors for actionable intelligence on needs, strategies, and market trends. AREAS OF EXPERTISE

Customer Experience Cloud software (Google, AWS, and Azure) Relationship Management Data Management MDM (IBM, One Key, Oracle, Informatica, SAP, and PiLog Group) Data Governance Sales Campaigns SPIN & BANT sales methodologies SalesFore.Com Big Data and Analytics Complex Deal Handling Digital Transformation AI and Machine Learning Business Analysis Channel Management

Global Partnership Solutions Architecture Subject Matter Expert Pricing Negotiation Mega Deals driver Battlecards Value Proposition Competitive Analysis Health Care and Pharma Retail and Manufacturing Health Care Life sciences Pharma and Petrochemical General Business IBM Mainframe IBM CICS IBM Message Broker PROFESSIONAL EXPERIENCE

IQVIA, New Jersey June 2019 – May 2023

Account Associate Director Subject Matter Expert Drive sales of commercial compliance solutions across the Pharma industry. Develop, and execute sales. opportunities and conversion strategies. Determine market opportunities via meetings, networking, presentations, e-mail campaigns, and other means.

• Expanded and installed base on the East Coast - added three new pharma accounts.

• Met current and prospective clients and cultivate strong connections with key customers to secure large contracts and repeatable sales.

• Collaborate with key partners in Northeast US.

• Positioned and presented IQVIA as the market leader in commercial compliance solutions.

• Successfully manage multiple/simultaneous implementation projects by continually motivating clients.

• Ensure project timelines are met, and client and/or vendor partner issues are addressed while adhering to SOW.

KEY PROJECTS

90% in 2020, Target USD 1.2M, New Logo Align Tech (USD 350k) 150% in 2021, Target USD 1.5M, New Logo Alkermes (USD 650K) and Grifols (USD 450K) 120% in 2022, Target USD 2.0M, New Logo BIAL (USD 700K) and EISAI (USD550K) Awards 2021 and 2022 Samsung Data Systems, Dubai, UAE October 2015 – June 2019 Head of Sales

Lead a deal with Americana - KFC Middle East, undergoing a digital transformation across all restaurants across the Middle East resulting in a strategic deal contract won.

• Managed a team of 6 sales staff (3 AEs and 3 Pre-Sales Associates) resulting in 15% year-over-year growth in the Middle East and North Africa.

• Won the Best Sales of the Year award three consecutive years in 2016, 2017, and 2018, consistently exceeding targets and achieving remarkable milestones.

• led and close a key project with Daimler Benz, resulting in SDS becoming the digital transformation. partner of choice with Daimler Benz.

Informatica, Dubai, UAE February 2014 – October 2015 Enterprise Sales Executive

Developed the go-to-market strategy for MDM, encompassing high-growth market research, creating the outbound strategy for key verticals and leading the development of the MDM business pipeline.

• Enterprise Software Sales Executive for the Master Data Management (MDM) product across high growth markets spanning the Middle East, Africa, Eastern Europe, and Russia.

• Led and closed a strategic partnership deal with Entity Group, a data consulting firm out of the UK, resulting in Informatica’s increased vertical penetration in the telecommunications, banking, and government verticals.

• Prospected and closed a deal with WesBank Enterprise, a commercial retail banking group, deploying MDM across the entire operation.

• Informatica’s Presidents Club in 2014 achieved 105% of the target. KEY PROJECTS

- In 2014, Target USD 3.5M, New Logo WesBank (USD1.2M) AWARDS Informatica President Club 2014 Oracle, Dubai, UAE November 2011 – January 2014

Enterprise Sales Executive

Part of the ‘Best of Breed’ sales management team at Oracle. A specialized team dedicated to expanding. revenue in new and emerging markets. In charge of the deployment of the Master Data Management

(MDM) and Data Governance products in the Middle East and Africa region.

• Developed the go-to-market business plan for MDM products, conducting numerous workshops. throughout the Middle East and Africa to educate and help clients ramp up and understand the value of MDM.

• Led a presentation to Maaden, a mining and mineral resources company based in The Kingdom of Saudi Arabia, resulting in the deployment of a data governance platform.

• Won OMNI Channel customer experience and MDM contract with EMAAR, the largest real estate developer out of Dubai.

• Won contract with LANDMARK Retail Conglomerate resulting in the deployment of MDM as an add-on to their existing CRM solution.

• Oracle’s Presidents Club Fiscal Year 2012-2013 Overachieving by 45%. KEY PROJECTS

110% in FY11-12, Target USD 1.8M, New Logo Ma'aden (USD650K) and EMAAR (USD450K) 220% in FY12-13, Target USD2.2M, New Logo Landmark (USD320K), MTN(USD3.2M) and Oracle’s Presidents Club Fiscal Year 2012-2013

NCR, Abu Dhabi, UAE February 2011 – October 2011

Senior Account Manager

Worked collaboratively to close a mega-deal with the National Bank of Abu Dhabi, resulting in the deployment of the Teradata Data Warehousing solution and The SAS Institute Analytics solution within the bank.

• Senior Account Manager for Abu Dhabi covering banking and Insurance.

• Relationship management with a contact at Al Hilal bank to secure NCR as an approved bidder on the project resulting in NCR winning the bid and a contract with GENESYS Contact Centre.

• Won a major project with Al Hilal Bank, a data center project for the new disaster recovery site, resulting. in the very first Cisco Nexus solution deployed and sold anywhere in the Middle East region.

• Best Sales Award CPC for 100% achievement.

Gulf Business Machines an IBM Sole Distributor, Abu Dhabi, UAE July 2007 - January 2011 Software Account Manager

Subject matter expert for IBM solutions, working closely with field sales teams to position IBM solutions into the assigned territory covering verticals including Telco, Government, and Healthcare.

• Spearheaded and secured a strategic partnership with US-based global healthcare management. software provider, Cerner, which included the introduction of IBM middleware across their entire

• Healthcare management platform resulting in recurring revenue of $500K-$600K year-over-year. Spearheaded and secured a strategic partnership with a French-based security player, Sagem, integrating. IBM WebSphere middleware as the backbone support across their identity management solutions.

• High-Performance Club for 3 years - 2007, 2009, and 2010. KEY PROJECTS

100% in 2007 Target USD USD800K, New Logo ADCB (USD350K) 90% in 2008 Target USD USD1.8M, New Logo SEHA Health Care (recurring revenue of $500K-$600K year-over-year) 170% in 2009 Target USD 2.1M, New Logo Cleveland Clinic (USD1M) and New York University (USD800K) 100% in 2010 Target USD 2.6M, New Logo ADASI (USD1.3M) and ADIA(USD500K) High-Performance Club for 3 years - 2007, 2009, and 2010 Specialized Technical Services an IBM Reseller, Amman, Jordan June 2004 - June 2007 Business Development Manager

Sold IBM’s data management, service management, business process automation, and collaboration. solutions into key enterprise accounts such as banking, insurance, telco, aviation, and government.

• Individual contributor, aiding in the growth of IBM software revenue year-over-year by 35%-40% growth.

• Individual territory coverage spanning Jordan and the Gulf Cluster countries with a target of USD 1M.

• The Best Sales Achievement 3 years in the row year 2004, 2005, 2006. United Business Machines an IBM Reseller, Amman, Jordan IBM Solutions Presales

Member of UBM Integrated Technology Services (ITS), providing various Technical and Business Information services to numerous various clients across Jordan via the Product Support Services (PSS) unit and assisting Business Associates through technical support and education and training programs. Projects in which Jehad was a key player, were the Amman Stock Exchange, the Housing Bank for Trade & Finance, the Bank of Jordan, the Jordan Armed Forces, and the Arab Bank.

• Successful implementation of the Loan Origination System at the Housing Bank for Trade and Finance.

• Successful Implementation of Lotus messaging solution at Royal Jordanian.

• Built enduring consultative relationships with clients to understand their sales processes.

• Trusted adviser for key IBM customers like Bank of Jordan, Arab Bank, Maltrans, and others. General Computers and Electronics an IBM Reseller, Amman, Jordan Lotus System Engineer

• IBM Lotus Messaging and Collaboration System Engineer.

• One of the 6 key Lotus Principle certified engineers across the Arab World region at that time. EDUCATION

Master of Business Administration (MBA) Leadership 2020 - Present: Jack Welch Management Institute

Bachelor of Science (B.S) Computer Science

Princess Sumayya University for Technology

CERTIFICATES

IBM Lotus Principle Certified Engineer Certificate 2022: Google Tier I, That’s mainly GCP, Market Analysis, GCP products, Sales Tool KPI &Management 2022: Google Tier II, That’s Mainly Google Workspace, Traditional Compute, Digital Native Compute, Data Management, ML&AI

2022: Sales Force Trailhead Admin

2006: IBM Principal Lotus Professional

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