Resume
Resume
Experienced Regional Sales Executive focused on growth, profitability, and customer acquisition for multinational technology company through keen market sense, inventive strategic plans, and negotiation skills. Assigned repeatedly to deliver aggressive growth in multiple markets in the Middle East, Africa & Turkey. Specializes in C-level engagement and long-term relationships.
Large Family Business Groups in Middle East, Retailers, Banks, Telecommunication Companies in Middle East, Africa & Turkey.
Regional Sales Head
Jan 2024 - Present
Dubai, United Arab Emirates
VaporVM is a Managed Services IT company with a global footprint. We are global delivery partners for the world's top Fortune 500 companies. I have joined to manage its fast-paced growth. In the first quarter of 2024, we have been able to increase the pipeline by 70% over the same period in 2023. Also, the size of the sales team has doubled in our offices in UAE, KSA, India, Pakistan, and the USA with our UK office being setup.
Timestream Solutions & Consulting
Consultant
Jan 2023 - Present
Dubai, United Arab Emirates
Financial Services Software Development and Consulting.
IBM Middle East
Regional Business Development Manager - Strategic Accounts
July 2018 - June 2021
Dubai, United Arab Emirates
I curated innovative business solutions and secured long-term contracts in the Middle East. This included consulting and technology services. I worked with various teams to ensure we complied with company policies and contract specifications.
Increased sales by 30% selling Hybrid Cloud, Data & AI, Security, E-commerce, SaaS and Managed Services solutions, along with digital transformation consulting services.
Developed strong stakeholder relationships to close multi-million dollar deals.
Managed P&L for each deal, project, and complete territory business.
IBM Middle East, Africa & Turkey
Regional Business Development Manager - Strategic Accounts - Commerce Unit
July 2016 - June 2018
Dubai, United Arab Emirates
I directed the strategy and sales for IBM Commerce products portfolio, including e-commerce, Sterling OMS, supply chain, customer experience analytics, digital marketing, B2B integration, payment systems, loyalty programs, and social listening.
Achieved year-over-year revenue growth of 14%.
Directing teams through planning, setting goals, and establishing (KPIs).
Collaborated with Dubai Smart Government to implement a blockchain strategy and developed the initial concept for the Commercity project.
IBM Middle East, Africa & Turkey
Regional Business Development Manager, Commerce Unit
01/2014 - 06/2016
Dubai, United Arab Emirates
Successfully advanced business prospects in the MEA and Turkey regions as a leader in IBM's CAMSS (Cloud, Analytics, Mobile, Smarter Commerce & Social Business) initiative.
Doubled IBM's business in Commerce in two and a half years.
Converted Smarter Commerce strategic initiatives into formal IBM business unit based on above result and increased market share by 22% approx.
IBM Pakistan & Afghanistan
General Manager
Pakistan
I was appointed GM after stellar performance as Country Sales Manager.
Achieved highest-ever sales revenue at $60Mn.
Established a culture of winning and prioritized teamwork excellence thus increasing productivity and per-employee revenue by 10%.
IBM Pakistan & Afghanistan
Country Sales Manager
Pakistan
Award-winning sales and operations leader driving year-over-year growth and commercial
success. Implemented sales initiatives resulting in
CAGR of 24.57% and 33% growth in targeted industries such as Banking, Retail, Telecommunications, and the Public sector.
Improved closing efficiencies and customer service levels by enhancing the team's critical product knowledge, establishing workflows, sales cycle training and adherence to CRM discipline.
Exceeded all revenue, profitability, and growth goals each year.
Strategic Management
London Business School
2010 - 2011
MBA, Marketing Design Innovation
Anglia Ruskins University, Cambridge, UK
2016 - 2017
Post Graduate Diploma in Strategic Management & Leadership
Qualifi, UK
2016
Master of Business Administration
University of Karachi
1997
Bachelor of Computer Science
University of Karachi
1990
Project Management Professional (PMP)®
Project Management Institute (PMI ID: 8949331)
AWS Partner: Sales Accreditation (Business)
Amazon Web Services (AWS)
Board Director Certification - Corporate
Governance Leadership
Pakistan Institute of Corporate Governance
IBM Global Sales School Certified
IBM
IBM Global Sales School Instructor
IBM
Sustainability Leadership Certification
Imperial College Business School, London
Carbon Capture, Use & Storage Certification
University of Edinburg
IBM Retail Industry Gold Expert Certification
IBM Industry Academy
Certified Metaverse Expert
Block Chain Council
Digital Marketing Fundamentals
SMStudy
Six Sigma Yellow Belt
6sigmastudy
Insight Selling to the CxO
Credly for IBM
Enterprise Design Thinking Practitioner
Credly for IBM
Blockchain Essentials for Developers
Credly for IBM
Business Development
Executive Leadership, Decision-making, Multimillion-Dollar Revenue Gains, People Leadership, Talent Development, Consultative Selling C-Level Engagement, Quota Achievement, Market Analysis, Territory Management, Lead Generation, CRM, Large Account Management, Market Penetration, Deal Management.
Technology Expertise
Digital Transformation, Hybrid Cloud, Platform Economy, Web3, IoT, Customer Experience, Micro-services, Data & Analytics, Artificial Intelligence, Blockchain, Payments, E-commerce, Supply Chain.
Industry Expertise
Retail & Consumer, Banking, Telecommunication.