Daniel Rabah

• Coordinated cross-functional TLS initiatives across KSA, UAE and Bahrain to unify teams, expand TLS footprint with existing clients and identify new business opportunities.
• Supported partners in whitespace outreach and new-account pursuit, leading to increased engagement in target sectors and stronger account pipelines.
• Organized and supported Tax & Legal seminars for GCC market (focus: KSA and UAE), handling program logistics, speaker coordination and client invitations to drive thought leadership and lead generation.
• Planned and executed priority-account roundtables to share regulatory and market updates, elevating client relationships and positioning TLS as a strategic adviser.
• Supported the KSA regional headquarters programme by preparing presentations with the team, managing client invitations and coordinating session delivery to senior stakeholders.
• Ensured comprehensive coverage of the full TLS service suite with each priority account; introduced new offerings to enhance visibility, credibility and cross-sell opportunities.
• Fostered collaboration across TLS network teams and cross Lines of Service (xLoS), acting as a bridge to accelerate multi-disciplinary responses to client needs and convert opportunities.
• Organized client workshops, industry events and roundtables in partnership with marketing to build pipeline, nurture relation ships and showcase service capabilities.
• Conducted Monthly Performance Reviews with partners focused on budget achievement, revenue analysis and opportunity prioritization to drive measurable business outcomes.
• Assisted partners in targeting untapped markets and new accounts across KSA, UAE and Bahrain through coordinated outreach campaigns and tailored client engagement plans.

• Built and maintained strategic relationships with regional teams and senior stakeholders across KSA, UAE and Bahrain; instituted regular Partner/Director-level feedback cycles to measure satisfaction and alignment.
• Provided dedicated support on high-value Middle East strategic opportunities, delivering full-service pursuit management for large, complex bids in FY23.
• Collaborated with the wider TLS BD team and Pursuit & Proposal Managers across Lines of Service to share knowledge, standardize best practices, and improve win rates.
• Owned end-to-end pursuit management processes, from opportunity qualification and capture planning to proposal development and final submission.
• Planned, owned and managed the annual budget for the TLS Pursuit & Proposal Centre — Middle East, aligning spend to pipeline priorities and resource needs.
• Launched internal communications strategy to raise awareness of TLS pursuit & proposal services, increasing engagement and driving more client-centric approach among engagement teams.
• Explored and implemented process improvements and automation opportunities to increase efficiency in Clients & Markets workflows and reduce proposal turnaround times.
• Recruited, interviewed and onboarded a full-time Senior Pursuit & Proposal Associate to scale regional capacity and manage growing pursuit volumes and the pursuit management system.
• Organized and led training and mentoring initiatives to build problem-solving, time-management and communication skills within the pursuit team.
• Instituted performance metrics and reporting for pursuit activities (e.g., pipeline coverage, proposal cycle time, win/loss analysis) to inform strategic decision-making.
• Coordinated cross-functional resources and subject-matter experts to ensure proposals presented the full TLS service suite and were tailored to client needs.
• Fostered a culture of continuous improvement by capturing lessons learned from pursuits and embedding feedback into processes, templates and capture plans.

• Led two squads (18 people) delivering end-to-end Quote-to-Cash (Q2C) operations for MEA Direct and Business Partner channel sales, ensuring timely processing of proposals, contracts and revenue recognition.
• Secured and allocated team resources, removed cross-functional barriers, and protected squads from interruptions to maximize delivery velocity and focus.
• Owned capacity planning and work distribution, balancing demand across squads to meet SLAs and maintain consistent throughput.
• Managed client and seller relationships, resolved escalations, and acted as primary escalation point to preserve customer satisfaction and deal momentum.
• Directed continuous improvement initiatives across Q2C, driving process simplification, automation opportunities and efficiency gains that reduced cycle times and error rates.
• Represented Q2C in monthly and quarterly closing calls with GTS, clearing pending requests, ensuring on-time proposal releases and confirming all signed contracts were correctly loaded.
• Nominated Q2C/GTS local Champion; led a process simplification program and developed a centralized, accessible document repository to standardize procedures and enable knowledge sharing.
• Initiated and co-ran a cross-team Hackathon with GTS operations to identify root causes of friction between Q2C and GTS, delivering practical solutions that strengthened operational collaboration.
• Managed budgets, vendor/supplier contracts and external resources; reported financials and progress to senior stakeholders and ensured alignment with market priorities.
• Partnered with product owners and market leaders to prioritize work funnel, ensuring sustained pipeline health and alignment with commercial objectives.
• Enforced risk management practices, compliance with policies and standards, and promoted chapter/guild activities to encourage standardization and skill-sharing across teams.
• Prepared and escalated concise progress reports to leadership, highlighting risks, blockers and recommended mitigation actions.

• Leverage extensive experience in sales support, client-centric proposal development, and proposal practice consulting to guide deal teams in delivering compliant, compelling, and value-driven proposals and orals.
• Progressed into People Management, leading multidisciplinary proposal support teams including deal coaches, writers, designers, and research specialists.
• Passionate about building long-term relationships, fostering self-directed teams, and driving operational excellence across the proposal lifecycle.

1. Management

• Build and sustain strong stakeholder relationships through clear communication, structured reporting, and proactive engagement.
• Lead sales outreach initiatives to identify, influence, and support key deal pursuits.
• Drive organizational change and transformation by implementing scalable proposal processes, tools, and best practices.

2. People Management

• Provide clarity, direction, and focus to ensure teams operate with purpose and accountability.
• Recruit, develop, and retain top proposal talent, cultivating high-performing and self-directed team culture.
• Mentor and coach team members to strengthen proposal strategy, writing, design, and research capabilities.

3. Proposals & Orals Coaching

• Develop compelling Big Ideas and differentiated value propositions aligned to client needs and deal strategy.
• Lead client-centric content storyboarding to ensure narrative cohesion, clarity, and impact.
• Oversee proposal writing, visual strategy, and content orchestration to deliver high-quality, on-brand outputs.
• Coach deal teams through orals preparation, including messaging refinement, delivery coaching, and rehearsal facilitation.

• Serve as primary liaison between the Proposal Support Team and Sales Teams, ensuring seamless collaboration across pre-sales client interactions, proposal development, solution reviews, and high-impact presentation preparation.
• Lead the creation and delivery of client-facing materials—including journey maps, mural walls, and video assets—across the full end-to-end opportunity lifecycle.
• Partner closely with Sales Teams on strategic, high-value opportunities, using facilitation and coaching to drive sales team assessments and Value-Driven Proposal (VDP) method workshops.
• Support development of compelling, client-centric proposals for largest, most complex, and most strategic deal pursuits.
• Coordinate, coach, and mentor Proposal Support Team members to ensure consistent delivery of high-quality proposals and presentations that elevate the client experience.
• Oversee and quality-assure all outputs from proposal–sales interlock, ensuring alignment with client needs, deal strategy, and organizational standards.

• Drive bid and proposal support for IBM's most complex and strategic opportunities, ensuring alignment with pursuit strategy and client expectations.
• Develop deep expertise in IBM's engagement processes, tools, and methodologies to effectively manage and coordinate end-to-end proposal activities.
• Ensure all proposal releases comply with required processes, quality checks, and approval workflows prior to submission.
• Deliver high-quality, client-ready outputs that reinforce IBM's value proposition and elevate customer experience.
• Build and maintain strong relationships with Brand Leaders, Brand Operations Managers, and STH stakeholders, serving as primary focal point for proposal coordination.
• Foster positive, collaborative relationships with brand sellers to support seamless pursuit execution.
• Support rollout and adoption of new tools, technologies, and process improvements across proposal function.
• Participate in major brand transformation initiatives and education sessions to stay current with evolving business priorities.
• Lead onboarding and training sessions for new team members to accelerate readiness and capability.
• Track and monitor brand-related issues, risks, and dependencies to ensure timely resolution and continuous improvement.
• Gather data, conduct root-cause analysis, and implement corrective actions to address recurring problems and enhance operational efficiency.

• Served as Deal Hub Business Partner for Middle East, Egypt, and Pakistan within IBM International Services Center, supporting Business Partners across full IBM product portfolio.
• Acted as primary point of contact for Business Partner discount requests, coordinating closely with Sales and Pricing teams to review, validate, and approve discount structures.
• Prepared and delivered detailed pricing schedules and finalized terms and conditions following approval, ensuring accuracy, compliance, and alignment with IBM policies.
• Built strong working relationships with Business Partners to streamline discount approval process and enhance overall partner experience.
• Ensured timely, clear communication between internal teams and external partners to support efficient deal progression and successful opportunity closure.

• Working as assistant for income auditor, and payroll.