Salma El Zoghby

• Led operations for $600M+ business portfolio, including AI, Cloud, Cybersecurity, and Infrastructure.
• Developed and implemented a growth strategy for the business unit focusing on driving significant market expansion
• Designed and optimized sales incentive programs and quota deployment processes, improving team performance and coverage
• Enhanced P&L analysis frameworks
• Streamlined pricing, profit estimation, and sales execution cycles, reducing operational bottlenecks
• Led enterprise-wide enablement initiatives across branches and lines of business
• Vendor and alliance managememt
• Spearheaded advanced sales forecasting and performance tracking mechanisms, enabling proactive decision-making
• Implemented data-driven approaches to monitor performance metrics and drive continuous improvement efforts.
• implemented management system
• maintained an audit ready organization
• Leveraged data analytics to identify trends and areas of concern within the company''s alliance ecosystem, informing strategic decisions for future growth.
• Collaborated closely with sales teams to drive revenue through joint selling efforts and leveraging partner networks.
• Managed day-to-day operations within the company''s partner program, ensuring smooth workflows between various stakeholders involved in each project or initiative.
• Implemented an alliance management framework that improved tracking of partnership performance metrics across multiple departments.
• Conducted regular business reviews with partners to assess performance against mutually agreed-upon objectives, driving continuous improvement efforts.

• Developed a blue print for the IBM BU that was implemented across all GBM branches
• Designed sales incentive plans for GBM and enhanced quota deployment and territory coverage processes.
• Analyzed P&L information and developed recommendations that led to 20% profitability increase within 1 year.
• Optimized use of opportunity management tools to effectively monitor, evaluate and report insightful analyses.
• Redesigned pricing and profit estimation processes and accelerated sales execution cycle.
• Spearheaded sales forecasting activities across GBM branches.
• Managed enablement requirements across branches and lines of business.
• Addressed weaknesses in current processes and deployed action plans to improve efficiency.

• Directed multi-functional teams across operations, sales, contracts, and financial management, achieving market-leading growth
• Enhanced sales forecasting and accounts receivables processes, improving collections by 20% and reducing DSO by 30%
• Championed organizational transformation initiatives to align with IBM’s global strategic imperatives

• Oversaw forecasting and strategic execution processes, improving operational efficiency and market responsiveness
• Improved cash flow management, reducing outstanding debts by 80%

• Led P&L management, budgeting, and cost control initiatives, achieving a 30% profit growth

• Directed SOX compliance and audit programs for Egypt and North Africa, securing a satisfactory audit rating