Frank Malola
Director of Business Development And Key Account Management
Dubai ,DU
Summary
Skilled Business Development leader offering more 20 years years of experience in leading business development and strategic key accounts management (B2B) for software solution sales in telecommunication industry. Bringing expertise in client acquisition, strategic account management and contract negotiation, along with excellent interpersonal communication, relationship-building and team leadership abilities. Results-driven and proactive with demonstrated record of accomplishment in meeting and exceeding sales and revenue objectives in B2B environment.
Overview
22
22
years of professional experience
12
12
years of post-secondary education
8
8
Certificates
1
1
Language
Work History
Director of Business Development & Key Account Management
Seamless Distribution Systems AB
Dubai, United Arab Emirates
06.2015 - Current
- Building and effectively managing a list of new accounts to target in order to drive new business development
- Collaborating with internal resources in a matrix set up and external network of partners to prioritize and penetrate key accounts
- Defining strategic accounts planning and execution, building new key C-level relationships, negotiating and closing business deals.
- Established, initiated and optimized business development strategies based on company targets, product specifications, market data and budget factors.
- Negotiated, prepared and signed contracts with clients.
- Consistently exceeded quotas through penetration of new accounts.
- Established and maintained highly effective relationships with clients and industry partners to drive growth.
- Translated customer needs into solution requirements using powerful value propositions and negotiation skills.
- Closed lucrative sales deals using strong negotiation and persuasion skills.
- Handled strategic accounts, generating more than $24 Million in revenue over 6 years.
- Met existing customers to review current services and expand sales opportunities.
- Collaborated with company departments to develop new strategies to capitalize on emerging customer and market trends.
- Identified and pursued valuable business opportunities to generate new company revenue and improve bottom line profit.
- Established relationships with key decision-makers within customer's organization to promote growth and retention.
- Negotiated and closed long-term agreements with new clients in assigned territory.
Senior Key Account Manager and Pre-Sales Specialist
Symsoft AB MEA
Dubai
07.2010 - 05.2015
- Key Account Analysis to identify opportunities for cross-selling and up-selling new products, Services and features to Mobile Network Operators in Middle
- East and Africa for complex Software Applications such as OCS/IN, VAS (USSD, SMSC, MMSC, SMS Antispam, SMPP Gateway, MVNE and MVNO ) in Business-to-Business (B2B) environment
- Developing and implementing a strategic sales plan to existing and new strategic key accounts
- Conducting regular strategic key accounts’ visits and calls, establishing and maintaining a credible and professional relationship with all key accounts up to
- C-level and identifying and closing new sales deals, ensuring the achievement of the set sales targets/quota
- Preparing regular services’ financial and technical proposals independently, coordinating with the product management and R&D teams in highly complex offers
- Developing and executing sales strategies in order to explore business opportunity and maximize sales prospect
- Establishing and maintaining excellent relationship with potential and existing customers as well as to provide world-class customer service to strengthen customer loyalty and market penetration
- Generating and maintaining credible sales forecast for accounts and provide this information on regular basis to management
- Achieving forecasted revenue targets and customer invoicing month on month
- Administering sales process and maximize profit opportunity
- Generating leads through systematic prospecting; formulating proposals, following-up effectively and closing sales efficiently.
Technical Sales Director
Middle East and Africa
Dubai
01.2008 - 06.2010
- Contribute to the Sales strategy and Product development by providing high standard market feedback
- Developing, maintaining and growing long-term relationships with prospects and existing customers
- Making technical presentations demonstrating how the products meet the needs of prospects
- Liaising with the product development, R&D and Customer Service teams
- Make sales calls to new and existing clients
- Develop and make presentations of company products and services to current and potential customers
- Page 2 of 4
- Gather and accurately document business and technical requirements from customers in order to work with other internal teams to provide reliable project estimates and sales price
- Create Proof of Concepts, Respond to customer RFI/RFQ and RFP documents, assist with technical proposal writing
- Hand-over of pre-sales efforts to a post-sales project delivery team
- Identify and exploit new sales opportunities with existing and potential customers
- Manage client relationship through all phases of the sales cycle
- Provide account management to an existing GCC territory
- Leading technical and participating in commercial negotiation during RFP process
- Manage these proposals through to receipt and response to questions, signature of contract and/or receipt of purchase order
- Maintain the sales forecasting system within Salesforce.Com, tracking opportunity developments to ensure an accurate monthly focust for the MEA region
- Provide technical excellence and solution expertise on qualified opportunities related to SMSC, SMS Antispam, MVNO, GGSN, MMSC,WAP Gateway,
- Convergent Charging, USSD Gateway and Call Completion Solution offerings for both product and services
- Negotiating the software license expansion, service and support agreement
- Manage the commercial relationship with existing customers to that they remain satisfied with the products and services in order to maximise the revenue from the existing customer.
Core Network Senior Manager
Detecon Consulting, MEC Telematik
06.2006 - 03.2007
- Core Network Audit Subject Matter Expert
Orascom Telecom Iraq
01.2007 - 01.2007
Core Network Planning and O&M Manager
Telekom Networks Malawi Limited
12.2003 - 03.2006
Switching
01.1999 - 01.2003
Education
Certified Digital and Social Selling Specialist (CDSS) -
Marketing Institute
01.2021 - 01.2021
Executive Certificate, Digital Business - undefined
Columbia Business School
01.2020 - 01.2021
Master of Business Administration (M.B.A - Strategic Management
University of Manchester - Manchester Business School
01.2007 - 01.2012
Post Graduate Diploma - Computer Science
University of Malawi, Chancellor College
01.2001 - 01.2003
Advanced Diploma - Electrical and Electronic Engineering
The Malawi Polytechnic
01.1995 - 01.1999
Skills
Business Development
Business Relationship Development and Management
Relationship building and rapport
Sales pipeline development and management
Pipeline development
Salesforce CRM
Advanced MS Excel, Power Point and Word
Excellent Presentation and Communication
Account and territory management
Sales budget and pipeline forecasting
Certification
The Future Of Payment
Work Availability
monday
tuesday
wednesday
thursday
friday
saturday
sunday
morning
afternoon
evening
swipe to browse
Quote
Every problem is a gift—without problems we would not grow.
Tony Robbins
Timeline
Certified Digital and Social Selling Specialist (CDSS) -
Marketing Institute
01.2021 - 01.2021
Executive Certificate, Digital Business - undefined
Columbia Business School
01.2020 - 01.2021
Director of Business Development & Key Account Management
Seamless Distribution Systems AB
06.2015 - Current
Senior Key Account Manager and Pre-Sales Specialist
Symsoft AB MEA
07.2010 - 05.2015
Technical Sales Director
Middle East and Africa
01.2008 - 06.2010
Orascom Telecom Iraq
01.2007 - 01.2007
Master of Business Administration (M.B.A - Strategic Management
University of Manchester - Manchester Business School
01.2007 - 01.2012
Core Network Senior Manager
Detecon Consulting, MEC Telematik
06.2006 - 03.2007
Core Network Planning and O&M Manager
Telekom Networks Malawi Limited
12.2003 - 03.2006
Post Graduate Diploma - Computer Science
University of Malawi, Chancellor College
01.2001 - 01.2003
Switching
01.1999 - 01.2003
Advanced Diploma - Electrical and Electronic Engineering
The Malawi Polytechnic
01.1995 - 01.1999