Summary
Overview
Work History
Education
Skills
Certification
Languages
Personal Information
Timeline
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Frank Malola

Dubai

Summary

Results-driven, dynamic, and motivated Senior Business Development & Strategic Account Manager with over 20 years of experience in global software solutions, SaaS, FinTech, and AI powered biometric identity management. Excels in new business development, building partnerships, retaining key accounts, and enhancing profit channels. Demonstrates strong leadership skills and the ability to motivate a team to achieve personal and company goals, influence decision-makers, and devise successful strategies. Collaborative and strategic team leader with a robust background in customer relationship management.

Overview

26
26
years of professional experience
1
1
Certification

Work History

Senior Business Development and Key Account Manager

Mobile-Technologies
05.2023 - Current
  • Spearheading Global Business Expansion: Leading the identification and pursuit of new business opportunities across the Middle East, Africa, Asia, and the Americas, utilizing digital sales and engagement tools like LinkedIn Sales Navigator and Apollo.io, significantly increasing the sales pipeline quarter-on-quarter.
  • Strategic Sales Leadership: Developing and executing comprehensive sales strategies aimed at exceeding sales targets and expanding the enterprise software customer base, particularly with mobile network operators, FinTech, Banks and telecommunication regulators in the Middle East, Africa, Asia and Americas
  • Pipeline Management & Lead Generation: Building and maintaining a robust sales pipeline by driving prospect engagement and opportunities through the sales funnel. Leveraged advanced tools like LinkedIn Sales Navigator and Apollo.io to enhance targeted prospecting, networking, and lead generation.
  • Market Research & Strategy Development: Conducting in-depth market research to identify industry trends, customer needs, and the competitive landscape. This research informed the development of targeted sales strategies, significantly boosting market penetration and competitive positioning in key regions.
  • Client Relationship Management: Serving as the primary liaison for key accounts, consistently achieving a high client satisfaction rate by delivering tailored software solutions and demonstrating agility in addressing client requests and support issues.
  • Performance Reporting & Strategic Decision-Making: Preparing and presenting detailed sales reports, forecasts, and performance metrics that directly informed strategic decision-making at the executive level. These insights contributed to continuous improvements in overall sales performance and business strategy alignment.
  • Cross-Functional Collaboration: Worked closely with marketing, after-sales support, product development, project delivery, and finance teams to ensure cohesive execution of sales efforts.

Director of Business Development & Key Account Management

Seamless Distribution Systems AB
06.2015 - 02.2023
  • Strategic Account Leadership: Managed a portfolio of high-value accounts, driving a 40% increase in new business development and generating $5M in additional annual revenue in 2023. Exceeded sales targets through strategic cross-selling, up-selling, expanding service offerings and new customer acquisition.
  • Cross-Functional Collaboration: Worked closely with marketing, after-sales support, product development, project delivery, and finance teams to ensure cohesive execution of sales efforts. Coordinated with the product and R&D teams to develop tailored technical solutions and worked with finance to provide accurate pricing and commercial terms.
  • Market Expansion & Revenue Growth: Led business development across Africa, the Middle East, and LATAM, resulting in $16M in new revenue streams and expansion into new markets.
  • Contract & Proposal Management: Secured key contracts by preparing successful RFI/RFP/RFQ responses, contributing significantly to the company's growth.
  • C-Level Engagement: Established new C-level relationships and closed high-value deals, driving substantial revenue growth and market share gains.
  • Team Leadership: Led a high-performing sales team in Mobile Money and digital distribution, achieving consistent year-over-year growth.
  • Client Retention: Achieved 110% of sales targets and ensured 100% client retention by strengthening key relationships and executing effective revenue strategies.

Senior Key Account Manager and Pre-Sales Specialist (B2B)

Symsoft AB MEA
07.2010 - 05.2015
  • Strategic Account Management: Analyzed key accounts to identify cross-selling and up-selling opportunities for complex software solutions, including OCS/IN and VAS (USSD, SMSC, MMSC, SMS Antispam, SMPP Gateway, MVNE, MVNO) for Mobile Network Operators across the Middle East and Africa.
  • Sales Strategy Development and Execution: Created and executed strategic sales plans for both existing and new key accounts, consistently achieving or exceeding sales targets
  • Conducted regular visits and calls, fostering strong, professional relationships with key stakeholders, including C-level executives.
  • Proposal Preparation & Coordination: Independently prepared detailed financial and technical proposals, collaborating with product management and R&D teams to deliver highly complex, customized offers that met client needs and expectations.
  • Customer Relationship Management: Established and maintained excellent relationships with potential and existing customers, delivering world-class customer service that enhanced customer loyalty and market penetration.
  • Cross-Functional Collaboration: Worked closely with marketing, after-sales support, product development, project delivery, and finance teams to ensure cohesive execution of sales efforts. Coordinated with the product and R&D teams to develop tailored technical solutions and worked with finance to provide accurate pricing and commercial terms.
  • Sales Forecasting & Revenue Achievement: Generated accurate sales forecasts and regularly reported to management, consistently meeting revenue targets and ensuring timely customer invoicing.
  • Lead Generation & Sales Execution: Led systematic prospecting efforts, developed compelling proposals, followed up effectively, and closed sales efficiently, maximizing profit opportunities and expanding market share.

Technical Sales Director for Middle East and Africa

Symsoft AB MEA
01.2008 - 06.2010
  • Sales Strategy & Market Insight: Contributed to sales strategy and product development by providing high-quality market feedback, ensuring alignment with customer needs and market trends.
  • Client Relationship Management: Developed, maintained, and expanded long-term relationships with prospects and existing customers across the Middle East and Africa, ensuring high levels of client satisfaction and loyalty.
  • Technical Presentations & Sales Support: Delivered technical presentations that effectively demonstrated how products met client needs. Gathered and documented business and technical requirements to provide accurate project estimates and pricing.
  • Proposal & RFP Management: Created Proof of Concepts and responded to RFI/RFQ/RFP documents. Led technical and participated in commercial negotiations, managing proposals through to contract signing and receipt of purchase orders.
  • Sales Execution & Forecasting: Identified new sales opportunities, managed client relationships throughout the sales cycle, and provided account management for the GCC territory. Maintained accurate sales forecasts in Salesforce.com for the MEA region.
  • Product & Solution Expertise: Provided technical excellence and solution expertise on qualified opportunities, including SMSC, SMS Antispam, MVNO, GGSN, MMSC, WAP Gateway, Convergent Charging, USSD Gateway, and Call Completion Solutions.
  • Commercial Negotiations: Managed software license expansions, service agreements, and support contracts, maximizing revenue from existing customers by ensuring their continued satisfaction with products and services.

Core Network Senior Manager

Detecon Consulting
06.2006 - 03.2007

Core Network Planning and O&M Manager

Orascom Telecom
12.2003 - 03.2007

Core Network Audit Subject Matter Expert

MEC Telematik
01.2007 - 01.2007

Switching

Telekom Networks Malawi Limited
01.1999 - 01.2003

Education

Certificarte - Financial Analysis Fundamentals

Corporate Finance Institute (CFI)

Fundamental of Data Analysis in Excel - undefined

Corporate Finance Institute (CFI)

Advanced Professional Certificate - Innovation and Entrepreneurship

Metropolitan School of Business & Management (UK)
08.2023

Advanced Professional Certificate in E-Commerce - E-Commerce/Electronic Commerce

Metropolitan School of Business & Management (UK)
08.2023

Master of Business Administration (M.B.A.) - Business Administration and General Management

Alliance Manchester Business School
06.2012

Skills

  • Team Leadership & Development: Proven track record in building, coaching, and motivating teams to exceed targets
  • Sales Strategy & Execution: Expertise in developing sales strategies and leading successful outreach campaigns using tools like LinkedIn Sales Navigator
  • AI Solutions: Experience with AI customer workflow automation solution , CRM, and AI-driven customer support tools
  • Data-Driven Decision Making: Strong analytical skills, with a focus on performance metrics and continuous improvement
  • Cross-Functional Collaboration: Skilled at working with marketing, product, and technical teams to align sales strategies
  • Digital and AI: LinkedIn Sales Navigator, Apolloio, Generative AI (ChatGPT, Gemini, Copilot), Prompt Engineering, Power BI, Power Query, Canva
  • Proficient in Microsoft Office: Excel, PowerPoint, Word, Outlook, Visio

Certification

  • Key Account Management
  • Certified Digital and Social Selling Specialist
  • Business Development: Strategic Planning
  • The Future Of Payment Technologies
  • Customer Analytics - Descriptive Analytics, Predictive Analytics and Prescriptive Analytics
  • Advanced Prompting For Financial Analysis
  • Chat with Your Data Using ChatGPT
  • Leveraging AI Tools To Build Customer Journey
  • Fine Tuning Large Language Models (LLMs), Generating Synthetic Training Data, Evaluating and Improving Model Performance for an AI chatbot
  • Operation Analytics: Introduction To Descriptive and Predictive Analytics, Prescriptive Analytics with Low Uncertainty, Predictive Analytics with Risk, Predictive Analytics with high Risk
  • Business Analysis Foundation: Business Process Modeling
  • Fundamental of Data Analysis in Excel

Languages

English (Full Professional)

Personal Information

Title: Business Development | Account Management | Generative AI Enthusiast | Biometric eKYC | FinTech | Telecom | Building Custom GPTs | Financial Analysis with GPT | Data Analytics and Visualization | CRM | Fine-Tuning Large Language Models (LLMs)

Timeline

Senior Business Development and Key Account Manager

Mobile-Technologies
05.2023 - Current

Director of Business Development & Key Account Management

Seamless Distribution Systems AB
06.2015 - 02.2023

Senior Key Account Manager and Pre-Sales Specialist (B2B)

Symsoft AB MEA
07.2010 - 05.2015

Technical Sales Director for Middle East and Africa

Symsoft AB MEA
01.2008 - 06.2010

Core Network Audit Subject Matter Expert

MEC Telematik
01.2007 - 01.2007

Core Network Senior Manager

Detecon Consulting
06.2006 - 03.2007

Core Network Planning and O&M Manager

Orascom Telecom
12.2003 - 03.2007

Switching

Telekom Networks Malawi Limited
01.1999 - 01.2003

Certificarte - Financial Analysis Fundamentals

Corporate Finance Institute (CFI)

Fundamental of Data Analysis in Excel - undefined

Corporate Finance Institute (CFI)

Advanced Professional Certificate - Innovation and Entrepreneurship

Metropolitan School of Business & Management (UK)

Advanced Professional Certificate in E-Commerce - E-Commerce/Electronic Commerce

Metropolitan School of Business & Management (UK)

Master of Business Administration (M.B.A.) - Business Administration and General Management

Alliance Manchester Business School

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Frank Malola