Ismail Shehadeh

Responsible for managing key accounts in UAE with focus on O&G, Utilities Sector with the following key responsibilities:

• Drive Digital Operations Sales: Take a leading role in spearheading sales efforts within the Oil & Gas, Utilities, and Manufacturing sectors through strategic channel partners. Emphasize a proactive approach to seeking out and opening new opportunities with prospective customers.
• Leverage Strategic Channel Partnerships: Utilize our extensive network of strategic channel partners to strategically engage with clients and customize digital operations solutions to meet their unique requirements.
• Cultivate Robust Client Relationships: Dedicate efforts to building and nurturing strong client relationships, employing strategic account management techniques and exploring opportunities for upselling and cross-selling through channel partnerships.
• Position OpenText as Industry Leader: Employ a collaborative and strategic approach to sales, positioning OpenText as a premier provider of transformative solutions within the critical industries of Oil & Gas, Utilities, and Manufacturing.

Highlighted Achievements:

• Created a pipeline worth $5.6 million within a timeframe of fewer than six months.
• Successfully resolved issues with two dissatisfied clients, resulting in the development of new opportunities valued at $900,000.
• Established robust strategic relationships with clients within the UAE, significantly contributing to the establishment and maintenance of a highly productive pipeline.

• Developed relationships with multiple C-suite personas across all product sales.

• Oversaw client relationship mapping to the account team, orchestrated an account strategy, and led across a broad virtual team.

• Worked as a trusted advisor to the customers by understanding their business and advising on how ServiceNow could help their IT roadmap.

• Identified the right specialist/support resources to bring into a deal, at the right time.

• Made forms or agreements to complete sales.

• Created leads from existing business clients, personal recommendations, or sales or trade events.

Highlighted Achievements:

• Achieved 115% of the target in the first year.
• Achieved 100% of the SaaS Contract Renewal
• Successfully closed strategic projects with key public and private sector enterprises.
• Developed strong relations with technology partners and worked closely with them on strategic opportunities.

• Secured high-value accounts through consultative selling, effective customer solutions and promoting compelling business opportunities.
• Managed workflow and distribution, analyzing each stage of project life cycle and recommending improvements to streamline processes.
• Managed the relationships with the partners in GCC region.
• Communicated market developments, portfolio changes and annual performance information to clients.
• Created long lasting relationships with internal and external stakeholders in order to identify value add opportunities.
• Gained customer acceptance by demonstrating cost reductions and operations improvements.
• Led solution selling strategy initiatives to maximize sales of Ellucian Products.
• Exceeded sales quotas and increased profitability through effective sales strategy and business planning.

Highlighted Achievements:

• Developed a very healthy pipeline with more than 5x the target quota
• Successfully closed strategic projects with key public and private sector enterprises.
• Successfully closed the first cloud deal in the ME region.
• Outperformed revenue targets by effectively applying the latest sales techniques.

• Developed and executed strategic sales plan based on territory analysis to drive new business throughout the Middle East.
• Focused on Big Data solutions, Fujitsu high-performance computing machine, and third-party enterprise solutions.
• Identified opportunities and initiate new client relationships.
• Led the development of the new market share and met with clients to assess needs, solve problems, value-add products, and increase revenue.
• Generated a sales pipeline of $40M in prospective deals across Gulf and Levant region in a span of 6 months.
• Researched, analyzed and solved marketing and strategy concerns through personalized approach.

• Recognized and hired a strong sales team to increase revenue in this sales-driven software service solutions.
• Restructured the business plan to better serve the region based on client needs.
• Worked with existing clients and vendors to resolve issues, and increased revenue through value-added programs.
• Attended client meetings and delivered presentations to educate client employees and ensure complete customer satisfaction.
• Restructured procedures through coordination with Director to create and execute projects.

Hired to establish the Educational sector and manage the operation of the Enterprise and Healthcare sectors.

Managed the Riyadh office as well as all company outsourcing operations.

Mentored, coached, and directed a team of 10 product representatives, and sustained ongoing rapport with customers through on-site meetings, prompt conflict resolution, and service-driven follow-up.

• Analyzed government and military business and collaborated with account managers and clients to add account revenue and deepen business relationships.
• Created and executed a targeted strategy adopted as an enterprise best practice, tangibly increasing space to allow for several new products and higher-margin sales.
• Achieved $40M in annual sales via superior key accounts in the Educational and Medical sectors.
• Earned award recognition for large-scale medical simulation marketing campaign that increased brand awareness and sales outside of Saudi Arabia.
• Cultivated account management, marketing, and merchandising skills by building new business and expanding existing sales.