Summary
Overview
Work history
Education
Skills
Certification
Custom
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Ayman Ghannam

Dubai,United Arab Emirates

Summary

Seeking a dynamic and challenging sales/ management position whereby my leadership & interpersonal skills could be applied and developed in a leading international organization.

Overview

44
44
years of professional experience
1
1
Certification

Work history

01.2016

01.2013
  • IBM Sales IBM 2013 Sales Eminence Award

01.2011
  • IBM CEMEA Hundred Percent Club (HPC) Award achievement

01.2010
  • IBM CEMEA Hundred Percent Club (HPC) Award achievement

01.2009
  • IBM CEMEA Golden Circle Award achievement

01.2008
  • IBM EMEA Hundred Percent Club (HPC) Award achievement business objective

01.2006
  • Lenovo President & CEO Club EMEA Award achievement

01.2005
  • Lenovo Tern incentive Award by President & CEO

IBM
01.2004
  • Managing Marketing
  • Certifications
  • Title Linux on IBM Power Systems - Sales 2016, EMEA Hundred Percent Club (HPC) Award achievement business objective

Henley Management College UK
04.2003

01.2003
  • IBM EMEA Hundred Percent Club (HPC) Award achievement business objective

General Manager

IBM Middle East
01.2002
  • IBM EMEA Hundred Percent Club (HPC) Award achievement business objective

General Manager

IBM Middle
01.2001
  • S Award.

Dubai
01.2000
  • Domino R 5.0 Server Infrastructure ISD - Dubai, Implantation Domino R5 Infrastructure ISD - Dubai, Domino Designer Fundamentals ISD

01.1999
  • IBM Application Framework e-business Tech GBM -Dubai, IBM Application Framework e-business Selling GBM -Dubai

Panasonic
01.1998
  • Technical Imaging training Electronic Filling System Matshita

Windows Application Development Clarion, Topspeed
01.1997

01.1996
  • Desktop & Mobile System Sales IBM Egypt Server System Competitive Sales IBM Egypt

01.1990
  • Unix Operating System V Utilization Bull Kuwait, Unix Operating System Administration Bull Kuwait
  • Proficient in developing applications using C, Pascal, Assembly language and Clarion
  • Dbase, Sybase
  • Awards & Recognition
  • 2016 IBM Hundred Percent Club (HPC) Award achievement

Regional Sales Manager

CRAY Inc
01.2018 - Current
  • Middle East & Africa
  • Leading Cray sales solution & offers a comprehensive portfolio of the world's most advanced supercomputers
  • Leading Cray sales High-performance storage systems, and data analytics and artificial intelligence solutions

09.2017 - Current
  • HYPERLINK "https://www.linkedin.com/company/1009/"
  • Certification authority IBM
  • HYPERLINK "https://www.youracclaim.com/badges/1aebcd85-9e04-4d25-8b43-f9d3f8a61373/linked_in_profile" \t "_blank"
  • See certificate Linux on IBM Power Systems - Sales 2016 See certificate
  • Title IBM Spectrum Computing V1
  • Certification Date

08.2017 - Current
  • HYPERLINK "https://www.linkedin.com/company/1009/"
  • Certification authority IBM
  • HYPERLINK "https://www.youracclaim.com/badges/db0d24e4-caf5-4804-b82c-01401c05eef6" \t "_blank"
  • See certificate IBM Spectrum Computing V1 See certificate
  • Title Certificate in Big Data & Data Analytics

07.2017 - Current
  • HYPERLINK "https://www.linkedin.com/company/10681011/"
  • Certification authority MERIC: Training, Development and Consulting
  • Title IBM Power Open Data Platform v1

06.2017 - Current
  • HYPERLINK "https://www.linkedin.com/company/1009/"
  • Certification authority IBM
  • HYPERLINK "https://www.youracclaim.com/badges/1c1eb5ec-1737-4278-a221-ae09f822b9f9" \t "_blank"
  • See certificate IBM Power Open Data Platform v1 See certificate
  • Title Linux on IBM Power Systems - Sales 2016, HYPERLINK "https://www.linkedin.com/company/1009/"
  • Certification authority IBM
  • HYPERLINK "https://www.youracclaim.com/badges/f3c4c024-7340-4d38-b74e-8921b7a3c4bd" \t "_blank"
  • See certificate Linux on IBM Power Systems - Sales 2016 See certificate
  • Title High Performance Computing & Data Analytics Sales v1
  • Certification Date

04.2017 - Current
  • HYPERLINK "https://www.linkedin.com/company/1009/"
  • Certification authority IBM
  • HYPERLINK "https://www.youracclaim.com/go/IT6b_tuDbT4IId_N5EarRg" \t "_blank"
  • See certificate High Performance Computing & Data Analytics Sales v1 See certificate
  • Title IBM Hybrid Cloud Infrastructure - Systems Sales

10.2016 - Current
  • HYPERLINK "https://www.linkedin.com/company/1009/"
  • Certification authority IBM
  • HYPERLINK "https://www.youracclaim.com/badges/c43980da-db2c-4c61-80a9-3a1d7eb677d4/linked_in_profile" \t "_blank"
  • See certificate IBM Hybrid Cloud Infrastructure - Systems Sales 2016 See certificate
  • Title Business and Industry Insight

08.2012 - Current
  • HYPERLINK "https://www.linkedin.com/company/1009/"
  • Certification authority IBM
  • HYPERLINK "https://www.youracclaim.com/badges/05aa81a6-0077-4e15-b948-bef2dc4863fe" \t "_blank"
  • See certificate Business and Industry Insight See certificate
  • Title IBM Selling Profession Certification - Level I Experienced
  • Certification Date

04.2017 - 01.2019
  • HYPERLINK "https://www.linkedin.com/company/1009/"
  • Certification authority IBM
  • HYPERLINK "https://www.youracclaim.com/badges/f3958da9-48bd-4dd1-9b72-89e15e5bb176" \t "_blank"
  • See certificate IBM Selling Profession Certification - Level I Experienced See certificate
  • Title Cloud & Cognitive Patterns
  • HYPERLINK "https://www.linkedin.com/company/1009/"
  • Certification authority IBM
  • HYPERLINK "https://www.youracclaim.com/badges/55ae4d5d-d682-46b3-b2db-29ba85fff6d4/linked_in_profile" \t "_blank"
  • See certificate Cloud & Cognitive Patterns See certificate
  • Certification
  • High Performance Computing & Data Analytics Sales v1 2017
  • IBM Hybrid Cloud Infrastructure - Systems Sales 2016
  • IBM Certification: IBM Certified Specialist - IBM Midrange Storage Sales V3 (C9020-560)

Systems Sales Leader

IBM Middle East HPC, HPDA IBM Cognitive
04.2017 - 12.2018
  • Leading IBM sales solution design to support Cognitive, High Performance Data Analytics and HPC solution and Artificial Intelligent including machine learning & Deep learning
  • Identify, develop and close opportunities in oil and gas, life sciences, government research, education and financial services for IBM
  • IBM HPC & HPDA & Accelerate Database and Machine Learning
  • Propose IBM Spectrum Computing as the management software of choice for High Performance Computing (HPC), BigData/Hadoop, Spark high performance analytics and emerging application frameworks to improve infrastructure utilization and reduce operating costs
  • Managing Channel Partners to achieve the target business
  • Managing the overall customer relationship plans, and executes an effective strategy including relationships
  • Establishes a professional working relationship, up to the executive level, with the client
  • Able to create RFP/RFI responses which describe a solution to client business problems
  • Closely manage expectations with business areas and management regarding resources and times, communicating clear priorities and objectives within the team
  • Account planning for key customers

Sales Leader

IBM Middle East
03.2016 - 03.2017
  • Software Defined Infrastructure (SDI), - Middle East -Support sales team on IBM's Elastic Storage Data Management portfolio & Platform Computing powers to address three growth initiatives around Social, Mobile, Big Data/Analytics -Propose IBM Spectrum Computing as the management software of choice for High Performance Computing (HPC), BigData/Hadoop, spark high performance analytics and emerging application frameworks to improve infrastructure utilization and reduce operating costs - Identify, develop and close opportunities in financial services, oil and gas, life sciences, government research, and education for IBM Platform's industry leading Software Defined Infrastructure portfolio -Managing Channel Partners to achieve the target business -Managing the overall customer relationship plans, and executes an effective strategy including relationships
  • Effectively negotiates with multiple levels of customer management, resulting in successful closing of the sale
  • Establishes a professional working relationship, up to the executive level, with the client
  • Able to create RFP/RFI responses which describe a solution to client business problems -Closely manage expectations with business areas and management regarding resources and times, communicating clear priorities and objectives within the team
  • Account planning for key customers

Lenovo Middle East & Africa
Dubai
01.2015 - 03.2016
  • U.A.E
  • High Performance Computing (HPC) Sales Leader -
  • Middle East & Africa (MEA) -Managing Channel Partners to achieve the target business of HPC -Managing the overall customer relationship plans, and executes an effective strategy including relationships
  • Develop and grow the HPC business in MEA -Effectively negotiates with multiple levels of customer management, resulting in successful closing of the sale
  • Collaborates with management and sales teams in shared accounts to ensure seamless integration of specialist sales
  • Developing relationships at senior levels within the life sciences, pharmaceutical and oil and gas sectors
  • Assesses risk in terms of value and exposure to both Lenovo and customers
  • Manage key projects for HPC for x86 , Storage and software stack -Manage key customer relationship such as Saudi Aramco , KAUST , KACST.KAU and SIDRA, ADCO , ADNOIC , PDO , NYU, TAMUQ - Works with the technology partners (Intel, NVidia, Mellanox, DDN, Redhat, ISVs) to detect potential collaborations and/or capabilities to provide optimized solutions -Establishes a professional working relationship, up to the executive level, with the client
  • Able to create RFP/RFI responses which describe a solution to client business problems -Exposure to product marketing, sales process and ability to identify sales opportunities -Work closely with HPC specialist engineers to ensure integration of proposed HPC systems -Closely manage expectations with business areas and management regarding resources and times, communicating clear priorities and objectives within the team
  • Account planning for key customers -Define Lenovo deal strategy & conducting competitive analysis to win
  • For clarification, Lenovo acquires IBM x86 systems , Lenovo (HKSE: 992) (ADR: LNVGY) and IBM (NYSE: IBM) have entered into a definitive agreement in which Lenovo plans to acquire IBM's x86 server business
  • This includes System x, BladeCenter and Flex System blade servers and switches, x86-based Flex integrated systems, NeXtScale and iDataPlex servers and associated software, blade networking and maintenance operations.

Sales Leader

IBM Middle East & Africa
Dubai
01.2012 - 12.2014
  • U.A.E
  • High Performance Computing (HPC), Middle East & Africa (MEA)
  • Systems & Technology Group (STG) -Managing Channel Partners to achieve the target business of IBM HPC -Managing the overall customer relationship plans, and executes an effective strategy including relationships
  • Develop and grow the HPC business in MEA -Effectively negotiates with multiple levels of customer management, resulting in successful closing of the sale
  • Developing relationships at senior levels within the life sciences, pharmaceutical and oil and gas sectors
  • Assesses risk in terms of value and exposure to both IBM and customers
  • Manage key projects for HPC for x86 , Power , Blue Gene and Storage -Manage key customer relationship such as Saudi Aramco , KAUST , KACST.KAU and SIDRA, ADCO , ADNOIC , PDO - Works with the technology partners (Intel, NVidia, Mellanox, DDN, Redhat, ISVs) to detect potential collaborations and/or capabilities to provide optimized solutions -Able to create RFP/RFI responses which describe a solution to client business problems -Exposure to product marketing, sales process and ability to identify sales opportunities -Work closely with HPC specialist engineers to ensure integration of proposed HPC systems -Closely manage expectations with business areas and management regarding resources and times, communicating clear priorities and objectives within the team
  • Account planning for key customers -Define IBM deal strategy & conducting competitive analysis to win - Work closely with IBM research team & develop the potential collaboration for key customers, IBM Sales IBM 2012 Sales Eminence Award, IBM Hundred Percent Club (HPC) Award achievement

Country Sales Manager

IBM Middle East
Dubai
05.2007 - 01.2011
  • Kingdom of Saudi Arabia
  • Systems & Technology Group (STG) - System x Systems Server -Managing Channel Partners to achieve the target business volumes of IBM x Series and Storage product range
  • Managing the overall customer relationship plans, and executes an effective strategy including relationships
  • Support the channels through marketing activities, promotions, pricing, etc
  • Identify, explore opportunities and deploy new business partners
  • Provide weekly sales forecast to management
  • Develop and grow the System x & Blade centre business in Saudi through improved customer relationships, -Developing and supporting our existing partner network, identifying and managing new opportunities, and also working with the IBM SMB team -Develops and maintains comprehensive sales knowledge in the discipline offerings, along with financial and selling skills, that can be applied to opportunities across the business unit
  • Maintains in-depth knowledge of competition's offerings, strategies, and plans
  • Effectively differentiates IBM offerings from competitive alternatives and creates customer preference for IBM offerings, based on that differentiation
  • Effectively negotiates with multiple levels of customer management, resulting in successful closing of the sale
  • Assesses risk in terms of value and exposure to both IBM and customers
  • Manage key projects for HPC for x86 for Saudi Arabia & key customers Saudi Aramco , KASUT , KAU and KACST -Manage key projects for SAP BIA Accelerator , 1350 Clusters and iDataPlex -Manage key customer relationship such as Saudi Aramco , KAUST , KACST and KAU

Country Sales Manager

Lenovo Middle East
Dubai
08.2005 - 05.2007
  • Same job profile as described below with IBM PCD -Managed IBM/Lenovo transition with partners while maintaining business growth and momentum
  • Over Achieved regional revenue targets through managing business partners in 2006 as well as achieving the Profitability target
  • For clarification, IBM Corporation (IBM) has entered into an agreement with the Lenovo Group ("Lenovo"), whereby IBM has sold its Personal Computer (PC) business to Lenovo on a worldwide basis
  • IBM has also acquired percentage stake in Lenovo, thus maintaining an interest in the PC Division

Country Sales Manager

IBM Middle East
Dubai
04.2000 - 07.2005
  • Kuwait & Qatar
  • Personal Computing Division -Managing Channel Partners to achieve the target business volumes of IBM Personal Computing Division (PCD) -Managing the overall customer relationship plans, and executes an effective strategy including relationships
  • Support the channels through marketing activities, promotions, pricing, etc
  • Identify, explore opportunities and deploy new business partners
  • Promote the products through trainings & presentations to business partners as well as large accounts
  • Provide weekly sales forecast to management
  • Manage a diverse organization to leverage best resources per opportunity (partner, IBM, brand)
  • Develop new successful IBM channel strategy in Kuwait & Qatar
  • Increased sales revenue by 145 % in the past 5 years
  • Over Achieved regional revenue targets through managing business partners (in 2002,2003,2004,2005), as well as achieving the Profitability target
  • Maximized the growth of IBM sales in the Kuwait & Qatar -Work with IBM team who covers sector industry such as Education, Oil , financial sector, communications, and distributions within IBM to deliver a wide array of tools and resources to help customers
  • Focus on Large Accounts/Territory and drive current resources (Brand, PCI, Management) to win -Build Brand Team with Special focus on (BP Sat, Info dissemination, Market intelligence, LA) -Conduct IBM's business, ethically, on IBM's terms -Deliver on the Think strategic and deploy ThinkVantage technologies -Ensure maximum use of current resources in MEEP (Brand , COD , Post Sales , Marketing) -Support other team members to achieve MEEP targets

Unit Division Manager

Easa Husain Al, Yousifi Est
01.1997 - 01.2000
  • Provides the sales leadership directions required to achieve assigned sales targets, expense and other business/financial objectives for the division
  • Work closely with IBM and Panasonic vendors -Develop Al-Yousifi in retail channel with IBM -Achieve/exceed Revenue Target assigned by IBM for PCD and x Series -Achieve best BP award in 1997 from IBM -Develop second tier to focus on SMB market segment -Responsible for the daily sales execution activities (lead generation, selling cycle progress, opportunity reviews, and forecasting), monitors unit's activities, review sales results and takes corrective action where necessary
  • Identifies and ensures satisfactory completion of all skill development activities required for sales reps to perform assignments
  • Works with sales team in assigning quotas and incentive plans
  • Achieve and maintain client satisfaction objectives
  • Performs people management role
  • Responsible for the division's yearly business plan & E/R
  • Responsible for the development and joint execution (with General Manager) for the Go to Market Plan which would grow market share and achieve financial objectives.

Sales Manager

Easa Husain Al-Yousifi Est
01.1993 - 01.1997
  • Responsible for sales strategy and execution to drive desired results
  • Responsible to achieve assigned revenue with sales team.

Programmer & Systems Analyst

Easa Husain Al, Yousifi Est
01.1987 - 01.1993
  • Developed applications such as Service & Helpdesk, Payroll , Stock control , Ticket & Hotel Management , Point of Sales and account receivables.

Kuwait University Kuwait
01.1982 - 01.1987
  • B.Sc
  • Applied

Education

B.Sc. - Applied Physics & Computer Science

Kuwait University
Kuwait
01.1982 - 1 1987

Foundations of Management - undefined

Henley Management College
UK

Managing People - undefined

Henley Management College
UK

Managing Marketing - undefined

Henley Management College
UK

Skills

  • Knowledge of seo practices
  • Communication proficiency
  • Target achievement drive
  • Account management
  • Business development
  • Territory management
  • Key account management
  • Sales team leadership
  • Enterprise sales
  • Customer relationship management
  • Smart negotiation techniques
  • Pipeline Management
  • Market strategy
  • Territory planning

Certification

  • Linux on IBM Power Systems - Sales 2016, 09/01/17, IBM
  • IBM Spectrum Computing V1, 08/01/17, IBM
  • Certificate in Big Data & Data Analytics, 07/01/17, MERIC: Training, Development and Consulting
  • IBM Power Open Data Platform v1, 06/01/17, IBM
  • High Performance Computing & Data Analytics Sales v1, 04/01/17, IBM
  • IBM Hybrid Cloud Infrastructure - Systems Sales 2016, 10/01/16, IBM
  • Business and Industry Insight, 08/01/12, IBM
  • IBM Selling Profession Certification - Level I Experienced, 04/01/17, 01/31/19, IBM
  • Cloud & Cognitive Patterns, IBM

Custom

  • 2016, IBM Certified Mid Range Storage V3
  • 2016, IBM HyCE Mastering a Hybrid Cloud Infrastructure
  • 2016, IBM Evolution of Platform Computing to Software Defined Infrastructure
  • 2016, IBM Top Gun Software Defined Storage
  • 2015, Lenovo High Performance Computing workshop
  • 2015, Lenovo & Intel High Performance Computing workshop
  • 2014, IBM Technical Computing enablement workshop
  • 2013, IBM Certified Sales Professional
  • 2013, Classroom to Client
  • 2013, IBM Technical Computing enablement workshop
  • 2012, Business & Industry Insight Program
  • 2012, IBM HPC Top Gun
  • 2012, IBM Technical Computing & Big Data and Smarter Analytics
  • 2012, IBM High Performance Computing Segment Analysis Climate & Weather
  • 2012, Emerging Trends in Education
  • 2012, Emerging Trends in Petroleum
  • 2012, Emerging Trends in Life Sciences
  • 2012, Emerging Trends in Government
  • 2012, Emerging Trends in Auto and Aero
  • 2012, Emerging Trends in Finance
  • 2011, Insight for HPC Sales Professionals
  • 2011, IBM High Performance Computing Segment Analysis Life Sciences
  • 2011, IBM High Performance Computing Segment Analysis Higher Education
  • 2011, C-Suite Success
  • 2009, Top Strategies for Selling to Large and Mid-Market Customers
  • 2008, IBM Global Sales School
  • 2008, Chemicals and Petroleum Industry
  • 2008, CEEMEA Unique Sales Calls
  • 2007, IBM System x & BladeCenter Top Gun
  • 2007, IBM System x & BladeCentre Technical Conference
  • 2006, Lenovo Selling Model by Sandler Sales System
  • 2006, Lenovo Account Relation by Sandler Sales System
  • 2006, Lenovo call model by Sandler Sales System
  • 2002, IBM EMEA Sales School Large Account
  • 2001, SSM (Signature Selling Method)
  • 2001, SHOT (Sales High Opportunity Training)
  • 2001, SELCOM (Communication Techniques)
  • 2001, HIP (High Impact Presentation Techniques)
  • 2001, Franklin Covey The Seven Habits of Highly Effective People
  • 1993, Selling to business effective negotiations Skills

Personal Information

  • Place of birth: Kuwait
  • Date of birth: 12/21/62
  • Nationality: Dominica Commonwealth
  • Marital status: Married with 3 Kids

Timeline

Regional Sales Manager

CRAY Inc
01.2018 - Current

09.2017 - Current

08.2017 - Current

07.2017 - Current

06.2017 - Current

04.2017 - Current

04.2017 - 01.2019

Systems Sales Leader

IBM Middle East HPC, HPDA IBM Cognitive
04.2017 - 12.2018

10.2016 - Current

Sales Leader

IBM Middle East
03.2016 - 03.2017

01.2016

Lenovo Middle East & Africa
01.2015 - 03.2016

01.2013

08.2012 - Current

Sales Leader

IBM Middle East & Africa
01.2012 - 12.2014

01.2011

01.2010

01.2009

01.2008

Country Sales Manager

IBM Middle East
05.2007 - 01.2011

01.2006

Country Sales Manager

Lenovo Middle East
08.2005 - 05.2007

01.2005

IBM
01.2004

Henley Management College UK
04.2003

01.2003

General Manager

IBM Middle East
01.2002

General Manager

IBM Middle
01.2001

Country Sales Manager

IBM Middle East
04.2000 - 07.2005

01.2000

01.1999

Panasonic
01.1998

Windows Application Development Clarion, Topspeed
01.1997

Unit Division Manager

Easa Husain Al, Yousifi Est
01.1997 - 01.2000

01.1996

Sales Manager

Easa Husain Al-Yousifi Est
01.1993 - 01.1997

01.1990

Programmer & Systems Analyst

Easa Husain Al, Yousifi Est
01.1987 - 01.1993

Kuwait University Kuwait
01.1982 - 01.1987

B.Sc. - Applied Physics & Computer Science

Kuwait University
01.1982 - 1 1987

Foundations of Management - undefined

Henley Management College

Managing People - undefined

Henley Management College

Managing Marketing - undefined

Henley Management College

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Ayman Ghannam