Mohamed EL ASTAL

• Company Overview: Leader in RPA/BPM & Orchestration (Intelligent Automation Platform).
• Part of SS&C Technologies, Global Fund Administrator & Software Vendor.
• Rebuilding the channel business, with an immediate focus on improving partner sourced opportunities using MEDDPIC / BEPIC Framework.
• Drafting and finalizing a Tier 2 Master Reseller Agreement to address Tier 2 countries where we have no presence to help our PG efforts and build strong pipeline.
• Reporting to SVP Channels & Working closely with VP of Sales, aligning on the company strategy for Emerging Markets.
• Working closely with Marketing on plans and focused/joint events with Key Partners that bring high ROI
• Working closely with supportive functions (Pre-sales, Post-sales, and CSM) to drive deals to closure fast.
• Closing $5+M TCV Deal with Tanfeeth in KSA (ARB Spin-off for Automation as a Service/MSP).
• New Logos with ASP of $150K ARR in UAE, KSA, Turkey, Qatar, and Egypt.
• Leader in RPA/BPM & Orchestration (Intelligent Automation Platform).
• Part of SS&C Technologies, Global Fund Administrator & Software Vendor.
• Target: Current FY (Jan to Dec.):

Partner Sourced ARR: $1.3M / Renewals: $700K

• Achievements:

PIO:155% / Renewals: 50%

• Company Overview: Leader in AI/ML and Category Creator of the AutoML/AutoTS + MLOps.
• First Partner Ecosystem Manager on the ground in SEMEA, based in Dubai, rebuilt channel ecosystem from ground up focusing primarily on Emerging (Eastern Europe & MEA) but also covering Southern Europe the 1st year.
• 1st Partner deal signed less than 6 months in the company, $600k ARR ($3M TCV) in KSA.
• Working with a variety of partners from Cloud & Tech Alliance partners, GSIs, RSIs, VARs and boutique consultancies across the region.
• Built from scratch all the Channel (Focus KSA, UAE, South Africa, Turkey and Rest of Emerging): Referral, Resell, and MSP Partners.
• Working closely with the Hyperscalers (GCP, AWS, and Microsoft) across the region.
• Managed/helped transform legacy partners, and recruited new partners for sales growth, aligning on the company and VP’s strategy.
• Providing product training to partners, enabling them to become an extension of DataRobot.
• Managing Sales & Marketing (working closely with the team on the demand generation, PR campaigns/activities across EMEA).
• Became a trusted advisor very quickly (AI being an emerging technology), I managed to build Champions within Partner Orgs (CEOs, Founders, CTOs, VPs, etc).
• Team player, working closely with internal Sales org and driving the Channel Business with a Sales Mindset.
• Building joint (Business & Success) Plans / Value Propositions with Partners to help drive incremental revenue rapidly.
• Collaborating internally with all the Supportive Functions (Legal, RevOps, Pre-Sales, etc…) with visibility to Senior Management and Accountability.
• Team Leader within the Channel Organization.
• Target/PIO & PVA:

FY22: Partner Sourced ARR (PIO = $500K) / DataRobot Sourced (PVA ARR = $563K)

FY23: Partner Sourced ARR (PIO = $800K) / DataRobot Sourced (PVA ARR = $1.2M)

• Key Achievements:

WW Partner Manager of The Year in Las Vegas / President’s Club (FY23)

Closed the biggest partner deal ever in the Middle East ($10M TCV with STC, in Saudi Arabia)

PIO (FY 2022: 241% & FY 2023: 221.5%)

PVA (FY 2022: 162% & FY 2023: 181%)

• Company Overview: Ranked in the TOP 3 WW of Software Vendors dedicated for Retail, Fashion & Luxury Brands.
• First Regional Sales Leader on the ground, joined to grow the business and the channel network in the MEA region.
• Focused on Direct, Indirect and Enterprise Sales.
• From scratch: 1st SaaS deal signed in KSA, less than 6 months of employment (in November 2019): L’Azurde Company for Jewelry ($500K total revenue).
• 1st SaaS deal signed in Qatar (June 2020): Abu Issa Holding ($1.5M total revenue).
• 1st SaaS deal signed in Kuwait (October 2020): Behbehani Group ($320K total revenue).
• Working with Large Enterprise Customers in the Retail Vertical, Luxury and Fashion.
• Building Channel Partners + GTM strategy across the region.
• Building relationships and sponsorship with CxO executives of enterprise organizations from scratch without those organizations ever knowing of Cegid.
• Inherited a poor and non-performing network where I revived an existing network of inactive Partners.
• Developed the reputation and the value of Cegid's solutions in the market through the network of Partners.
• Implemented with the Head Office a Channel Incentive Program, this led to pipeline growth from a standing start to $2M in 3 months for inactive partners.
• Carried out a strategical analysis of potential partners resulting in the careful selection of new partners who made solution sales their first year.
• Participated in conferences and group discussions with 100+ audience on industry focus and digital transformation, such as: The Retail Summit, Seamless, and Gitex.
• Worked closely with overseas Channel Marketing teams to build an annual marketing plan for the local ME market; assessment and decision-making authority for sponsorship against potential ROI for event planning, digital assets, and content creation; resulting in higher qualified leads, removing sponsorship of low ROI events.
• Achievements: New pipeline generated of 300% between 2019 to 2020 ($4M+)
• In 12 months, developed 6 new opportunities with average deal size of $300K+
• Closed 4 deals with more than $500K revenue (2 new logos)
• YTD in terms of SaaS Bookings: Q3/4 2019 80%, FY 2020 120%

• Company Overview: Startup specialized in IT Sourcing: infrastructure, SaaS, BI, Big Data.
• In charge of Sales / Key Accounts in France, Benelux, and North Africa.
• Deals Closed: Bouygues Telecom, La Poste, Société Générale, PSA, and SFR.
• Outsourcing services/Staffing of Consultants by leveraging team building: headhunt, direct recruitment, research, job board and social media (LinkedIn).
• Achievements: €3.6M (New Logos in Government, Telco, Retail & FSI).

• Company Overview: 2nd Telco Provider in France and Europe
• Developing, managing, and increasing the business within the CAC40 Key Accounts: BNP Paribas and PSA Group (2M€ Turnover).
• Selling ICT Enterprise Agreements.
• In charge of deals involving C-level (CTO, CIO, CFO and MD).
• Execute a value proposition in a complex/long sales cycle by demonstrating ROI.
• Team Leader in Services Sales (Value-added services delivery) / President's club.
• FY 2016: 124 %
• FY 2015: 141 %

• Company Overview: 2nd Telco Provider in France and Europe.
• In charge of a multiple medium market customers from various industries.
• Identifying new target market opportunities in VoIP, fiber broadband, mobile technology, and cloud services (cloud communications platform).
• #1 Services Sales Rep France @ SFR Business.
• Acquisition of new logos (RFI/RFP), Telco solutions & Services: Citeo France (Former Eco Emballages) €300K, Carestream health France €450K.
• Managing and developing a strong pipeline.
• Market analysis and feedback for sales campaigns, working with marketing and presales teams.
• Achievement:

127% of target (FY13)

110% of target (FY12)

• Company Overview: 4th Telco provider for B2B acquired by SFR Business.
• Telco solutions for SMEs and SMIs (Fixed telephony and internet broadband).
• Working closely with delivery team.
• 4th Telco provider for B2B acquired by SFR Business
• Achievement: 120%