Nadim Nakkash
Head of Channel
Dubai
Summary
Seeking a leadership role to build a high-performing team, foster a results-driven culture, and develop go-to-market strategies, channels, channel sales, and partnerships. With extensive industry knowledge and strong relationships, the goal is to drive company growth through creative, execution-focused strategies. Proven experience in managing teams, P&L, and partnerships, and continuously challenging the status quo to implement innovative solutions.
Overview
24
24
years of professional experience
4
4
years of post-secondary education
Work History
Head of Channel
Broadcom
South Europe
11.2021 - Current
- Led the implementation of the new organizational structure, planned talent deployment, and selected key personnel based on revised business objectives.
- Spearheaded the transition of existing resellers into the new partner program, navigating numerous challenges stemming from legacy business models.
- Provided advisory support to the global team, addressing key issues within the partner program to ensure desired market behaviors and outcomes.
- Led discussions with distributors regarding new RFPs and the rationalization of distribution strategies.
- Joint planning of selected distributors to build organizational structures and capacity, aligning with KPIs, and ensuring effective delivery in Broadcom's territories.
- Supported in the transition of selected counties to the Master Distributor Model.
- Supporting the development of a Partner Program for the master Distributor, including transitioning all the distributors and resellers to the master distributor.
- Oversaw the transition of team members from channel role into sales for commercials.
- Partnered with HR teams across regions to communicate the new organizational structure, roles, and responsibilities, facilitating productive discussions with labor unions.
- Developed and implemented a new MDF (Market Development Fund) process to streamline reseller management and optimize operations.
- Enablement plan for Distributors and Resellers for the new product simplification portfolio and partner program.
Channel Director
Vmware
11.2021 - 11.2023
- Led channel Team which covers relationships with distributors, resellers, service partners, and OEM vendors (Dell, HP, Lenovo) and GSI.
- Launched new distribution program to drive focus from distributors on Distribution partners and subscriptions.
- Conducted regular QBRs with key partners to align on objectives and partner profitability
- Developed and rolled out the Partner Connect 2.0 Program, to drive partner performance and capabilities.
- Allocated resources, approved regional headcount, and marketing fund plans to drive the right ROI.
- Partnered with the VP of Sales to drive strategy execution as part of the METNA leadership team, accelerating reseller growth in Saudi Arabia.
- Served stretch assignment Sales Director for the UAE, managing both direct sales and channel responsibilities by request of VP of MEA for two quarter
- Serrved stretch assignment for Channel Southern Europe, covering Africa, the Middle East, France, Iberia, Italy, and Turkey by VM o EMEA from March 2023 Accountabletable the long-tail business (transaction under $100k) and the OEM run-rate business.
Professsional Services Director
Vmware
Middle East Africa Turkey
10.2018 - 10.2021
- Developed and executed a transformation for the Professional Services organization in the Middle East, Africa, and Turkey.
- Supported teams in pre-sales, sales, and large-scale projects by participating in scope discussions and refining implementation methodologies to ensure smooth project execution and alignment with business goals.
- Regularly demonstrated the ability to exceed targets, achieving 40% year-on-year growth and a 90% NPS score.
- Developed a governance and management system that accelerated revenue by 40% YoY and resulted in a 90% NPS with a strong response rate.
- Developed a new strategy by diversifying and leveraging service partners as a key component for delivery, reducing supplier dependency and improving the P&L of the services organization.
- Implemented a strategy to select and nominate service partners, building the skills and capacity to meet the growing demand for services.
- Developed and executed a shadowing, requirement, and hiring strategy to enhance the service skills of partners.
- Received the Innovation Award for creating a new business model with the distributor, helping improve profitability and expand long-tail business opportunities.
General Manager
IBM Qatar
01.2012 - 10.2018
- Leading the business case and process to obtain approval for establishing IBM as a legal entity in Qatar.
- Lobbying within relevant government authorities to secure exceptional approval for IBM to operate as an onshore company with 100% foreign investment, with endorsements from key government and semi-government entities.
- Developing and implementing the Go-to-Market strategy for IBM in Qatar.
- Developing and executing a market conditioning strategy, focusing on identifying and engaging key players to enter the Qatari market.
- Expanding IBM’s business from exclusively server technology to include Professional services and software; through projects in SAP ERP implementation, Data & Analytics, and asset management
- Hiring and coaching a team of up to 45 employees over a period of 5 years.
- Establishing and maintaining senior C-level relationships with key stakeholders and strategic customers.
- Serving as the executive sponsor for major transformation projects on steering committees.
- Managing escalation processes and stakeholder engagement.
- Acting as the legal representative for IBM Qatar in all matters involving the government and customers.
- Acknowledged among the top 1% of Middle East, Africa, and Turkey managers in the 2017 IBM Employee Engagement survey
- Grew IBM business 3x from 2012 to 2017
- Regularly demonstrated ability to exceed targets; received 100% awards for 2012, 2014, and 2017.
Territory Manager - Sales & Distribution
IBM Middle East
01.2008 - 01.2012
- Held overall responsibility for IBM's Software Group (Software), Server Technology Group, Technology Services, and Business Services in Qatar, Kuwait, and Bahrain, based out of Dubai.
- Collaborated extensively with GMSR partners, i.e Gulf Business Machines (GBM), alongside multiple open distribution products and partners to drive business growth.
- Built a consortium between IBM, Carnegie Mellon University in Qatar, Qatar University, and Texas A&M University Qatar to establish the Qatar Cloud Computing Centre.
- Required to manage and navigate extensive relationships within a heavily matrixed organization to achieve business objectives.
- Consistently exceeded sales targets and received the 100% Club Award in 2011.
Sales Specialist - Server Technology Group
IBM Middle East
1 2005 - 1 2007
- Responsible for Intel-based server sales in Saudi Arabia.
- Led four Linux cluster engagements for supercomputing at Saudi Aramco and drove System x sales across the Kingdom of Saudi Arabia.
- Collaborated closely with Saudi Business Machines to successfully transform a troubled partner relationship, revitalizing the partnership and driving mutual business growth.
- Consistently exceeded sales targets and earned the 100% Club Awards in 2006 and 2007.
Sales Specialist - Server Technology Group
IBM Middle East
1 2002 - 1 2005
- Led channel management efforts for Intel-based server, including appointing, enabling, co-selling with, and terminating channel partners to optimize market coverage and sales performance.
- Engaged effectively with enterprise customers, negotiating contracts resulting in business expansion and customer win-backs. Secured a Global Hardware Frame Agreement with Arab Bank.
- Played a key role in enabling products through the channel ecosystem, driving collaboration and sales alignment with partners.
- Consistently exceeded sales targets and received the 100% Club Award in 2003.
Graduate Sales Program
IBM Middle East
01.2001 - 01.2002
- Joined IBM as fresh graduate program and attended IBM’s Global Sales School
- Demonstrated ability to exceed targets; Rookie of the Year, Server Sales in Lebanon and Jordan.
Education
MBA -
University of Warwick
United Kingdom 01.2008 - 01.2010
BBA -
American University of Beirut
Lebanon 01.1999 - 08.2000
References
- ANDY PARKINSON, VICE PRESIDENT PARTNER ECOSYSTEM – IBM, +971505529824, andyp@ae.ibm.com
- ADEL EL HALLAK, DIRECTOR – NVIDIA, +1(917)724-5861, HALLAK@NVIDIA.COM
- Daniel Sacristan, Senior Director , +34628936785 dsacris@yahoo.es
Hobbies
- Hiking, Running, Mountains: Kilimanjaro, Everest Base Camp, Nanga Parbat , and Mount Kenya
- Travel
- Books love books on Stoicism
Timeline
Head of Channel
Broadcom
11.2021 - Current
Channel Director
Vmware
11.2021 - 11.2023
Professsional Services Director
Vmware
10.2018 - 10.2021
General Manager
IBM Qatar
01.2012 - 10.2018
MBA -
University of Warwick
01.2008 - 01.2010
Territory Manager - Sales & Distribution
IBM Middle East
01.2008 - 01.2012
Graduate Sales Program
IBM Middle East
01.2001 - 01.2002
BBA -
American University of Beirut
01.1999 - 08.2000
Sales Specialist - Server Technology Group
IBM Middle East
1 2005 - 1 2007
Sales Specialist - Server Technology Group
IBM Middle East
1 2002 - 1 2005
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