Paras Waiba
Product Marketing Manager
Dubai
Summary
Experienced product marketing professional with over 25 years of experience. A motivated product marketing and business development professional, with strong customer focus and a determination to deliver business growth and profitability. Subject Matter Expert able to combine strong technical knowledge with proven business management skills. Excellent communication and presentation skills. Recognized for building, leading and developing product strategy, business development and deliver results. 13 years’ experience in Dell EMC ISG managing PowerEdge Server and Storage portfolio. Played a key role in Dell Technologies rapid growth as vendor #1 in EMEA. Track record of driving growth strategies to improve revenue, margins %, margin $ and market share performance. Detail-oriented team player with strong organizational skills. Ability to handle multiple projects simultaneously with a high degree of accuracy. To seek and maintain full-time position that offers professional challenges utilizing interpersonal skills, excellent time management and problem-solving skills.
Overview
28
28
years of professional experience
8
8
years of post-secondary education
1
1
Language
Work History
EMEA Storage Brand Manager
Iomega International
Geneva
- Geneva: IT manufacturer of storage solutions (ZIP, External hard drive, Tape and Network Attached Storage):
EMEA PowerEdge 2 Socket Rack Product Line Manager
Dell Technologies
Dubai
04.2018 - Current
- (Infrastructure Server Group), Manage product launches, product mix forecast and transition
- Early pricing guidance
- Readiness plan for multi-segment field enablement
- Align resources & tools readiness with Sales needs
- Quarterly KPI target and performance insights/tracking
- Interact and align with Server Programs team
- Manage all Field sales and technical escalations
- Product enablement, training and positioning to sales
- Support platform refreshes
- Provide continuous sales/customer feedback to Product Group
- Weekly Interlocks with Product Group
- Market Analysis, Business improvement and acceleration efforts
- Internal BI and IDC Tracker competitive analysis
- EOL/EOSL Product Lifecycle management
- Demand Planning engagement for strategic deals and UPP alignment
- EOL transition planning and support actions to minimize E&O exposure
PowerEdge Server Field Marketing Manager
Dell Technologies
Dubai
04.2017 - 03.2018
- Connect local sales insights back to the regional and global teams
- Guide development of highly effective training programs
- Improve sales enablement content delivery systems
- Engage sales team members needing to improve their close rate
- Support sales customer engagements
- Directly support BU sales events
- Guide acquisition efforts with marketing expertise
- Improve sales pipeline conversion rates through sales enablement activities
- Partner across functions to deliver great sales enablement programs including L&D, PG, & Marketing
- Be a trusted advisor with Sales Leadership to influence priorities
- Track sales enablement performance and tie to BU financial results
- Press & Analyst engagement requiring product & market knowledge technical expertise based on corporate communications
- Communicate transition needs to sales leadership & teams
EMEA Product Marketing Senior Consultant
Dell EMC
Geneva
06.2013 - 03.2017
- Nutanix/XC Series & SDS, (Enterprise Storage Group), Drive Dell sales strategy and SDS vision to grow revenue, margin $, market share for Software Defined Storage solutions portfolio Nutanix/XC Series, vSAN and Microsoft Azure for Dell EMEA
- Define disruptive strategy to gain incremental market share from traditional SAN storage competitors
- Manage and lead Nutanix/XC Series strategy for Dell EMEA grew units’ growth in Q4 FY16 by 123%, revenue by 132% and margin 148%
- Overachieved Q4 FY16 HCI forecast by 90
EMEA Enterprise Product Marketing Sr. Consultant
Dell
Geneva
12.2009 - 05.2013
- Grew Dell PowerVault storage as number # 1 EMEA Storage revenue contribution consistently during FY14 and FY15 and # 2 in margin contribution
- Assist in developing a quarterly Enterprise strategy based on market trends to achieve agreed share growth for my product set
- Interlock with all relevant stakeholders to review forecasts & assist business to maintain market growth and leadership position
- Enterprise product, solution and business adviser to the EMEA Senior leadership team, Brand and Sales teams
- Support new product launch trainings across EMEA locations for product readiness
- Manage Storage portfolio Lifecycle management (from product launch to EOL)
- Provide guidance and direction on quarterly strategies and tactical plans to maximize sales growth
- Quarterly Enterprise product line reviews to Sales and senior leadership teams
- Analyse quarterly internal reports, IDC and Gartner storage report/trackers and make recommendations
- Strategic consulting, product marketing & sales strategy development for Dell EMEA
- Evaluate Enterprise storage market opportunities, storage technology trends
- Understand competitive landscape and define product management strategy to ensure QoQ and YoY revenue, margin and market share growth
- EMEA Broad line Distribution, :
- Tech Data International, Gland: Broad-line distribution, leading global provider of IT products, central marketing and purchasing entity for Europe:
EMEA Business Manager
Tech Data
Gland
11.2004 - 10.2009
- Manage total P&L on specific, vendors
- Plan, steer and influence AMD, INTEL and ASUS product lines in order to achieve maximum market share, turnover and profit across EMEA
- Launched, maintained and developed both vendor and distribution subsidiary relationships
- Increased AMD sales revenue and Gross Profit by 120%, equivalent to €100m annually
- Successfully launched ASUS as a new vendor in 14 Tech Data European countries
- Extended contracts /franchises to 17 Tech Data subsidiaries across Europe
- Monitored weekly sales-out, inventory and profitability
- Implemented effective RMA’s alongside vendor returns policy
- Understand the size of market, market share, pricing and margins along the distribution chain
- Responsible for demand management and forecasting for quarterly business strategy
- Reviewed and analysed quarterly business performance by vendor and profitability
- Influenced and adopted vendor’s sales and marketing strategies, ensured high visibility for new products in the channel, implementing promotions and marketing campaigns
- Managed European and coordinated group marketing activities and MDF
European Product Marketing Manager
Iomega
Geneva
02.2002 - 10.2004
- (Network Attached Storage) and External Hard Drive portfolio strategy in EMEA
- Increase brand awareness and brand perception though effective marketing campaigns focused on ROI through Focus groups, PR, Sales/Technical training, high level messaging, value proposition, product positioning and addressing customer pain-points
- Develop EMEA marketing strategy and quarterly plans with sales leaders and channel partners
- Manage marketing budget and work closely with corporate communications and PR agencies
- Qualitative and quantitative market research
- Understand buying behaviour, competition strategy and landscape to provided solution-based positioning
- Successfully launched Network Attached Storage product lines in Europe, gained maximum media coverage, channel presence and market enthusiasm
- Managed strategic partnership alliance and co-marketing activities with Microsoft and ISV vendors
- Organized the European Channel road show with Microsoft and Veritas to increase brand awareness
- Worked with Web team to implement an online marketing ordering system for channel partners
- Responsible for all marketing deliverables launch packs, product brochures and packaging
- Managed creative agencies for advertising and create effective sales assets
- Manage key messaging, and product positioning
- Responsible for online, direct marketing and lead generation programs
- Monitor website and channel partner website content, promotions and look & feel consistency
- Work with Channel teams to define VAR channel partner program
- Liaised with the Global US Brand team, Product Managers, Channel and PR to ensure clear communication strategies, project updates, share best practises and ensure brand consistency
- Press spokesperson
- Controlled Marketing budget for all activities across Europe and ensure legal contracts are in place
Product Marketing
FARIMEX SA
Geneva
09.1994 - 12.2001
- Geneva: OEM consumer electronics manufacturing company (CTV, DVD Recorders, Digital Receivers, Electronic Cash Registers, Electronic weighing scales):, (both hardware and software), Understand competitive landscape and define product key features and pricing strategy, manage portfolio and lifecycle management
- Define GTM (Go-To-Market) strategy
- Focused on the execution and implementation of the product marketing strategy; define road maps, product positioning, value proposition, manage product portfolio and life cycle
- Responsible for market analysis, product definition and innovation, identifying new markets and trends
- Specified market requirements for current and future products through market research
- Managed set of products from concept to distribution and define new product launch strategies
- Ensured products got developed, tested, and shipped on schedule and met all specifications
- Developed and implemented a company-wide go-to-market plan and coordinated with all departments
- Designed and created promotional materials and sales tools with external advertising agencies
Education
BBA - Business Economics, Finance, Commercial Law & Marketing
St. Joseph's College
Darjeeling, India 01.1981 - 07.1987
Public & Press Speaker Certificate -
Bite Communications
London 02.2002 - 02.2002
Presentation And Vocal Development Certificate -
Judy Hall Presentation/Vocal Development
Geneva, Switzerland 03.2004 - 08.2004
SMaC Brand And Social Media Certified -
SMaC Brand And Social Media
Online 04.2019 - 04.2019
Manager in Micro Computers -
Micro Informatique Genève
Geneva, Switzerland 01.1993 - 03.1994
Skills
Product Management
undefinedAffiliations
Dell Inspire Award 2022: PowerEdge 2 socket Rack consistent performance as EMEA vendor #1
Dell Inspire Award 2017: PowerEdge 2 socket Rack consistent performance as EMEA vendor #1 Dell Champion Award 2015: For outstanding contribution to Dell/Nutanix XC Series business results
Dell Bronze Award 2015: Fastest growing Dell region for Nutanix XC Series.
Dell Gold Award 2011: Best product launch, fastest product transition, revenue, margin and market growth
Timeline
SMaC Brand And Social Media Certified -
SMaC Brand And Social Media
04.2019 - 04.2019
EMEA PowerEdge 2 Socket Rack Product Line Manager
Dell Technologies
04.2018 - Current
PowerEdge Server Field Marketing Manager
Dell Technologies
04.2017 - 03.2018
EMEA Product Marketing Senior Consultant
Dell EMC
06.2013 - 03.2017
EMEA Enterprise Product Marketing Sr. Consultant
Dell
12.2009 - 05.2013
EMEA Business Manager
Tech Data
11.2004 - 10.2009
Presentation And Vocal Development Certificate -
Judy Hall Presentation/Vocal Development
03.2004 - 08.2004
Public & Press Speaker Certificate -
Bite Communications
02.2002 - 02.2002
European Product Marketing Manager
Iomega
02.2002 - 10.2004
Product Marketing
FARIMEX SA
09.1994 - 12.2001
Manager in Micro Computers -
Micro Informatique Genève
01.1993 - 03.1994
BBA - Business Economics, Finance, Commercial Law & Marketing
St. Joseph's College
01.1981 - 07.1987
EMEA Storage Brand Manager
Iomega International
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