Sohaib Alshami
Abu Dhabi,UAE
Summary
Regional Sales Manager with over 13 years of experience in the UAE IT market, specializing in sectors such as Public Sector, Defense, Education, Utilities, and Banking. Demonstrated ability to exceed sales targets through strong interpersonal and negotiation skills. Expertise in cybersecurity and IT infrastructure sales, with a proven track record of building and managing client relationships. Committed to delivering value and driving business growth through innovative solutions.
Overview
14
14
years of professional experience
4
4
years of post-secondary education
Work history
Regional Sales Manager
OPSWAT
Abu Dhabi, UAE
2023.02 - Current
- Covering Abu Dhabi and Levant region.
- Developed and implemented strategic sales plans to enhance market penetration.
- Achieve assigned sales targets through developing business with
existing customers and new customers. - Implement Go-To-Market Strategy yo increase revenue and grow Abu Dhabi and Levant market share.
- Identified new business opportunities, driving expansion into untapped markets.
- Generate Business opportunities by working with channel partners To discover and explore opportunities.
- Maintains accurate records of all pricings sales, and other activity
reports In SalesForce
Business Development Manager
Starlink - Trusted Cyber & Cloud Advisor
Abu Dhabi, UAE
2021.09 - 2023.02
- Develop New Sales Leads And Prospects.
- Achieve Assigned Sales Targets Through Developing Business With Existing Customers And New Customers.
- Implement Go-To-Market Strategy To Increase Revenue And Grow Abu Dhabi Market Share
- Understand And Appreciate Market Trends, Competitive Landscape And Industry Developments In The Government Sector
- Responsible For Staying Well-Informed About Product Roadmap As Well As Understanding The Scenarios, Features And Functions Within Each Of The Products And How These Are Applied To Address Business And Technical Problems.
- Maintain Contact With All Clients In The Market Area To Ensure High Levels Of Client Satisfaction.
- Define Strategy To Achieve Targets And To Follow The Set Strategy Punctually.
- Generate Business Opportunities By Working With Customers And Channel Partners To Discover And Explore Opportunities.
- Maintains Accurate Records Of All Pricings Sales, And Other Activity Reports In SalesForce.
- Create Proposals/RFP Responses, And Conduct Presentations.
- Responsible For Staying Current On Competitive Analyses And Understanding Differentiators Between The Company And Its Competitors.
- Responsible For Providing Feedback From The Market To Product Management Regarding Products Including Coordinating Gaps Between Product Functionality And Partner/Customer Demands.
Sales Team Leader
Computer Network Systems
Abu Dhabi, UAE
2020.12 - 2021.08
- Handling Abu Dhabi Government, GHQ, Education and utilities
- Assist Managers in Sales Strategy Development
- Keep Informed of New Products and Services
- Recruit, Train, and Coach the Sales Team
- Delegate Tasks and Set Deadlines
- Set Sales Targets and Motivate Sales Team
- Prepare Sales Reports
- In addition to roles and responsibilities to my individual accounts as Sr. Account Manager
Sr. Sales Account Manager
Computer Network Systems
Abu Dhabi, UAE
2018.08 - 2020.01
- Prepare, implement and execute Strategic Account plans at Account Management level.
- Identify and win new Enterprise accounts through effective new business development and account management.
- Maintain and expands relationships with strategically important large customers in (Government, Armed Forces, Utilities and Key Accounts)
- Representing the entire range of company Products and Services including (Digital Infrastructure, Cyber Security, Emerging Tech, Cloud, IT Outsourcing and Managed services) to enhance customers business and grow opportunities, while leading the customer account planning cycle and ensuring assigned customers’ needs and expectations are met by the company.
- Establishing productive, professional relationships with key personnel in assigned customer accounts.
- Coordinating the involvement of company personnel, including support, service, and management resources, in order to meet account performance objectives and customers’ expectations.
- Meeting assigned targets for profitable sales volume and strategic objectives in assigned accounts.
- Proactively assessing, clarifying and validating customer needs on an ongoing basis.
- Manages RFP/RFI response and working closely with Presales and Professional Services.
- Manages relationships with customers, implementation team and project manager to further sales opportunities and to ensure continued customer satisfaction.
- Tracks and maintains all account activity in the company CRM application.
- Follow-up for collection of payment.
Business Development Manager
Paramount Computer Systems
Abu Dhabi, UAE
2017.06 - 2018.08
- Leading the sales and business development in Abu Dhabi including Oil&Gas, Banking and government sectors, looking after generating new revenue streams by tailoring company strategies, products and solutions.
- Help the team prioritize what opportunities they pursue and how much time and effort they spend on each opportunity.
- Establish, maintain and manage overall customer relationship.
- Identifying and making contact with new prospective clients.
- Promoting the image of the company as a leader in security services.
- Highlighting the benefits of the company’s products and services.
- Developing sustainable relationships with decision makers.
- Gathering marketplace information on the pricing, new products, delivery schedules and merchandising techniques of competitors.
- Drive all necessary resources engagement (pre-sales, consulting, Business Partners, contract and legal, etc.) to ensure successful sales cycle and develop solutions meeting customer requirements.
- Meeting assigned targets for profitable sales volume and strategic objectives in assigned accounts.
Sales Account Manager
Omnix International
Abu Dhabi, UAE
2015.11 - 2017.06
- Operate as the lead point of contact for any and all matters specific to customers
- Manage all aspects of the customer account with respect to Service deal transactions
- Build and maintain strong, long-lasting customer relationships
- Drive the execution of customer facing activities to conclusion in a quality, timely, and correct manner
- Develop a trusted advisor relationship with key customer stakeholders and executive sponsors
- Ensure the timely and successful delivery of our solutions according to customer needs and objectives
- Communicate clearly the progress of monthly/quarterly initiatives to internal and external stakeholders
- Forecast and track key account metrics
- Identify and grow opportunities within territory and collaborate with sales teams to ensure growth attainment
- Assist with high severity requests or issue escalations as needed
Cyber Security Presales Engineer
Omnix International
Abu Dhabi, UAE
2015.03 - 2015.11
- Understand client’s requirements and suggest Cyber Security Solutions from Omnix’s Cyber Security portfolio.
- Create Business requirement documents, technical proposals, technical reports and attend to client meetings as needed.
- Be the Arabic touch point for both spoken and written purposes between client and non-Arabic technical team.
- Prepares technical presentations, dashboards, technical reports by collecting, analysing, and summarising information and trends.
- Currently being trained to work on ISO 27001:2013 consultancy projects.
Software Business Analyst & HRMS Support, Customers Service
Galaxy International Group
Abu Dhabi, UAE
2011.09 - 2015.03
- Determines operational objectives by studying business functions; gathering information, evaluating output requirements and formats.
- Designs new computer programs by analyzing requirements, constructing workflow charts and diagrams, studying system capabilities, writing specifications.
- Improves systems by studying current practices, designing modifications.
- Recommends controls by identifying problems, writing improved procedures.
- Defines project requirements by identifying project milestones, phases, and elements, forming project team; establishing project budget.
- Monitors project progress by tracking activity, resolving problems; publishing progress reports, recommending actions.
- Maintains system protocols by writing and updating procedures.
- Provides references for users by writing and maintaining user documentation, providing help desk support, training users.
- Maintains user confidence and protects operations by keeping information confidential.
- Prepares technical reports by collecting, analyzing, and summarizing information and trends.
- Maintains professional and technical knowledge by attending educational workshops; reviewing professional publications, establishing personal networks, benchmarking state-of-the-art practices, participating in professional societies.
- Contributes to team effort by accomplishing related results as needed.
Education
Bachelor's Degree - Business Information Systems
Al-Azhar University
Gaza, Palestine 2004.01 - 2008.01
Skills
- Business Communication
- Ability to work independently
- Adaptability
- Goal Oriented
- Organizational skills
- Effective Sales Ability
- Salesforce & Clari
LANGUAGES
English: Fluent
Arabic: Native
Timeline
Regional Sales Manager
OPSWAT
2023.02 - Current
Business Development Manager
Starlink - Trusted Cyber & Cloud Advisor
2021.09 - 2023.02
Sales Team Leader
Computer Network Systems
2020.12 - 2021.08
Sr. Sales Account Manager
Computer Network Systems
2018.08 - 2020.01
Business Development Manager
Paramount Computer Systems
2017.06 - 2018.08
Sales Account Manager
Omnix International
2015.11 - 2017.06
Cyber Security Presales Engineer
Omnix International
2015.03 - 2015.11
Software Business Analyst & HRMS Support, Customers Service
Galaxy International Group
2011.09 - 2015.03
Bachelor's Degree - Business Information Systems
Al-Azhar University
2004.01 - 2008.01