Sumrah Durrani
Channel Sales Manager
Dubai
Summary
Experienced Sales and Marketing Professional with a proven track record in the IT industry. Demonstrated expertise in corporate communications, partner relations, market research, driving successful marketing campaigns, and business development. Skilled in B2B marketing, lead generation, and digital ad sales. Proficient in Microsoft Office and Excel.
Overview
12
12
years of professional experience
3
3
years of post-secondary education
Work History
Channel Sales Manager
Four Dimensions (Delta Line International)
11.2021 - Current
- Identify, recruit and on-board new channel partners within assigned territory
- Manage sales activities of partners to generate revenue
- Coordinate with partners to create and execute business plans to meet sales goals
- Analyze market trends and accordingly develop sales plans to increase brand awareness
- Evaluate partner sales performance and recommend improvements
- Educate partners about product portfolio and complimentary services offered
- Address partner related issues, sales conflicts and pricing issues in a timely manner
- Manage sales pipeline, forecast monthly sales and identify new business opportunities
- Develop positive working relationship with partners to build business
- Stay current with the latest developments in marketplace and competitor activities
- Communicate up-to-date information about new products and enhancements to partners
- Develop process improvements to optimize partner management activities
- Work with partners to develop sale proposals, quotations, and pricing
- Deliver customer presentations and attend sales meetings and partner conferences
- Assist in partner marketing activities such as tradeshows, campaigns and other promotional activities
Sales Associate
Cvent
01.2019 - 01.2020
- Worked as Sales Associate in APAC and African Markets
- Business Strategy formulation and implementation - Pre-sales, Prospecting, Cultivating, and Managing New Sales activities, farming an account from the grass-root level
- Pipeline & Business Management - Handling inbound queries and Marketing campaigns (Product Seminars, Trade Shows, Seminars, etc) to educate, engage prospects and generate sales pipeline
- Value-Based Selling - Identifying fit for a future partnership while unveiling the current process and pain areas to provide a value-based solution meeting the specific and long-term requirements
- Prospect Building - Setting up prospects for the appropriate kind of presentation after the qualification process
- Lead Qualification - Responding to E-mail queries, making cold calls and qualifying marketing-generated leads
- Responsible for partnering with organizations and helping them increase their revenue/adding top line via the use of Cvent products
- Customer Segmentation: Creating segments for better targeting and optimization of campaigns
- Cross-Function Management: Liaison with different departments and planning need-based campaigns
- Closely align with the demonstration support team, marketing team, and feedback trend team to understand business objectives and further reduce perceived gaps and assist with marketing road map and strategy
Account Manager
I.T. Solutions India Pvt Ltd
09.2018 - 11.2018
- Key responsibilities include sales revenue number, business development, building relationships to up-sell and cross-sell, development of new clients, pipeline management & constant interaction with the business heads, developing sales strategy, sales forecasts and business plans for growth
- Managing Fresh & Renewal Revenue from Accounts
- Account Mapping
- Account Heat Mapping for Solutions
- Driving Sales within the Named Accounts
- Managing Principle Relations
- Managing Internal Operations & Transactions
- (Day in - Day out)
- Generating Revenue & achieving bottom-line targets
- Maintaining account relations & developing business strategies
- Seeding & nurturing accounts through business benefits
Cyber Solutions Manager
Cyber Management Alliance Limited
04.2018 - 08.2018
- Reduce organisational risk exposure to cyber threats by coordinating and harnessing the power of the alliance members, the right processes and the right technologies to provide our customers with the right solutions
- Create a global network of trusted industry experts that provides a platform for collaboration, knowledge sharing and mentoring; via events, webinars, articles, surveys and reports
- Provide specialised operational and strategic training programs across the information risk and data protection domains
Inside Sales F5
Exclusive Networks ME
05.2014 - 11.2017
- Support the commercial team and develop new sales to support the sales team
- Proactively seek new business by targeting existing customer base and prospective customers
- Effectively deal with telephone inquiries requesting quotations for products
- Ensure all quotations are followed up when necessary
- Liaise between vendor and customers to keep them updated on the latest product releases promotions etc
- Design market research projects to assess customer attitudes to the current product range and new product introductions
- Meet and exceed the agreed specific performance objectives
- Achieve team and individual sales targets as set by the Management
- Ensure all orders received are entered into the system accurately
- Ensure that the external sales team are kept informed of any developments relevant to their accounts
Supplier Engagement Coordinator (Internship)
Tejari
05.2013 - 09.2013
- Review new RFQs and tenders on a continuous basis (throughout the day)
- Identify and match qualified suppliers with buyer demands (RFQs/Tenders)
- Create awareness of bidding opportunities with suitable suppliers
- Encourage suppliers to participate in bidding via emails and telephone calls
- Managing buyer and supplier concerns so that successful RFQs and tenders may be realized (concluded within the required timeframes)
- Identify RFQs/tenders that will be closing in the near future and that do not yet have sufficient bids
- Prioritise zero-bid RFQs, encourage and remind suppliers to bid before it closes/expires
- Build and maintain a good working relationship with the existing supplier community, establishing contacts for key commodities (supplier network) that can meet buyer demands
- Note down and report all supplier challenges and requirements (per RFQ/tender floated) to the Line Manager and/or appropriate departments or stakeholders
- Update RFQ reports daily, ensuring that the information is accurate and meaningful
- Review and update company's suppliers' contact information, user information, business categories and email IDs periodically
- Upgrade skills and knowledge on a continuous basis
Education
Bachelors Of Business Administration -
Birla Institute of Technology
09.2009 - 06.2012
Skills
- Microsoft Word
- Excel
- Communication Skill
- Team Player
- Business Development
- Account Management
- Personal Management
- Customer acquisition
- Sales presentations
- Sales training
- Strategic planning
- Partnership development
- Channel development
Timeline
Channel Sales Manager
Four Dimensions (Delta Line International)
11.2021 - Current
Sales Associate
Cvent
01.2019 - 01.2020
Account Manager
I.T. Solutions India Pvt Ltd
09.2018 - 11.2018
Cyber Solutions Manager
Cyber Management Alliance Limited
04.2018 - 08.2018
Inside Sales F5
Exclusive Networks ME
05.2014 - 11.2017
Supplier Engagement Coordinator (Internship)
Tejari
05.2013 - 09.2013
Bachelors Of Business Administration -
Birla Institute of Technology
09.2009 - 06.2012
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