Syed Aman Ali

As EMEA Red hat Business Development Alliance Director for Kyndryl, which is one of the biggest GSI Worldwide,

• I oversee sales activities across Kyndryl portfolio, manage the strategic relationship, guiding sales through the partner and its eco-system to generate incremental revenue growth. While managing the EMEA quota,
• I work on accelerating the use of partner Technologies by increasing pipeline and influencing the deals.
• I work closely with the Kyndryl EMEA country leads and partners to align goals and strategies and follow up on the implementation of sales plays, joint solutions, business plans with goals, objectives, metrics and initiatives that are in alignment with existing EMEA-wide strategies.
• I have a proven record of large direct and indirect sales experience along with managing Red hat Alliance in a regional, multicultural context with the ability to forecast accurately.
• I work with the teams to monetize the investment in joint Kyndryl and partner accounts.
• I conduct a joint weekly/bi-weekly cadence with the Kyndryl/Alliance/Country team on the existing Kyndryl outsourcing and resale deals in different sectors including Telco-NFV, Financial Services, Health Care with updates and progression of new opportunities and existing renewals and closing them.
• The cadence also include joint Account Planning, Top-to-top country workshops, CXO meet-ups, POC, win-stories, internal and external references, lead generation events like webinar, joint Analyst meetings, photo-shoots, identifying qualified inside sales leads, and keeping an eye on competition and the industry on the new developments.
• I conduct joint monthly/quarterly Alliance business reviews of the business with Senior executives from both the companies.
• I attend the world-wide partner events promoting Automation, Containers, Edge computing, Middleware Red hat products, Red hat Certified Cloud and Service Provider (CCSP) program and Kyndryl services including one with Hyper-scalers.

As a Sales Manager I headed a sales team across Africa, Turkey and Levant with Red-hat sales for MEA and Managed a sales quota for MEA.

• Worked with Technical Solutions Architects to deliver strong business sales.
• Collaborated closely with the channel, distribution, and marketing support teams to broker new sales opportunities. Provided technical subject matter expertise to determine the most effective and efficient client requirements.
• Grew the partner network by conducting enablement sessions and generating autonomous business.
• Conducted staff coaching and training in technical and business management skills for optimal sales success.

IBM Red Hat products include OpenShift for Containers, Ansible for Automation, Open stack integrated with GTS services around Network virtualization, Migration, DR, backup Security and Managed services.

Accomplishments

Responsible for closing $15M of GTS Red Hat business in MEA to date with 20% year to year growth along with 50% Gross Profit with a mix of 100% IBM GTS Red hat services.

• Worked closely with channel, distribution and marketing support teams to broker new sales opportunities.
• Collaborated with Account teams generating leads via account planning and new Sales play strategy planning for existing and new Logo accounts.
• Closed complex deals negotiating with the customers, providing value proposition competitive selling and using consultative methodology to contract signing.

Accomplishments

Sold Managed Multi-Cloud Managed Platform (MCMP) Solution in UAE Responsible for 100% quota achievement with TCV of $10M for MCMP

Assessment, Advisory, and delivering a la carte Public IaaS solution for SMB and enterprise customer based on their requirements.

Work with Cisco's senior execs, business entities and sales teams to formulate a Cloud, Managed Services, and IoT/Hadoop, SAP HANA, Private/Hybrid Cloud and NFV business development strategy and execution plan.

Accomplishments

• Responsible for growing Cisco Cloud and Managed Services (CMS) business with YOY 30% in 2017
• Won Cisco IOT over Hadoop Storage using Cloudera using 3000 robots at GM plants for FANUC for a deal worth $10 Million.
• Won Managed SDN based Open Stack IaaS Solution for SAP Managing 15 Global DCs around the world for a deal worth approximately $18 Million.
• Won Cisco Managed IaaS/PaaS solution for Cox Communication deploying a Cloud DV solution at six distribution sites for a deal worth $17 million.
• Won a Managed DC-NFV strategy for a Big Financial Bank in the UK by reducing the TCO and OPEX by addressing the Business and Technology KPIs for a deal worth $40 Million.

Crafted a Manage and Operate Azure Pack On-Premises Solution creating an offering like Azure Cloud for a Service Provider in KSA for a deal worth $80 Million.

Developed a consultative Approach for Managed Private Cloud IaaS Solution with vRealize Operation and Management and Cisco ECS Suite as well as AWS Public Cloud winning the strategy for a Big German Telco in a DevOps space worth $45 Million.

Crafted Cisco Managed Cloud VDI over Cisco Hyper-converged Infrastructure offering with vSphere and Citrix for a big financial institution with a deal worth $40M.

• Partnered with customers as a trusted advisor creating a holistic Hybrid Cloud Model by helping them create new Service offerings.
• Architected and deployed multiple lighthouse customer solutions with IaaS Private Cloud opportunity out of MiddleEast, Europe, and Africa using vSphere and vCloud Director integrated with Cisco Intelligent Automation for Cloud (CIAC). The solution included creating a holistic Cloud strategy by crafting a phased approach with an ala-cart Cloud based billing Solution.

Accomplishments

• Fast web a big Telco (Italy) leading to a compelling Private Cloud IaaS win.
• Fed-net a Public Sector Service provider (UAE) sealing a Private Cloud IaaS win.
• SafariCom a Large Multi-Opco (East Africa) for sealing an IaaS Private Cloud win.
• RDB a public sector account (East Africa) for winning an IaaS Private Cloud win

Aligned the business strategy to the current and future technical architecture, and develop solution roadmap, and executive communications.

• Managed the overall customer engagement and delivery of Cisco Advisory Services

• Developed and evolve long-term strategies while consistently driving consulting engagements

• Managed consulting project pipeline and delivery resources (identify, acquire and train resources)

• Created a partner model for Advisory projects for Connected Cities, Buildings Communities in KSA, UAE, and APJC.

Accomplishments

Successfully delivered the first Cisco Advisory project with Etisalat, the biggest Telco in UAE with a deal value of $30 Million.

• Design and Deploy Enterprise and SP core Routing switching solutions for subscription or Transactional projects in the MENA region.
• Architected and deployed the Multicast project for a Ministry of Interior in UAE integrating 6000 devices over a period of 5 years.
• Architected and deployed an Enterprise network for Oman Oil and Gas customer integrating Cisco 6500s switches along with Cisco 3500 switches and 4000 routers running IOS.

Accomplishments

• Network Management System (NMS) application to help manage the LAN/WAN infrastructure for a major MPLS win for Cisco worth $50 million at STC KSA.
• Performed network migration of Cisco 7600 to Cisco GSR Core Routers with BGP Traffic Engineering at Wateen Telecom Kuwait for a deal worth $20 Million