WAEL ISSA
Sales & Business Development | Fintech | META Region
Dubai
Summary
Sales, Business Development and Account Management leader with 15+ years of success driving FinTech growth across the Middle East, Turkey, and Africa. Proven track record of opening new markets, building multi-million-dollar pipelines, and closing strategic deals with top-tier institutions like ADIA and PIF. Exceeded 2024 targets at 121% through a consultative, client-first approach. Evolved from a technical and presales background into a regional commercial leader, delivering solutions across custody, corporate actions, risk, and payments. Culturally attuned, UAE-raised, and trusted by C-level stakeholders to lead market expansion and long-term growth.
Overview
17
17
years of professional experience
5
5
years of post-secondary education
5
5
Certifications
2
2
Languages
Work History
Director of Sales And Business Development
S&P Global
Dubai
02.2022 - Current
- Led sales growth across Middle East, Turkey, Africa, as the first person on the ground, orchestrating the full sales lifecycle for solutions including custody, corporate actions, tax, and risk management (KYC/CLM).
- Achieved 120% of sales target in 2024.
- Built a $20M sales pipeline from scratch through targeted prospecting and strategic relationships.
- Delivered $3M revenue over two years from a single strategic client through consultative engagements.
- Formed strategic partnerships with ADIA, PIF, and Mubadala, boosting sovereign fund engagement by 60%.
Sales And Strategic Account Management
SmartStream Technologies
Dubai
08.2018 - 01.2022
- Evolved from hands-on technical and presales roles into full-cycle sales, account management, and alliances, driving strategic partnerships and channel growth.
- Led client engagements focused on reconciliations, cash & liquidity management, and regulatory compliance (e.g., Basel III).
- Generated $1M of new business in Saudi Arabia (2019) by enabling three clients to meet Basel III intraday liquidity requirements.
- Entered the Libyan market, securing $1M in license and consultancy through a strategic partnership with the country's leading government bank.
- Designed go-to-market strategies and partner enablement programs, increasing revenues by 40%.
Senior Presales
SmartStream Technologies
Dubai
09.2013 - 08.2018
- Spearheaded presales activities across the Middle East, Turkey, and Africa.
- Delivered comprehensive pre-and post-sales consulting services to prospective customers and channel partners.
Professional Services Consultant
SmartStream Technologies
Dubai
09.2010 - 09.2013
- Acted as a functional adviser and project owner, ensuring that project deliverables met client specifications.
- Supported the team in translating complex business requirements into viable solution specifications.
Technical Consultant
EastNets
Dubai
02.2008 - 09.2010
- Provided Swift Payment Infrastructure implementation, support, and training services across all listed banks in the GCC.
- Covered a diverse range of technologies, including anti-money laundering detection systems (AML).
Education
Bachelor of Information Technology - Information Technology
International Islamic University Malaysia
Kuala Lumpur Malaysia 11.2002 - 07.2007
Negotiations Dynamics Programme - Business Communications
INSEAD
Abu Dhabi, United Arab Emirates 12.2023 - 12.2023
Executive Certification - Negotiation Mastery
Harvard Business School
HBX 03.2018 - 07.2018
Executive Certification - Business/Managerial Economics
Harvard Business School
HBX 03.2017 - 07.2017
Skills
Certification
Toast Master Public Speaker
Timeline
Negotiations Dynamics Programme - Business Communications
INSEAD
12.2023 - 12.2023
Director of Sales And Business Development
S&P Global
02.2022 - Current
Sales And Strategic Account Management
SmartStream Technologies
08.2018 - 01.2022
Executive Certification - Negotiation Mastery
Harvard Business School
03.2018 - 07.2018
Executive Certification - Business/Managerial Economics
Harvard Business School
03.2017 - 07.2017
Toast Master Public Speaker
11-2014
Senior Presales
SmartStream Technologies
09.2013 - 08.2018
Project Management Professional
01-2012
Professional Services Consultant
SmartStream Technologies
09.2010 - 09.2013
Certified Swift Alliance Access
01-2009
Technical Consultant
EastNets
02.2008 - 09.2010
Microsoft Certified System Engineer
12-2007
Cisco Certified Network Associate ( CCNA )
10-2007
Bachelor of Information Technology - Information Technology
International Islamic University Malaysia
11.2002 - 07.2007
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