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Mohamed Ouabi

Mohamed Ouabi

Regional Sales Manager - GULF

Driving License
France
Employed Available
Contact me
French Citizen

Trilingual Sales professional (French, English, Classical Arabic) with significant international experience and successful track record as a Sales Coach & Account Executive generating revenue growth in highly competitive industries, particularly for Technology companies such as VMware, LinkedIn, Oracle and Splunk.

A result-oriented professional carrying 14 years of constant overachievement in sales, account management, business development and relationship management in an international environment.

Digital transformation and Cybersecurity advisor.


ACCOMPLISHMENTS

SPLUNK:
  • Closed one of the largest net new logos in EMEA (Qatar Foundation closed in Jan 2020)
  • 1st Splunk deal above $1M in Qatar
  • 1st Cloud Deal in KSA (Tasnee) closed in June 2020
    ORACLE:
    HKH (Qatar), Ooredoo, Qatar Airways, Hikma Pharmaceuticals, CITRA, VIVA, Ooredoo, Civil Services Bureau …
    ALL THE ABOVE WERE CLOUD DEALS

LINKEDIN: TOP PERFORMER WITH BLUECHIP WINS (28 NEW LOGOS ACQUISITION ADNOC, TATWEER PETROLEUM, SAUDI RAIL, JUMEIRAH GROUP, SULTAN CENTER….)

BUY&SELL.IE: Top sales Executive for almost 3 years in a row

VMWARE: PRESIDENT CLUB
Resume created on DoYouBuzz
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Experiences
  • Building C-level relationships with enterprise accounts across the region, developing both new businesses and expanding on existing accounts.
  • Developed the Channel in Qatar (Onboarded 4 new partners & 1st Splunk MSSP in Qatar)
  • Negotiate favourable pricing and business terms with large public sector and commercial enterprises by selling value and ROI
  • Leverage sales engineering and in-house vertical specialists to further enhance sales cycles and deals
  • Using MEDDPICC sales methodology to qualify, develop and close opportunities in optimal time line
  • Strong network with Gulf decision-makers
  • Named Account penetration, account planning and opportunity management
  • Software used: Salesforce, Aviso, Zoominfo, Sales Navigator...
  • Achievement:
    Recognized for closing one of largest net new logos in EMEA (Qatar Foundation - closed in Jan 2020)
  • 1st Cloud deal in KSA (June 2020)
  • Promotion in February 2020
  • New, Expansions & Upsell of Oracle subscriptions (ERP, HCM & CX)
  • Improve customer satisfaction by solving complex issues within the account
  • Liaise with Oracle ecosystem (Channel, CSM, Tech team...)
  • Manage the full sales cycle from initial discovery to booking
  • Negotiate with C-Levels, Procurement & IT
  • Forecast with accuracy
  • Strong understanding of Oracle internal processes (CPQ, DAS, Q, Sales Cloud ....)
  • Work closely with partners for indirect deals
  • Covering a large territory with large, medium & small organisations
  • Supporting and advising organizations during their digital transformation journey
  • Cloud Evangelist
  • HCM, ERP, PAAS
    SELLING:
    Articulating value, and be audible ready to sell with power to CEOs, CIOs CFOs and Head of HR
  • Presentations/Demonstrations to C-levels
  • Uncovering the customer needs in a way to successfully manage Oracle solutions (HCM (Human Capital Management), ERP (Finance, procurement, Inventory, Transportation Management, Warehouse Management, Global trade Management), PAAS (Platform as a Service), BICS….) sales cycle
  • Negotiating with value; building business case with key prospect stakeholders
  • Dealing with both Public & Private entities
  • Forecasting with accuracy through deep customers understanding by using Sandler, Costigan, SPIN, Customer-Centric Selling
  • Leveraging and managing my available resources efficiently i.e. with partners, marketing, BDR, management and myself
  • Imposing an operational rhythm weekly to ensure consistency, accountability and STRONG pipeline
  • Customizing email (Basho/Vito) linked to customer business strategic initiatives followed by calls to set new business meetings
  • Events
  • OPERATIONAL EXCELLENCE:
  • CONTRIBUTING AND ADDING VALUE TO WIN AS A TEAM, SHARING IDEAS AND BEST PRACTICES
    WEEKLY MEETING WITH MY PEERS & MANAGEMENT TO PROGRESS INTO THE SALES CYCLE
    METHODOLOGY: SPIN, SANDLER, BASHO (CUSTOMIZED EMAIL),
    TOOLS: ORACLE SALES CLOUD, SALES NAVIGATOR (LINKEDIN), ELOQUA, WEBEX, REVEGY…
    HIGH IMPACT VALUE PROPOSITION PRESENTATION…
  • Managing complex sales-cycles and presenting to C-level executives the value of LinkedIn Talent Solutions (phone & In-Person Meetings)
  • Forecast sales activity and revenue achievement in salesforce.com, while creating satisfied and referenceable customers
  • Evangelized LinkedIn Talent & Media Solutions and educated hundreds of prospects through one to one and one to much web conferencing, face to face meetings and public events. (Amsterdam, Dubai, Saudi Arabia)
  • Generating new business in existing accounts and in new markets, as well as playing a key role driving strategic, enterprise-wide
  • Managed full sales cycle: defined market entry strategy and identified top 500 prospects, contacted (email & cold call) key decision makers (CEO, CMO, HR Director), demonstrated LinkedIn solutions to meet client needs and priorities, negotiated and closed deals, on-boarded and trained acquired clients building long term relationships.
  • Selling on business value and vision
  • Between 30 & 50 Outbound calls a day
  • Coaching and mentoring new hires, sharing best practices in order to minimize the ramp up period.
  • Business Development and Pipeline Management – selling virtualization
  • Relationship building and development with key channel Partners
  • Strategic selling and planning with channel partners to maximize sales and revenue extraction
  • Identification of opportunities, up and cross selling
  • Negotiations with key decision makers (COO’s / CIO’/ CTO and Head’s of Procurement) regularly
  • Generated in excess of $7M+ in bookings
  • Overachieved my set targets in 6 successive quarters out of 8
  • B2B & B2C
  • Coaching and Training 8 sales Executives
  • Selling online & print advertising space
  • Liaising with customers and the graphic design team to create the best possible ad-campaign for the customer
  • Account Management involving accurate and detailed data recording
Skills

MEDDPICC

  • MEDDPICC selling technique
    Advanced

Digital Transformation

  • Lynda course: Digital Transformation (Anil Gupta & Haiyan Wang)
    Advanced

Sales & Processes

  • Prospection
    SPIN _ Sandler _ Costigan _ Basho VITO _ MEDDIC
    Expert
  • Negotiation
    Expert
  • Story Telling
    Advanced
  • Saas & Paas value proposition
    Expert
  • Partners Management
    Expert
  • Forecasting
    Advanced
  • Go To Market Strategy
    Advanced
  • Selling Team Management
  • Sales Strategy
    Advanced
  • Business Development
    Advanced
  • Sales Strategy
    Advanced
  • Social Selling
    Expert
  • Modern Selling the Social Way Certification (Oracle)
    Expert
  • LinkedIn Sales Navigator
    Expert
  • LinkedIn Recruiter
    Expert
  • Revegy Opportunity Management
    Delta Training
    Advanced
  • Project Management Fundamentals
    Cegos
    Good
  • Oracle Sales Cloud
    Expert
  • Salesforce.com
    Expert
  • Communicating for Impact
    Cegos
    Advanced
  • Human Resources Fundamentals (Lynda.com)
    License: 3486875C07774BFB94EBC6ED133FBC15
    Advanced
  • Finance Fundamentals (Lynda.com)
    License: E5DD2F49FD1E4A5795FEF60FB88136A2
    Advanced
  • DIT (Dublin Institute of Technology) Certification
    Expert

Basho Prospection System® by Kensei Partners

  • Engaging Executives as peers
    Advanced
  • Optimizing prospecting time & otput

CustomerCentric® Selling

  • Converse situationally instead of making presentations
    Advanced
  • Ask relevant questions instead of offering opinions
    Advanced
  • Focus on the solution instead of the relationship
    Expert
  • Target decision makers instead of users
    Expert
  • Promote product usage to garner interest instead of the product alone
    Expert
  • Strive to be the best seller rather than the busiest
    Expert
  • Close on the buyer’s timeline rather than the seller’s
    Expert
  • Empower buyers to buy instead of convincing them
    Expert

Sandler® Sales Methodology

  • The Sandler Selling System flips the script of the traditional sales process to a certain extent. While sales has historically revolved around the idea that potential buyers should be pursued and convinced by sellers, the Sandler methodology states that both parties should be equally invested. Although this doesn’t completely reverse the two roles, it does level the scale.

Marketing

  • Marketing Events
    Organizing marketing events in the GCC region
    Advanced
  • Marketing Activities
    Advanced
  • Eloqua
    Advanced
  • Pipeline Generation
    Expert

Key Account Management by Cegos

  • Establishing Account Business Plan
    Expert
  • Key Account Management
    Advanced
  • Long Term Strategy
    Advanced
  • Negotiation
    Advanced
  • Project Management
    Advanced
  • Risk Management
    Advanced
  • Relationship Management
    Advanced

7 Habits Of Highly Effective People by Franklin Covey

  • How to be proactive, have a long term plan, to negotiate, to communicate effectively and apply active listening in order to achieve a balanced life while learning during the process
    Advanced
Education

Bachelor of International Business Management, UK

Derby University

2004 to 2006

DUT Gestion & Logistic (HND Logistic & Management), France

Universite Paris VIII

2002 to 2004
Interests

Investor

  • Blockchain Enthousiast
  • Cryptocurrency Investor
  • History

Travelling

  • Africa
  • Europe
  • Middle East
  • US
  • Turkey

Reading

  • History
  • Personal & Professional Development
  • Blockchain

Arts

  • Classical Arabic Poetry
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Resume created on DoYouBuzz