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Mohamed Ouabi

Mohamed Ouabi

Country Manager - KSA

United Arab Emirates
Employed Available
Contact me
French Citizen | Trilingual Sales Professional (French, English, Classical Arabic)

Dynamic and accomplished sales leader with significant international experience and a proven track record of driving revenue growth and market expansion in highly competitive industries. With 18 years of consistent overachievement in sales, account management, business development, and relationship management, I specialize in enabling AI/ML & Generative AI solutions for global enterprises. My career spans leadership roles in top technology companies such as VMware, LinkedIn, Oracle, Splunk, and DataRobot, where I have excelled in generating transformative business outcomes.

DataRobot
Achieved the prestigious President’s Club Award for three consecutive years, recognizing exceptional sales performance and consistent overachievement of targets.

Splunk
Closed one of the largest net-new logos in EMEA (Qatar Foundation, January 2020).
Secured Splunk's 1st deal exceeding $1M in Qatar and the 1st Cloud Deal in KSA (Tasnee, June 2020).

Oracle
Delivered strategic cloud solutions to high-profile clients such as HKH (Qatar), Ooredoo, Qatar Airways, Hikma Pharmaceuticals, CITRA, VIVA, Civil Services Bureau, and more.

LinkedIn
Recognized as a Top Performer with landmark blue-chip wins, acquiring 28 new logos including ADNOC, Tatweer Petroleum, Saudi Rail, Jumeirah Group, and Sultan Center.

Buy&Sell.ie
Consistently ranked as the Top Sales Executive for nearly three consecutive years, driving revenue growth and customer acquisition.
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Experiences
  • Market Entry and Growth Strategy
    Led the successful market entry of DataRobot into Saudi Arabia, developing a strategic roadmap to establish the company’s footprint and build relationships with key stakeholders.
  • Enterprise Sales Leadership

    Drove complex sales cycles, securing strategic deals with major organizations including the largest oil and gas company, telecom provider, bank, utility company, airline, and a leading public sector institution in the Kingdom.
  • Client Portfolio Development

    Built and expanded a high-value client portfolio from zero customers to an impressive roster of the Kingdom's most prominent organizations across critical sectors.
  • Revenue Growth and Profitability

    Consistently exceeded revenue targets, contributing significantly to DataRobot’s regional profitability and growth in the Middle East.
  • Stakeholder Engagement
    Cultivating and managing relationships with C-level executives and decision-makers, demonstrating the value of AI-driven digital transformation solutions.
  • AI Advocacy and Industry Thought Leadership
    Represented DataRobot at industry events and forums, promoting the adoption of AI to address Saudi Arabia’s Vision 2030 digital transformation goals.
  • Team Building and Mentorship
    Recruited, trained, and mentored a high-performing sales and technical team to support business growth and deliver exceptional customer service.
  • Collaboration with Global Teams
    Coordinated with global and regional DataRobot teams to align local strategies with corporate goals, ensuring seamless execution of initiatives.
  • Strategic Partnerships and Ecosystem Development
    Established partnerships with local system integrators, technology providers, and public sector entities to strengthen DataRobot’s market position.
  • Customer Success and Retention
    Ensured high levels of customer satisfaction and long-term retention by delivering impactful AI solutions tailored to the specific needs of key clients.
  • Ensured high levels of customer satisfaction and long-term retention by delivering impactful AI solutions tailored to the specific needs of key clients.
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  • Successfully developed the channel ecosystem in Qatar by onboarding four new partners and enabling the first Splunk MSSP in the country.
  • Negotiated favorable pricing and business terms with large public sector and commercial enterprises, focusing on delivering value and measurable ROI.
  • Collaborated with sales engineering teams and in-house vertical specialists to optimize sales cycles, enhance deal value, and address client-specific needs.
  • Applied the MEDDPICC sales methodology to effectively qualify, develop, and close opportunities within optimal timelines.
  • Maintained a robust network with decision-makers across the Gulf, leveraging key relationships to unlock high-value opportunities.
  • Excelled in named account penetration, account planning, and opportunity management to drive sustained revenue growth.
  • Proficient in leveraging software tools like Salesforce, Aviso, ZoomInfo, and Sales Navigator to streamline processes and enhance sales efficiency.
  • Achievement: Recognized for securing the largest net-new logo in EMEA by closing a landmark deal with Qatar Foundation in January 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, Startups and Stocks Investor
  • History

Travelling

  • Africa
  • Europe
  • Middle East
  • US
  • Turkey

Reading

  • AI/ML/Gen AI
  • History
  • Blockchain

Arts

  • Classical Arabic Poetry
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Resume created on DoYouBuzz