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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
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Resume created on DoYouBuzz