Akram A. Wahab

Experience

• 

  IBM

  Dec 2009 - Feb 2014

  • Work with the Channel software sales team to identify new sales opportunities, helpprogress these opportunities towards closure, and eliminate technical obstacles toclosing the opportunity• Develop and manage client relationships with solution decision makers in a clients IT,LOB organizations and/or including CIO and CTO• Host and lead weekly territory and accounts planning conference calls• Develop and deliver client presentations, education and product demonstrations tolarge or small audiences• Assist partners with navigating the IBM support process, escalating issues whenneeded, and ensuring customer deployment success and satisfaction• Scope and execute proof of concept engagements• Conduct solution assurance reviews to ensure the proposed solution meets customerexpectations Show less

  • Client Technical Professional - zRational PreSales

    Jul 2011 - Feb 2014

  • Technical Exploration Center Infrastructure Manager

    Dec 2009 - Jun 2011
• 

  SAP

  Mar 2014 - Nov 2017

  • Drive the PSD Strategy for Training, Communications, and People within PSD• Create a comprehensive role-based training curriculum for each PSD role• Create training framework driving mandatory learnings, upskilling, quality & coaching • Drive improvement in training and enablement performance, and provide accurate and timely reporting on training efficiency and performance• Conduct research and analysis to identify gaps and needs across PSD (Skills Matrix)• Develop internal ad-hoc training material and rollout campaign/portfolio curriculums as required by the business• Conceptualize, design, implement, and drive the PSD Gamification Pilot• Liaise with employees, management, and education stakeholders across wider GCGB, to define and realize education offerings on a global level for PSD• Align with PSD Service Portfolio team to identify relevant partner enablement activities• Identify various learning platforms available and drive the implementation across PSD (LMS, SkillGym, VLC)• Manage and coordinate PSD participation in key SAP and Partner Events globally (FKOM, SAPPHIRE, etc.)• Liaise across the PSD organization, partners and key stakeholders across divisions in SAP to ensure a consistent communications approach• Responsible for maintaining PSD presence and enhancing PSD brand development • Drive and enhance the PSD Social Media presence across the different platforms Show less • Work closely with key SAP Build partners supporting their development and go-to-market efforts while driving the growth and expansion of the SAP Cloud Ecosystem• Develop and maintain relationships with C-Level, marketing, sales, delivery and technical managers in SAP PartnerEdge partners• Design, deliver, and analyze regional and global enablement initiatives/campaigns based on market category priorities/targets and partner enablement gaps• Development of partner enablement plans based on individual targets and requirements• Guide partners on SAP product and solutions, new features, and new version releases• Share relevant Presales, Demo, Delivery, Demand Generation, Pipeline creation best practices with partners• Proactively inform partners about updates and rollout of SAP initiatives• Identify opportunities to optimize partner engagement and investment in the SAP ecosystem and portfolio• Connect partners with experts from various SAP organizations Show less

  • Senior Global Training & Communications Specialist - Partner Service Delivery Quality & Governance

    Jan 2016 - Nov 2017

  • Partner Manager - Application Development Partners

    Mar 2014 - Dec 2015
• 

  SAP Concur

  Dec 2017 - Feb 2022

  • Facilitate courses which incorporate SAP Concur vision, mission, technology, products with SAP Concur Channel Partner sales methodologies• Initiate and lead a strategic pipeline generating program, Race2Revenue leading to 2M$ in pipeline and 350K in closed deals• Own the reporting and analytics for measurement and analytics of all deliverables and accreditations• Work with internal stakeholders and subject matter experts to strategize, develop, deliver and ensure accurate, effective training content• Ensure the application of the learning strategy by leading periodic evaluations of the effectiveness of learning programs and makes future recommendations accordingly• Assist Instructional Designers in the creation of curricula as required for onboarding, new solutions training, continuing education, train the trainer, post-training reinforcement, and other topics as required Show less • Responsible for the creation and delivery (live and virtual) of onboarding sessions forSMN Market Development Reps and Client Success Managers new hires• Regularly manage and evaluate new hire onboarding programs and content, to ensureknowledge and practice ties to role-specific KPIs and business strategy• Partner with sales leadership to ensure that training content and delivery align with thecurrent sales needs (methodologies, best practices, organizational growth, etc.)• Partner with internal stakeholders and subject matter experts to develop, deliver and facilitateongoing and ad-hoc training• Develop and deliver the MDR Academy, including continuous learning, sales processes, sales activities, messaging, sales tools, social selling, etc.• Perform data analysis to extract trends in reps' performances to identify new training opportunitiesor address continual skill gaps (completion reports, surveys, feedback, etc)• Lead strategic projects and initiatives to support the SMN organization (tools roll out, onboarding,reporting, gamification, learning compass, etc.) Show less

  • Senior Channel Partner Enablement Consultant - Public Sector

    Jan 2020 - Feb 2022

  • Senior Field Enablement Manager - SMB Americas

    Dec 2017 - Dec 2019
• 

  SAP Concur

  Apr 2023 - Jun 2024

  • Design, develop, and execute GTM enablement strategy for the Americas Enterprise team in collaboration with senior sales leadership and relative stakeholders to deliver targeted Enablement and impact the success of the field sales teams, address pipeline gaps, drive ARR• Develop analytics-driven enablement programs, collaborating with Sales Strategy to track pipeline sources and conversion rates. Deliver insights that informed the prioritization of high-impact revenue plays, increasing pipeline conversion using Salesforce, PowerBI, etc• Continuously evaluate the enablement programs’ relevance in alignment with the company and sales organization business objectives and priorities and overall organizational culture• Foster a culture of continuous and intentional learning to drive adoption and employee engagement• Create and maintain reporting dashboards to track role-critical metrics, evaluate enablement efficacy, and deliver actionable insights and data-driven recommendations to sales leadership• Own and manage Enablement tools to drive effectiveness and optimize processes and operations• Collaborate with cross-functional teams to evaluate and develop enablement content to support new initiatives both regionally and globally Show less • Lead end-to-end design and implementation of The Last Mile global initiative, involving Sales and Operations - driving 28% improvement in time to contract by aligning process enhancements with cross-functional objectives• Design, create, and roll out a SharePoint site to support the program• Implementing AI Chatbot to optimize the time to find information• Design and own the service workflow automation through Wrike• Institute and manage a Sales and Operational Excellence committee, hosting monthly calls• Align role specific enablement strategies to deliver high level of productivity and efficiency within the field; ensuring field is using consistent messaging and well versed in internal operational processes during sales cycle to deliver best buying experience to customers Show less

  • Senior Sales Revenue Enablement Manager - ENT Americas Sales

    Mar 2022 - Jun 2024

  • Program Manager - The Last Mile

    Apr 2023 - Apr 2024