Monis Joseph

Experience

• 

  IBM

  Aug 1997 - Dec 2018

  • I managed the CSP, MSP, GSI & ISV Partners partners for IBM Global Market for the region. Primary objective is to achieve our revenue, profit and signings through collaborative selling, and work with MEA Director to develop strategies and coverage models to address so called “future partners”. • Work with MSP/CSP/ISV/Startup C-Level execs and Tech team to collaborate and create customised unique value-based solutions to deliver as local Managed Service or Cloud Service to their client base. Develop insights into Partners complex requirement and priorities and be their strong advocate internally in IBM when interfacing with technical architect and IBM COE team to achieve productive engagement. • Create Partner Led short-term and long-term business plan working with MEA functional directors. Conduct yearly account planning sessions and weekly pipeline with partners. • Mentor and field coach partner sales/presales team to drive value selling to their clients. Review the digital sales identified opportunities and assign to the qualified partners and follow through sales stages. • Consistently exceeded delivering budget by driving the primary business vertical objective of accelerating IBM foot print in "as a service" offerings and relevant GBS/GTS services offerings in the region. • Engage with partners C-Level and sales team to encourage collaborative selling cloud offerings, by supporting them with design, build, sell, and deploy for their customers. • Engage with IBM & partners technical team, and IBM COE team to design and build customized complex offerings for their clients and facilitate POC/POT deliveries on IBM public cloud instance. • Successful in executing well-disciplined account planning and pipeline reviews with sales and partner team to maintain a consistent rolling pipeline and closing.• Responsible for workshops/cloud garages to enable partners and motivate the clients in Cloud Native, Lift & Modernise, and Hybrid project engagements. Show less • IBM Mid-Market (MM) is a market segment for Small and Mid-Size Enterprises. The IBM portfolio for this segment includes IBM Software, hardware offerings including Intel, Power, and Storage, Managed Services, and a broad set of IBM GBS/GTS Services offerings. Key to this segment is also the adoption of "as a service" offerings such as IaaS and SaaS. • In this role, primary objective was to achieve our revenue, profit, and signings, working with dedicated brand and service line SME’s through our Tier1 and Tier 2 partner echo systems, MM segment also includes working with MSP, CSP, GSI and ISV’s. Work with MEA functional Director to develop short term/long term strategies and coverage models to address in thousands MM clients in middle east through partners and accelerate growth in emerging areas such as smart systems/storage, cloud, security, analytics, social and services line business.• Primary responsibilities include delivering MEA/WW MM strategy update and weekly pipeline reviews with IBM LCR and Brand LDR sales team to deliver the new client acquisition and revenue targets for Gulf and Levant territory. • Leverage support organizations like Marketing, and channels to funnel pipeline into the assigned territory. • Was successful in exceeding the budget and particularly effective in making channels to drive more IBM Storage/Power and “as a service” offerings. • Highly successful directly working with selected Mid-Size Enterprise Client and closing large deals on IBM Services line offerings. Show less •Responsible for managing x86 Servers, Blades and Storage business in the Rest of Gulf & Levant territory. • Achieved profitable revenue growth of 280% in 5 years.• Consistently over achieved quarterly budget with dependable forecast of opportunities. • Very successful in delivering competitive technical session for large accounts and delivering IBM Cloud Solution and Dynamic Infrastructure briefings and road shows. • Successfully delivered in country workshop for channel Sales/Presales enablement for IBM DI and Cloud Initiatives workshops. • Rejuvenated non-active partners to bring in incremental and profitable business by proper channel and customer management. • Work with senior management to create yearly partner led business plans (targets, go to market, sales plays aligned with channel incentive programs). • Work with Global and Local SI’s/ISV’s to build and deliver differentiated Offer/Solutions at the regional level to their customers. • Managed well balanced business share between Tier1 and VAD/Tier2partners • 80% closing rate for large opportunities with pro-active direct customer stakeholder engagement. • Won many large Virtualisation, HPC and Server Consolidation projects. Show less • Responsible for managing x86 Servers, Blades and Storage business in the Saudi Arabia. • Achieved profitable revenue growth of 700% in 5 years. • Very successful in delivering competitive technical session for large accounts and delivering IBM HPC briefings and road shows. • Successfully delivered Partner workshops for Sales/Pre-Sales enablement. • Lead IBM Product Sales Manager winning historic high-end server frame contract and first HPC deal with ARAMCO • Work with senior management to create yearly partner led business plans (targets, go to market, sales plays aligned with channel incentive programs). • Work with Global and Local SI’s/ISV’s to build and deliver differentiated Offer/Solutions at the regional level. • Successful in effectively driving non-active partners to bring in incremental and profitable business building strong relationship with partners and customers. • Win-back major accounts during the role: - Al Rajhi Bank, SAMA, Riyadh Bank, Saudi Airlines and major server frame contracts from ARAMCO, STC, SCECO, SABIC • Instrumental in recruiting effective SI partners in Saudi. Show less • Was responsible for competitive customer product presentation and product road show and solution workshop for the Middle East and Egypt.• Was responsible for Identifying and recruiting the right partners for selling IBM x86 and mid-range storage line of business for all Middle East, Egypt, Levant and Pakistan.• Was responsible for developing the product sales and pre-sales skills for partners.• Was responsible for engaging the partner with our fulfilment, finance, and business control divisions.• Was the EMEA winner of IBM STAR (Superior Trainer Achievement Recognition) award and runner up position worldwide in 2001 Show less

  • Business Leader for CSP, MSP, GSI & ISV Partners

    Jan 2015 - Dec 2018

  • Business Leader Mid-Market

    Jan 2012 - Dec 2014

  • Territory Sales Manager, Systems & Technology Group

    Jan 2007 - Dec 2011

  • Country Sales Manager Saudi Arabia, Systems & Technology Group

    Jan 2002 - Dec 2006

  • IBM Technical Evangelist & Sales/Technical Development Manager for Middle East, Egypt and Pakistan

    Aug 1997 - Dec 2001
• 

  Experion Technologies

  Jan 2019 - Mar 2022

  President & Head MEA Business

  • As the head of MEA business, I manage the B2B, B2B2C Sales and Operation of Experion MEA for software services delivery & SaaS product business and P&L responsibility’s reporting to CEO Experion HO.• Instrumental in setting up companies MEA operations in Dubai.• Primary focus was on managing identification, closing and delivering of new digital transformation and lift & modernisation projects with Enterprise, Mid-Market and Startup organisations.• Engage with GSI's & CSP's got to market strategy with our industry specific SaaS products which can be plugged in with their offering.• The role provides opportunity to engage with many startups organization C-levels as an influencer and technology solution provider and spur innovation & creativity into their digital transformation and digital ecosystem decision making with my deep cross industry experiences.Experion Technologies, an Inc. 5000 company and is Ranked#20 in Clutch Global Top 1000 B2B companies, is one of the fastest-growing Emerging Technology custom software solutions providers across the globe with core focus on Lift & Modernise, Cloud Native software projects and OverSeas Development Centre services.Experion leverages Mobile, Web, Internet of Things (IoT), Artificial Intelligence (AI), Analytics and Cloud technologies to develop results-focused software products and applications for enterprises as well as early-stage companies. Past 14 years, delivered 400+ projects to over 120 clients in 26 countries across Retail, Transportation/ Supply Chain, Healthcare, Education & Financial Services domains. Have direct presence in MEA (UAE), United States, Australia, Germany, India, Netherlands, Switzerland, and UK with 1000+ professionals working out of its three global delivery centers in India.Experion also offers two product solutions for Enterprise and SMB customers, FieldMax® (for retail domain) and xPort® (for End-To-End Sea Port Management).Visit :- www.experionglobal.com Show less