Hemraj Mahabir
Head Of Sales And R&D
Johannesburg
Summary
As an accomplished industry professional, I have a proven track record in the telecommunications, information technology and related services sectors, consistently offering and delivering top-tier solutions and services to valued customers.
Overview
24
24
years of professional experience
1
1
Language
Work History
Head of Sales and R&D (NextGen VAS)
ADAPT IT
08.2018 - Current
- Key Function Areas: Strategic Business Development, Strategy Development and Implementation, Stakeholder Relationships, Business Unit Financials, Business Intelligence
- Key Solutions: Value Added Services, Managed Services, Professional & Support Services
- Headline: Directing the activities of the business unit by using all software products, to achieving profitable and sustainable growth
- Telecoms Software Products are listed mainly under the BU Solutions Suite, by providing strategic leadership of the VBU
- Accountable / Responsible: Business unit revenue, profitability, including go to market and product strategies
- Driving the revenue and gross margin growth targets - correct growth strategy/objectives
- Ensuring new qualified leads are continually created through prospecting/resellers/partners as input to the sales process - generate enough pipeline to meet required sales targets and growth expectations
- Developing and implementing annual business plans and sales strategies in the target market
- Lead sales and account strategy including business plans identifying new requirements, enhancements and areas that will enhance the value proposition of the division and grow revenue
- Creating and maintaining of sales funnel together with input from Business Development, Innovation, Technology & Product, Operations and Customer Success
- Engaging with account managers, presales and operations to create sales pipeline with achievable forecasted revenue
- Hosting and chairing customer and partner sales and operational review meetings
- Partner relationship, partner contractual and fosters partner strategic plans in the region
- Managing customer and partner contractual agreements and renewals
Principal Sales Consultant
ORACLE
11.2016 - 07.2018
- Key Function Areas: Sales, Account Management, Presales
- Key Solutions: Session Border Controllers, IP Multi Media Core Solutions, Voice over IP, Oracle Cloud, Performance & Monitoring, Analytics, OSS and BSS
- Headline: Providing strategic direction and specialized expertise in aligning technology and applications with client business objectives, ensuring seamless integration and optimization
- Facilitates comprehensive understanding of products and applications among customers through engaging presentations, demonstrations, and benchmarking exercises
- Provides continuous support throughout the sales cycle to address inquiries and ensure customer confidence and satisfaction
- Accountable / Responsible: Providing sales and sales consulting including business development on Oracle Communication products & solutions in Sub Saharan Africa
- Act as a primary contact point for strategic telco customer for Oracle Communications opportunities
- Sales and marketing with wide commercials and technical system level expertise and deep business understanding
- Build & manage trust-based, long-term relationships with customers’ Technical, Procurement and management teams
- Positioning Oracle Communication as a preferred solution and services partner
- Facilitating customer product/application understanding through presentations demonstrations and benchmarks, provision of support throughout the sell
- Formulating and leading sales and technical / functional support activity to prospective clients and customers while ensuring customer satisfaction
- Focusing on large or complex sales opportunities that need creative and complex solutions
- Develop and deliver Oracle presentations and demonstrations
- Sales lead in hosting customer & partner workshops/events
Solution Sales Consultant
NETSCOUT
03.2013 - 10.2016
- Key Function Areas: Account Management, Presales, Solution Sales
- Key Solutions: Performance and monitoring, real time mobile network and subscriber customer experience, Mobile Network probing for data records extraction/evaluation, Big Data Analytics
- Headline: Providing strategic direction and specialized expertise in aligning technology and applications with client business objectives, ensuring seamless integration and optimization
- Facilitates comprehensive understanding of products and applications among customers through engaging presentations, demonstrations, and benchmarking exercises
- Provides continuous support throughout the sales cycle to address inquiries and ensure customer confidence and satisfaction
- Accountable / Responsible: Sales and solution consulting on products and solutions in Sub-Saharan Africa
- Present and follow up on customer requests and technology needs
- Sales and presales technical support to the sales initiatives in the region
- Complete proposals to customers (RFP’s, RFI’s etc)
Solution Sales Manager
NOKIA
02.2009 - 02.2013
- Key Function Areas: Account Management, Presales, Solution Sales
- Key Solutions: Mobile Core Network Solutions, Customer Experience, Device Management, Subscriber Management, OSS/BSS
- Solution Sales Management on Nokia’s Customer Experience portfolio, Subscriber Data Management & Device Management portfolio of products in South Africa and Sub-Saharan Africa
- Accountable / Responsible: Sales and support to the sales initiatives in the region
- Technical compliance and proposals to customers (RFP’s, RFI’s etc)
- Accountable and responsible for customer solution sales strategy
- Technical lead in hosting customer and partner workshops/events
Solution Architect
OPENWAVE
11.2006 - 01.2009
- Key Function Areas: Solution and Network Architecture, Presales, Solution Sales
- Key Solutions: Mobile Access Gateway, Mobile VAS Solutions
- Solution and Network design including technical sales products and solutions at customers in South Africa and Sub-Saharan Africa
- Accountable / Responsible: Architecture of Networking, infra-structure and product solutions
- Architecture and customer strategy alignment
- Presales
Systems Engineer
MOVIUS
08.2005 - 10.2006
- Support/Integration/Installation of mobile messaging products & solutions
Telecoms Engineer
COMVERSE
02.2001 - 07.2005
- Support/Integration/Installation of value-added services and BSS products at customers in South Africa and Africa
Education
University Diploma - Computer Science
University of South Africa
Bachelor of Commerce - IT Management
Management College of South Africa
Skills
Management
Sales
Consulting
Solution Selling
Strategic Sales Management
Consultative Expertise
Relationship Building and Management
Strategic Account Planning
Partner Relationship Management
Public Engagement and Presentation
Market Expansion and New Business Development
Client Engagement and Upselling
Profitability Analysis and Pricing Strategy
Solution Mapping and Provision
Presales Engagement Management
Customized Solution Demonstrations
Solution Design and Proposal Development
Bid Management and Compliance
Evaluation and Proof of Concept Oversight
Telecommunication Technologies
Research and Product Management
Information Technology
Mobile Core Networks
Radio Access Networks
IMS - Voice over IP
Timeline
Head of Sales and R&D (NextGen VAS)
ADAPT IT
08.2018 - Current
Principal Sales Consultant
ORACLE
11.2016 - 07.2018
Solution Sales Consultant
NETSCOUT
03.2013 - 10.2016
Solution Sales Manager
NOKIA
02.2009 - 02.2013
Solution Architect
OPENWAVE
11.2006 - 01.2009
Systems Engineer
MOVIUS
08.2005 - 10.2006
Telecoms Engineer
COMVERSE
02.2001 - 07.2005
Bachelor of Commerce - IT Management
Management College of South Africa
University Diploma - Computer Science
University of South Africa