Sameh Abdelmessih
Account Execuative
Johannesburg
Summary
Collaborative Key Account Manager with demonstrated success in relationship building, negotiating and developing new business within targeted and assigned accounts. Strong analytic, quantitative and technical aptitude with great attention to detail. Self-motivated, driven and adaptable with proven track record of exceeding goals.
Overview
23
23
years of professional experience
8
8
years of post-secondary education
Work History
Key Account manager
Nokia
01.2019 - Current
- Customer engagement and satisfaction management
- Build and maintain customer relations and create business opportunities, while assisting in driving and coordinating the sales activities towards the customer
- Provide customer and market intelligence, insights and needs to relevant internal stakeholders
- Own overall sales case(s) and closing deals with sales involvement throughout the entire sales phase
- Drive sales opportunities, funnel growth and responsible for the correct and up to date funnel data and order intake forecasts
- Contribute to the development and execution of the account plan
- Participate in the development and execution of new sales initiatives and new business development programs to drive incremental business growth
- Develop and drive the opportunity strategy and win plan
- Accountable for the overall offer strategy, development, and negotiation during offering the phase
Presales & Business development manager
Nokia
06.2015 - 01.2019
- Accountable for a large CSP (Communication Service Provider) & large FNO (Fixed Network operators) customer with focus on Fiber, DWDM, IP solutions
- Identify and develop strategic business opportunities by anticipating and interpreting market / technology / business trend as well as based on customer's strategy
- Establish a long-term relationship with customer's senior executives based on strong business and professional expertise to enhance business partnership and alignment
- Strongly drive sales cases by effective orchestration of sales, pre-sales and other functions based on in-deep organizational understanding and develop competitive and innovative offers that deliver significant value to customers
- Actively participate in and contribute to pricing strategy and contract negotiations which generate mid / long-term business impact
- Actively contribute to process / product / service improvements that create competitive advantage and organizational capability
- Significantly influence the case approvals process from business and commercial perspective
- Solve highly complex challenges and develop original and innovative sales approaches which bring broad business impact
- Find innovative solutions for complex multi-geographic customer businesses that lead to upgraded sales
- Lead cross-functional business team in a defined scope (account, portfolio, geography, etc) with significant resource requirements, risk and complexity
Project and Technical Project manager
Nokia
02.2012 - 06.2015
- Leading number of large FN, DWDM, IP and IT telecommunication projects with primary customer interface
- Driving projects from initiation, planning, execution, monitoring till closure phases
- Single point contact towards internal sales customer teams (Business Development, Account Managers, Customer teams)
- Securing profitability according to the business case study
- Planning Contract’s quality scope & KPI’s achievement, cost optimization, risk management, Rev forecast
- Supporting presales technically and costing for different sizes projects
- Creating scope of work, identifying end to end solutions (project implementation planning, logistics planning, procurement planning, supporting legal and contracting team, delivery modelling, head count planning and optimization, risk assessment.)
- Conducting a start-up process for any newly starting projects, supervising sales to delivery hand over with the PMO teams, quality insurance, partners evaluation, internal resource capabilities assessments, operation reporting system
- Serving as one-stop-shop for the sales teams for services with focus on operational performance
- Owning delivery and execution quality, risk and scope management and supporting pre-sales on small / normal cases, and triggering new opportunities (identify customer business challenges, up-selling)
People line manager
Nokia
03.2007 - 02.2012
- Line Managing different sizes teams working on presales technical support for tendering purposes and delivery projects
- Planning Competence development and enablement program for team members skills and resources management, resource technical assessment to secure high competent resources for different projects, assigning resources to projects in different technology areas FN, ON, IP
- Ensuring utilization target among the different team and head count synergies between different projects in the region
- Escalation Point of Contact concerning Services gap escalations to global and/or external (External Workforce Management)
- Setting objectives for concerning domain related capability targets
- Planning Support model for each IT and transport activities for projects in Africa
- Driving Employee satisfaction and motivation within entire domain
- Planning and ensuring service capability needs, resource prioritization
- Resource Utilization/balancing within region/sub-region, other regions and with global
- Reporting
- Global Competence Development guidelines adjusting for domain and local needs
- Resource Assignments to the relevant projects
- Daily resource calculations and optimizations for the different resources and cost centres
- Resource forecast planning for Internal& External temporary Labour
Technical engineering
Nokia
07.2002 - 03.2007
- Leading the delivery of network planning and optimization projects according to the agreed scope of work (SoW), while managing Customer’s expectations and schedule of acceptance
- Performing critical (sometimes escalated) design and performance activities in customer projects independently
- These may include complex problem solving in projects with performance requirements and multi-vendor environment
- Leading supports team with responsibility to create plans and delegate tasks to team members
- Providing support to clients and/or customers (typically on site) in his field of expertise
- Building the strongly mutual relationship with Project Managers of our customer and boost their satisfaction level
Education
EMBA -
Quantic Business school
02.2022 - 03.2024
PMP - undefined
Project management institute
06.2020 - 12.2020
Bachelor of Electrical Engineering - Communication and Electronics
Ain Shams University
09.1994 - 11.1999
Skills
Key account management
Account development
Cross-functional collaboration
Account retention
Revenue generation
High-impact proposal presentation
Sales tactics
CRM software proficiency
Sales program creation
Customer rapport
Sales negotiations
Business strategies
Account performance analysis
Account strategy
Excellent communication
Awards
- 2009, Winning as a team the best Deal of the months for Nokia Siemens globe for Vodafone Qatar case value over than 600 M€
- 2009, Winning as a team the best deal of the month for Cell C South Africa case value more than 800 M€.
- 2011, Best line manager indicator when I had a team consists of 66 engineers.
- 2015, Winning as a team the best Deal of the months for Nokia globe for Airtel Africa for 6 Countries in Africa continent case value over than 2 B€
- 2015, Winning as an employee award for the best Innovative idea for optimizing the delivery model for Airtel accounts in Africa by ring fencing all the Airtel opcos in the Africa content.
- 2016, Recognition of the top performance for the last 10 years in MEA cluster.
- 2019, Winning as a team the best Deal of the months for Nokia globe for Airtel Nigeria case value over than 20 M€.
- 2019, Winning as a team the best sales team and business partner for MTN CBD in MEA and Africa.
- 2020, Top delivery performer in Nokia Southern region and Vodacom group during the Covid 19 peak time.
Personal Information
- Gender: Male
- Nationality: South African
Timeline
EMBA -
Quantic Business school
02.2022 - 03.2024
PMP - undefined
Project management institute
06.2020 - 12.2020
Key Account manager
Nokia
01.2019 - Current
Presales & Business development manager
Nokia
06.2015 - 01.2019
Project and Technical Project manager
Nokia
02.2012 - 06.2015
People line manager
Nokia
03.2007 - 02.2012
Technical engineering
Nokia
07.2002 - 03.2007
Bachelor of Electrical Engineering - Communication and Electronics
Ain Shams University
09.1994 - 11.1999
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