Husseen Ismael
Summary
Sales Leader with 20+ years of experience driving business results for global enterprise customers in the Telecom, Media, and Technology sectors. Expertise in positioning and selling complex Software, Hardware, and Services deals exceeding $100M. Proven success in leadership roles across sales, business development, and P&L management, with a focus on strategic vision and cross-functional collaboration. Key skills include Cloud, AI, BSS, OSS, CRM, with a strong emphasis on partnership and business growth.
Overview
27
27
years of professional experience
Work History
Director of Strategic Sales and Partnerships
Denali Advanced Integration
Dallas
12.2023 - Current
- Responsible for several Denali top-three strategic accounts and GTM partnerships with hyperscalers, reporting to the chief revenue officer.
- Drive business growth with existing and new groups within existing strategic accounts, new logos, and develop a go-to-market strategy with key strategic partners.
- Built a globally diverse team (four Account Executives, one Partner Development Manager) to meet and exceed targets (including $215 million in bookings).
- Provided the team with executive support and coaching as needed.
- Managed the joint go-to-market partnership with AWS and worked with the Denali Automation team, Delivery, and Marketing teams to prioritize and qualify customers' opportunities.
- Developed a get-well plan for the second-largest account (Google), changed the customer perception of Denali, and introduced Denali value services to drive revenue growth within the account.
- Managed the team members, weekly pipeline review, monthly revenue review, quarterly top account review.
VP of Sales Telecom, Media and Technology
Luxoft a DXC Technology Company
Dallas
10.2022 - 12.2023
- Head of Telco, Media, and Technology (TMT) team responsible for new logos and new business within existing accounts
- Drive business growth through partnering with Solution, Delivery, and Marketing teams to support customers' success
- Built a globally diverse team (4 Sales Directors, 1 Synergy with DXC, 1 Sales Ops and 1 finance partner, 1 Market Analyst) to meet and exceed targets (including booking $50M, revenue $20M, % profit, and # new accounts)
- Provided the team with executive support and coaching as needed
- Partnered with the Solution (Technology and Industry), Delivery, and Marketing teams to drive to prioritize solutions based on the TMT trends and customers’ opportunities
- Developed Hypersprint concept to quickly identify solutions to customers' challenges and opportunities
- Weekly 1x1 with my team members, Weekly pipeline review, Monthly revenue review, quarterly top account review
Global Account Executive / Partner Development Manager (Lumen Technologies Account)
Amazon Web Services (AWS)
Dallas
04.2020 - 10.2022
- Responsible for AWS sales and business development across the Lumen account Globally with a focus on the Joined-Go-To-Market (JGTM) and Lumen as an Advanced Managed Service Partner
- Assumed responsibility for a new account during the COVID-19 pandemic and built the core Lumen account team
- Played a key role in the Telco leadership team and building the team GTM strategy through the OP1 & OP2
- Establish a relationship with Lumen Executives with a focus on the partnership and JGTM part of the business
- 2021: Achieved 120% of the revenue target $35M Annual Run Rate (ARR)
- Enable Lumen as an Advanced Consulting and Managed Service Provider (MSP) partner within the AWS Partner Network (APN) by providing valuable business, technical, and marketing support
- 2022: Achieved 118% of the revenue target Established alignment across the Public Sector sales teams and in the process of expanding to Target Enterprise accounts for 2022
- Developed Joint GTM-managed solutions ($700M business case over 5 years): Contact Center as a Service (CCaaS), Security Information and Event Management (SIEM), and Cloud Connect to help Lumen differentiate with AWS customers and Sellers
- Worked with Lumen CDO, Marketing, and Customer Success teams to improve their Data Marketplace and Data Governance
- Establish Account specific partnership alliances with the relevant Services and Technology partners
- Established executive cadence with Lumen key stakeholders
VP, Global Account Manager (AT&T Account)
Hewlett Packard Enterprise (HPE)
Dallas
04.2016 - 04.2020
- Responsible for HPE sales, business development, and Pre-Sale team across the AT&T account with a focus on AT&T Communication, AT&T International, AT&T Enterprise & Public Sector, and AT&T Entertainment Group (AEG)
- Led a global sales team across the AT&T account including the core account team (8 Sales, 6 SAs/Pre-Sale,3 Delivery Leads, and 4 ISRs) and HPE extended team ( Products and Services lines of business)
- Responsible for building new relationships and winning new business in several strategic growth areas where HPE had minimal or no presence, Including AEG (DTV and Warner Media), International, and Big Data
- HPE/AT&T JGTM Aruba Managed Service: Built the JGTM and grew the joint selling to $300M Annually
- Key strategic wins: platform (Infrastructure & OS) managed service solution to host the Integrated Home Subscriber Server (IHSS) System Nationwide
- End to end Infrastructure (HPE & 3rd party) to host AT&T Unified Communication for Army and replace existing solution on IBM Cloud
- First to position and sell HPE Flex Capacity (cloud-based module) within the Telco Sales Team to AT&T Big Data team (Supporting Hadoop, HPE Vertica, Teradata SW only)
- Maintain partnerships with key partners like Chip Manufacturing (Intel, NVIDIA), Software Application Providers (Amdocs, Nokia, Ericsson), and System Integrators (Accenture, Deloitte, PWC, TechM, TCS, Infosys)
Senior Director of Sales & Head of Communication, Media, Entertainment and Utility (CMEU)
Teradata RainStor
Dallas
10.2012 - 04.2016
- Leading RainStor sales, business development, solution architecture, and Professional Services across CMEU and the Texas-based market
- Key Contributor to the go-to-market strategy, which led to Teradata acquiring RainStor in Dec 2014
- Established the direct sales team including hiring, coaching, performance evaluation, prioritization and resource planning
- Established direct sales channels including positioning and selling RainStor solutions to enhance enterprise decision-making, unleash the power of Data, and reduce Total Cost of Ownership (TCO)
- Signed the first RainStor direct deal ($650K) with the AT&T Network Performance team and got recognized by the RainStor leadership team including the board members
- In addition to other key customers like Dell, DTV, and CenturyLink
- Exceeded 2013 and 2014 targets
- (110% and 120% of the target booking)
- Built and Presented Salesforce weekly, monthly, quarterly, and annual reports to the RainStor leadership team and Board Members
- Post Teradata Acquisition in December 2014
- Closed a large strategic managed service deal ($6M) with the ATT Network Performance and Quality system around RainStor Deployment and I was recognized by the Teradata CEO
- Closed the best year ever for RainStor (160% of the target booking)
- Partnered internally with the different Teradata teams: sales, account management, services, consulting, R&D, and corporate strategy to shape the Teradata messaging and position the RainStor solution
Services & Solutions Executive
Amdocs at AT&T Account
Dallas
12.1997 - 10.2012
- Top performer executive part of AT&T Account leadership Team that grew the business multiple folds within 14 years to over $1B, assumed different roles across the account including areas outside the Amdocs core portfolio
- Responsible for building and maintaining trusted advisor relationships with the AT&T Leadership team
- Developed strong business, Technology, services, delivery, operation, engineering, and skills in a demanding customer-facing environment
- Expert in Amdocs BSS systems across most functional areas including APIs and integration points to AT&T systems
- Following are the highlights of key programs I worked on during my last couple of years with Amdocs:
- Data Warehouse (DW) Program: Positioned and sold Amdocs managed services for AT&T corporate and network services
- Worked closely with AT&T IT, finance, sourcing, procurement, and Legal and signed the new SOWs
- Built and Managed the Amdocs Technology team for a new Data Warehouse (DW) services organization with overall P&L responsibilities for 200+ staff across domestic, near-shore, and offshore locations
- Resold 3rd party (Partner’s) software and hardware solutions including HPE Vertica, Abinitio, Informatica, and Syncsort
- Care to Telegence “C2T” Program: Led multiyear Transformation /conversion program to migrate AT&T BSS Legacy system into Amdocs new generation system
- Worked with key stakeholders within AT&T and Amdocs on the business case
- Positioned Amdocs to resell partners' Hardware and Software licenses within the project
- Oversaw the buildout program including timelines, and budget, and facilitated the periodic reporting and escalation to AT&T and Amdocs senior Leadership (up to the CXO)
Education
Executive MBA - Implementing Winning Strategy
Columbia Business SCHOOL
01.2019
MS - Computer Science
University of Texas at Dallas
01.2005
BA - Mathematics and Computer Science
Haifa University
01.1995
Skills
- Sales management and leadership
- Partnership development and management
- Go-to-market strategy
- Executive relationship building and development
- TMT domain expertise
- Business growth and P&L responsibility
- Data and AI domain experience
- Customer relationship management
- Startup management
Timeline
Director of Strategic Sales and Partnerships
Denali Advanced Integration
12.2023 - Current
VP of Sales Telecom, Media and Technology
Luxoft a DXC Technology Company
10.2022 - 12.2023
Global Account Executive / Partner Development Manager (Lumen Technologies Account)
Amazon Web Services (AWS)
04.2020 - 10.2022
VP, Global Account Manager (AT&T Account)
Hewlett Packard Enterprise (HPE)
04.2016 - 04.2020
Senior Director of Sales & Head of Communication, Media, Entertainment and Utility (CMEU)
Teradata RainStor
10.2012 - 04.2016
Services & Solutions Executive
Amdocs at AT&T Account
12.1997 - 10.2012
Executive MBA - Implementing Winning Strategy
Columbia Business SCHOOL
MS - Computer Science
University of Texas at Dallas
BA - Mathematics and Computer Science
Haifa University
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