Waiel Abdelmajeed
Doha
Summary
Innovative ICT Solutions Leader who creates strategic alliances across business units and key partners to effectively manage and support high-profile B2B initiatives and opportunities. Builds and retains high performance teams by hiring, developing and motivating skilled Solution Managers and Presales Specialists. Delivers outstanding presentations, effective communication and cross-cultural team management skills. High-energy, results-oriented business leader with an entrepreneurial attitude. Multitask oriented to drive multiple facets of the Connectivity & ICT business.
20-year seasoned telecom services professional with an 11-year experience in Managed Connectivity and ICT solutions development and selling
Overview
20
20
years of professional experience
Work History
Head of Presales
Ooredoo Qatar
06.2020 - Current
- Responsible for Governance, Operations and Strategy pertaining to Ooredoo's Bespoke Managed Connectivity Presales & Standard Managed ICT Solutions Selling.
- Lead the process of qualifying high-profile B2B Managed Connectivity and ICT solutions opportunities in collaboration with Sales Sector Heads, Account Leads, Product Development Heads, and Delivery and Assurance leadership.
- Defining the winning techno-commercial strategy, partnership approach, and deal structure for high-profile bespoke Managed Connectivity and standard ICT opportunities.
- Manage a team of 5 highly skilled Managed Connectivity and Managed ICT solutions specialists to drive revenue and orders growth.
- Develop best-in-class internal process' to streamline and enable velocity for Solution Development and Solution Portfolio Readiness.
- Lead the the development of new customized Managed Connectivity and ICT offerings and tools, the onboarding of new key partners, and the formulation of strategic alliances where required to drive growth in collaboration with the Product Development Heads and Delivery and Assurance leadership.
- Lead the techno-commercial aspects associated with contracts review and approval with customers'/vendors/partners for bespoke Managed Connectivity and ICT solutions.
- Set the strategy and roadmap for the Presales organization development, continuous learning and improvement, and personal growth.
- Direct strategic initiatives to achieve improved portfolio awareness across the Presales and Sales teams.
- Create Presales support strategies to promote Ooredoo's B2B offerings and motivate larger deals
- Ensure the highest quality for the Presales team proposals, and enforce that the agreed best practices and business processes are followed by the team along with exercising the required level of due-diligence for each type of proposal in terms of the techno-commercial structure and the contractual context.
Senior Specialist, Presales - Strategic Accounts
Ooredoo Qatar
11.2015 - 05.2020
- Responsible for the design and development of multi-faceted bespoke Managed Connectivity and ICT Services techo-commercial propositions for Ooredoo's strategic B2B accounts in the oil and gas/health/education sectors, and large enterprise/key government accounts.
- Understand the customers' industries and verticals' needs. Work on developing fit-for-purpose customized offerings for the specific verticals assigned.
- Own the decision on product positioning for customer solutions that involve multiple/complex products and services, especially with respect to Connectivity and Managed ICT Services
- Support the Strategic account managers with qualifying complex opportunities, and responding to key customers' RFPs, tenders, and bespoke ICT solutions needs.
- Work across internal Business functions and external vendors/partners to formulate bespoke Managed Connectivity and ICT customer proposals including stitching the technical solution components, defining the service BoMs/BoQs, reviewing financials/pricing/cost stricture, along with going through the due-diligence required to produce delivery and support plans/SLAs, ensuring Ooredoo proposals responses are competitive and meet customer needs.
- Responsible for staying current on the competitive analysis and understanding Ooredoo products value proposition and competitive edge
- Reflects a positive image of Ooredoo Business Sales team as trusted advisor to the customer when it comes to addressing business and technical challenges
- Drive revenue growth by conducting PoCs, roadshows, solution/vertical workshops.
Specialist, Presales
Ooredoo Qatar
09.2013 - 10.2015
- Supporting Ooredoo Business Sales team to engage with clients, understand their technical and business needs, develop compelling techno-commercial solutions that meet clients’ needs and provide differentiation from Ooredoo competitors
- Contributing to revenue growth from Telecom products (Fixed and Mobile) as well as ICT solutions through collaborating with Sales, Technical Teams, and ICT / Telco partners to ensure proposed deals are closed accurately, and the recommended solutions optimize value for both customer and Ooredoo
- Responsible for providing feedback from the market to Ooredoo Product Management and Development teams in order to formulate strategies for bridging gaps between product functionality and market needs.
- Making decisions in coordination with the head of the department on in-house Product Positioning, and ICT / Telco Partner Engagement to come up with the winning techno-commercial solution.
- Working with Subject Matter Experts within the organization as well as outside the organization to stay on top of changes in business issues/requirements/regulations/Technology and understand the market direction
Senior Engineer, Packet Transport Network
Ooredoo Qatar
02.2007 - 08.2013
- End-to-end provisioning of corporate MPLS VPN services and MPLS VPN backhauling services provided for Ooredoo’s Service Networks & Platforms including Access Network, NGN, IP Centrex, WiMAX, Ooredoo HotSpots, IP RAN, Packet Switching Core, NNI services, Ooredoo IT Network, and IGW over Ooredoo’s IP/MPLS Core Network
- Providing full Level-2 & Level-3 Support for Ooredoo’s corporate IP/MPLS customers and internal MPLS backhauled services in terms of analyzing, troubleshooting and resolving the customers’ connectivity & service performance issues
- Ensuring that Transport Network internal KPIs and external SLA commitments towards both Ooredoo’s corporate data customers and Ooredoo’s Service Platforms are properly maintained
- Providing technical support for Ooredoo’s Product Management & Product Development teams in terms of contributing to the design and implementation of the technical aspects related the development of new products and facilitating improvements on existing product lines over Ooredoo’s IP/MPLS network (e.g. Hosted IP Telephony, Office-in-a-Box, MPLS VPN QoS, Global MPLS VPN, MPLS VPN Diversity, MPLS VPN SLA, Business IPTV, 95 Percentile Billing)
Engineer, Data Access Network
Ooredoo Qatar
05.2004 - 01.2007
- Carrying out capacity planning and network inventory management tasks for Ooredoo’s xDSL Access Network expansion projects
- Carrying out site surveys, supervising vendor installation work and performing NE acceptance tests for xDSL Access Network expansion projects
- Handling all routine tasks related to the operation maintenance of Ooredoo’s xDSL Access Network elements including providing Level-2 and Level-3 support for Ooredoo’s xDSL Internet and IPTV customers
- Handling all routine tasks related to the operation and maintenance of Ooredoo’s TDM-based Alcatel Mainstreet Digital Data network (DDN Access Network) including service provisioning and fault handling for local leased data circuits
- Handling all routine ISTC/ITMC service provisioning and fault handling tasks for International Private Leased Circuits (IPLCs) in coordination with counterparts from international carriers.
Education
MBA -
Qatar Uniersity
Doha, QatarBachelor of Science - Electrical Engineering
Qatar University
Doha, QatarHigh School Certificate - Score of 98.8% (top 10) -
Ibn Taymiya Secondary School
Doha, QatarSkills
- Effective Communication
- Consultive solution selling
- Customer advocacy
- Creation of winning deal structures
- A knack for driving the techno-commercial edge
- Vendor management and negotiation
- Bid, Proposal, and Contract Management
- Business case development and commercial management
- Identification and nurturing of talent
- Adoption of industry best practices and driving change
Accomplishments
- Lead Ooredoo's winning Managed Connectivity & ICT propositions for the FIFA World Cup 2022 including customized Media Solutions for global broadcasters, and Managed ICT Services for the hospitality/transport/logistics/law enforcement sectors.
- Spearheaded the development of the first Offshore Private LTE/5G-Ready Network in the GCC region.
- Revived Ooredoo's VSAT services portfolio by securing the largest Managed ICT services over VSAT contract in Qatar spanning 21 offshore rigs including the provisioning of Managed LAN/WLAN, Managed Unified Communications, and Managed Security Services.
- Championed the development of Ooredoo's Managed SD-WAN solution portfolio to achieve very large-scale high-profile wins in the education, financial services/banking, and oil and gas sectors.
- Fronted the design and development of Ooredoo's Managed Hybrid Cloud Access Solutions portfolio, leading to inking long-term multi-million QAR deals.
- Set the roadmap for the evolution of Ooredoo's International Connectivity and Global Managed ICT & Media Solitons portfolio serving key Qatari entities with global presence in the government, oil and gas, financial services, aviation, and broadcasting sectors. Today this portfolio serves over 200+ global sites with an extensive set of solutions including Managed Connectivity, Managed LAN/Unified Communications/Cloud Access/WAN Optimization/Managed Security Services/Video Broadcasting.
- Managed the hiring, grooming, and continued development of a team of 5 solutions serving 60+ account managers across all sectors.
- Developed Ooredoo's B2B Presales internal processes and engagement model in alignment with key internal stakeholders
Timeline
Head of Presales
Ooredoo Qatar
06.2020 - Current
Senior Specialist, Presales - Strategic Accounts
Ooredoo Qatar
11.2015 - 05.2020
Specialist, Presales
Ooredoo Qatar
09.2013 - 10.2015
Senior Engineer, Packet Transport Network
Ooredoo Qatar
02.2007 - 08.2013
Engineer, Data Access Network
Ooredoo Qatar
05.2004 - 01.2007
MBA -
Qatar Uniersity
Bachelor of Science - Electrical Engineering
Qatar University
High School Certificate - Score of 98.8% (top 10) -
Ibn Taymiya Secondary School
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