Mohamed Waly

• Maintain Client Relationships and Showcase IBM's Tech Value: Actively maintain and nurture client relationships while effectively highlighting the value of IBM's technology solutions.
• Utilize Solution-Selling Skills: Apply solution-selling techniques to engage with decision-makers, assess and qualify opportunities, and establish enduring partnerships.
• Oversee the Full Sales Process: Take charge of the entire sales process, from handling RFI/RFP responses to meeting key performance indicators (KPIs). The focus is on acquiring new business and expanding existing accounts.
• Collaborate with IBM's Sales Network: Work in cooperation with IBM's sales ecosystem to develop and execute sales campaigns, ultimately leading to the growth of the sales pipeline.

Key Achievements :

• Achieved consecutive year-over-year growth, doubling IBM software sales revenue in Egypt from 2022 to 2024.
• Member of IBM 100% club in 2019, 2020, 2023 & 2024
• Built and scaled a reliable, high-performing Data & AI ecosystem .
• Expanded IBM's customer base by 20% in Egypt in 2024.

Job Description :

• Provide overall IBM Software account sales leadership with respect to Data & AI Offerings and IBM Cloud.
• Develop and maintain relationships with the highest levels of customer management across executive, line of business, IT, and procurement.
• Articulate IBM Data & AI strategy and solutions as a means to deliver business value in support of the client's strategy and direction.
• Develop and close the complex opportunities including planning and leading negotiations with customer management and procurement.
• Maintain and orchestrate detailed account-specific plans and strategies, and ensure accuracy in forecasting and opportunity management.
• Engaging and co-ordinate closely with IBM Technology Leader, Technology team and the extended Ecosystem team.

• Client facing role.
• Deliver license revenue to IBM through successful positioning of IBM System Z solutions designed to drive client project and platform growth.
• Lead IBM Z Software Strategy in a defined territory that is designed to deliver sustainable year over year revenue growth.
• This role is responsible for and rewarded for delivering license revenue to IBM.
• The zSCL is considered a leader responsible for leading the strategy for their client Z platform growth through partnering with Brand Sales and Technical Sales Specialists targeting client projects and aligning to IBM Solutions.

• Develop processes and KPIs to effectively manage and track retention and growth pipeline.
• Establish a weekly regular cadence to follow up on renewal opportunities.
• Embed renewal best practices to improve and innovate both employee and customer experiences.
• Identify revenue risks and create steps for risk mitigation in collaboration with Customer Success and Sales Leaders.
• Lead, manage, and develop team members.
• Proactively manage a portfolio of annual customer renewals ensuring on-time customer retention and high dollar over dollar renewal rates.

• Achieve growth and hit renewal SW licenses sales targets by successfully managing the sales team.
• Design and implement a strategic business plan that expands company's Customer base and ensure it's strong presence.
• Build and promote strong, long-lasting customer relationships by partnering with them and understanding their needs.
• Present sales, revenue and expenses reports and realistic forecasts to the management team.
• Identify emerging markets and market shifts while being fully aware of new products and competition status.

• The focus is on an existing customer set who already bought IBM SW products and where the SW licenses need to be active and the support is running or a solution needs to be upgraded or traded up.
• Following up on the utilization in case new SW or licenses are needed to fulfill customer needs.
• Meet customers in assigned territory, explore customer needs, develop the appropriate solution and close the deal. Present IBM's value and position the company against competitors.
• Manage a pipeline of sales opportunities independently and provide accurate forecasts to the management team.
• Take ownership of the complete sales and fulfillment process.
• Manage relations with clients, channel (distributors and resellers, Field Sales Reps, and supporting functions in the country organizations.

• Provide remote technical support assistance to clients and IBM technical personnel on High Volume product (SYSTEM X-BLADE CENTER) environment located at USA.
• Perform hardware problem determination, problem source identification utilizing a range of tools, techniques, knowledge bases and processes.
• Analyze logs and core files as needed to work towards resolution of customer issues.
• Different RAID configurations.
• Storage subsystem arrays.
• Hardware fundamentals pertaining to PC internals, IPMI tools, and BMC functionality.
• Run system diagnostics and analyze the results.
• Recommend improvements to maintenance package or technical support tools, procedures or processes as required.
• Monitor product and account performance / follow up as required to confirm case resolved.

• Provide client support and technical issue resolution via E-Mail, phone and other electronic medium.
• Configuration of client's equipment.
• Configure software.
• Obtain general understanding of OS and application operations related to company offered services.
• Identify and correct or advise, on operational issues in client computer systems.