Summary
Overview
Work History
Education
Skills
Hobbies
Timeline
Generic
Mohamed Waly

Mohamed Waly

IBM Data & AI Sales Leader
Riyadh

Summary

Dynamic and customer-focused Sales Leader with extensive experience driving business transformation through industry-leading AI, analytics, and data platforms. Proven track record in leading strategic sales engagements across the MEA region, aligning hybrid cloud and AI vision with client objectives to accelerate digital innovation.

Overview

15
15
years of professional experience
9
9
years of post-secondary education
2
2
Languages

Work History

Data Platform Sales Leader

IBM Middle East
2025.01 - Current
  • 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.

Data & AI Sales Leader

IBM
2021.01 - 2024.12

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.

IBM Z SW Sales Leader for Egypt & NA

IBM
2019.10 - 2020.09
  • 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.

SW Renewals Sales Manager for CEWA, NA & Levant

IBM
2019.01 - 2019.09
  • 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.

SW Renewals Sales Team Leader for MEA

IBM
2017.11 - 2018.12
  • 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.

Inside Sales Specialist for (CEWA, Oman & Egypt)

IBM
2015.10 - 2017.10
  • 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.

Product Specialist Engineer

IBM
2012.05 - 2015.09
  • 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.

Technical H/W Support Engineer

Xerox
2010.10 - 2012.04
  • 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.

Education

MBA - Strategic Management

Arab Academy For Science, Technology & Maritime Transport
2018.03 - 2020.03

Diploma - Marketing & Sales Diploma

American University in Cairo
2011.01 - 2012.02

B.Sc. - Electrical Engineering (Communication and Electronics)

El-Shorouk Academy
2005.09 - 2010.05

IBM Sales University - undefined

2018.07 - 2018.08

IBM Leadership ( Galaxy Program ) - undefined

2017.08 - 2017.09

IBM Global Sales School - undefined

2016.06 - 2017.06

Digital Mastery Level 3 - undefined

Skills

  • Leadership
  • Active Listening
  • Communication Skills
  • Negotiation
  • Sales Planning

Hobbies

  • Travelling.
  • Working out ( Gym ).
  • Fishing.
  • Shooting.
  • Forex & US Stocks Trading

Timeline

Data Platform Sales Leader

IBM Middle East
2025.01 - Current

Data & AI Sales Leader

IBM
2021.01 - 2024.12

IBM Z SW Sales Leader for Egypt & NA

IBM
2019.10 - 2020.09

SW Renewals Sales Manager for CEWA, NA & Levant

IBM
2019.01 - 2019.09

IBM Sales University - undefined

2018.07 - 2018.08

MBA - Strategic Management

Arab Academy For Science, Technology & Maritime Transport
2018.03 - 2020.03

SW Renewals Sales Team Leader for MEA

IBM
2017.11 - 2018.12

IBM Leadership ( Galaxy Program ) - undefined

2017.08 - 2017.09

IBM Global Sales School - undefined

2016.06 - 2017.06

Inside Sales Specialist for (CEWA, Oman & Egypt)

IBM
2015.10 - 2017.10

Product Specialist Engineer

IBM
2012.05 - 2015.09

Diploma - Marketing & Sales Diploma

American University in Cairo
2011.01 - 2012.02

Technical H/W Support Engineer

Xerox
2010.10 - 2012.04

B.Sc. - Electrical Engineering (Communication and Electronics)

El-Shorouk Academy
2005.09 - 2010.05

Digital Mastery Level 3 - undefined

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Mohamed WalyIBM Data & AI Sales Leader