Mostafa Mekawy

“Self-Motivated and result oriented professional with more than 17 years of professional experience in Multinational organizations most in Telecommunication, IT and Software in which

I learnt to be a professional top achieving account manager, during those years I was driven by following my potential and representing my company professionally to achieve exceptional results across the sales field”

Senior Key Account Manager (Named Accounts) /Emirates Integrated

Telecommunications Company – DU Jan 2023 / Present

Job Responsibilities

Responsible for the entire sales process from business development prospecting and qualifications through contract negotiations, signing, and post-sales support.

• Closing numerous valuable enterprise agreements and other major deals with Existing and New named Accounts.
• Honed account management competencies to achieve consistent success in highly competitive environments; became skilled in account planning, strategic planning, deal creation, replacing competition, enterprise agreements, and influencer mapping.
• Consistent Achievement of Monthly and Quarterly Targets / Bookings and Revenue.

Channel Partner Manager / Red Hat (Dubai Based) Aug 2020 till Jan 2023

Job Responsibilities

• Manage all Channel Partners Across UAE, Oman and Pakistan
• Build and carry out a local business plan with clear goals, objectives, and metrics that are in alignment with existing

EMEA wide strategies

• Provide guidance to and work with local teams from the Alliance and local Partner’s teams
• Manage the engagement between Red Hat and the partners on all levels in the Middle East and North

Africa (MENA)

region

• Work with the Channel teams from the strategic partner to identify relevant partners that could augment the Red Hat ecosystem
• Guide strategic business planning with the relevant majority of these partners in coordination with Red

Hat's local teams

• Work with Red Hat's local teams to attract members of the partner's ecosystem
• Build a business plan for the incremental business that will come through this strategic partner and the members of its channel
• Report on a weekly basis on the progress of the white space through the members of the ecosystem
• Support Red Hat's new partners by being present in customer meetings, leading from the front, and actively enabling partners in positioning Red Hat's solutions in Red Hat's new accounts ,Sell the complete Red Hat solutions portfolio,

including professional services

• Work closely with account solutions architects to identify key projects, programs, and offices to sell Red

Hat’s solutions

• Advise senior IT and C-level executives within key accounts and create a long-term partnership with customers
• Manage a complex sales cycle from prospecting to closing; maintain sustainable revenue across technologies
• Develop new solutions strategies within key accounts to establish proofs of concepts and guide implementations of Red

Hat’s solutions

• Manage the account planning process and delivery of strategic plans Required Skills
• Excellent written and verbal communications skills, including experience presenting to C-level executives at large companies
• Broad understanding of the government acquisition process, including agency and institution specifics
• Ability to maintain a sales mentality in an environment with multiple offerings and solutions
• Responsible to drive business opportunities through shortlisted focused partners from the assigned territory for Public and government sector and assigned banks across UAE, Oman and Pakistan
• Consistent Achievement Q over Q and Year over Year.

Enterprise Sales Account Manager /Emirates Integrated Telecommunications Company

– DU Jan 2016 / Aug 2020

Job Responsibilities

• Responsible for growing the Complex Solution & ICT business in BFTM Sector across UAE Key

Account.

• My key focus is to sell the complex solution for DU for set of key customers in UAE such as (Call center,

Data Center, Hosting, Security solutions, Managed connectivity along with all related telecom products)

• Orchestrate the entire sales process, from new business development and qualification through contract negotiations, signing, and post-sales support.
• Responsible for adapting the DU Cloud strategy within my customers by bringing new business and expand sales revenue of Cloud and ICT solutions.
• Responsible to build and maintain a continuous relationship with the key Executives ppl and work closely with their team to achieve IT Modernization.
• Responsible for aligning different LOBs and partners to work closely together in the strategic deals to better serve our customers.
• Maintained an accurate level of forecast, making sure to provide proper updates of my deals and clearly communicate it to my management.
• Acquire new business and serve current accounts by evaluating telecommunications competitive insights; establishing and meeting sales and revenue objectives; controlling sales presentations; building and expanding accounts.
• Develop the Sector strategy and objectives regarding specific sales quota, new business opportunities and customer satisfaction
• Maintain the right level of knowledge of our ecosystem (partners, advisers, sales people…) about the products. Major

Accomplishments

• Awarded by company’s EVP as the first top achiever in the year 2019.
• Won the quarterly incentive two times in 2019 for being the top seller for connectivity and managed service.
• Got promoted to key senior account manager in 2019 which is the most senior grade for sales.
• Awarded for best sales achiever two times in 2016 and 2017.
• Received a company award from VP for closing the largest number of deals in 2016, 2017 in raw
• Closed the largest deal ever for DU in the media sector after replacing competition with a value of 2.4M

USD

Senior Account manager (Government Sector) / Vodafone, Egypt Feb 2014 / Jan 2016

Job Responsibilities

• Responsible for selling Vodafone ICT and Data Center solutions for government, public, Embassies &

NGO’s Sectors.

• Obtains business and serves current accounts by evaluating telecommunications competition;

establishing and meeting sales and revenue objectives; controlling sales presentations; building and expanding accounts; managing staff.

• Selling Complex sales – Mega Projects across the Middle East with strategic Accounts.
• Managing a full territory (revenue and Churn).
• Handling the whole reports to the top management (Forecast – analysis – budgeting – bidding) Major

Accomplishments

• Appointed to be the best sales achiever four times in four different quarter during journey at Vodafone
• Achieved 205% from annual target in 2015 to be the first top performer across Vodafone Egypt.
• Managed to close the largest deal in government sector in 2014 in Ministry of Interior with value of 1.5 M

USD.

• Received a global award by company CEO for closing the most strategic deal in the USA Embassy after replacing competition.

Senior Account Manager – Government, Public & Private Education Sectors / Etisalat

Egypt Oct 2010 / Feb 2014

Job Responsibilities

-Responsible for the entire sales process from business development prospecting and qualifications through contract negotiations, signing, and post-sales support

• Maintaining a continuous awareness of Partners’ competence and capabilities
• Prepare and gather all information for the lost business to suggest corrective actions to prevent losing more deals in the future and discuss it with the sector manager for proper retention
• Manage and follow up on the customer’s collection / out-standings to achieve the collection target
• Coaches junior sales team within my sector to solve sales situations to ensure that sector achieves the sales quota and ultimate customer satisfaction

Account Manager Vodafone, Egypt June 2007 / Oct 2010

Job Responsibilities

• Responsible for selling Vodafone solutions and services for Corporate Accounts all over Egypt
• Maintained strong relationship with strategic customers, ensuring best customer satisfaction
• Replacing competitors in many strategic key accounts
• Quote Carrier, Reporting, Forecasting, Pipeline Building and Closing high value deals
• Direct selling and indirect Selling with Global Partners for Specific solutions to Gov. Entitie

Bechlor degree / faculty of commerce business