1. Ishtiaq Mohammed
Al Khobar, Saudi Arabia  + 966 502419051  ishtiaqm@gmail.com
Senior Management Profile: Sales & Business Development
~ Demonstrated excellence in formulating effective sales & business strategies that generate quantifiable results ~
~ Record of delivering extraordinary results in revenue growth, customer satisfaction and profitability ~
Accomplished and results-driven senior industry professional with more than 25 years of insightful experience, driving sales
and managing business expansion across diverse sectors in GCC region. Excellent track record of success in sales and business
development with quantifiable results. Expert in developing and executing effective business strategies, outreach to build
relationships, securing new accounts while maximizing sources of revenue. Proficient in identifying business potential in
untapped areas through appointment of new channel partners and achieving business growth objectives. Effective negotiator
with persuasive presentation skills, building solid relationships with key stakeholders. Proven ability to articulate value and
enterprise solutions to CxOs in multiple industries. Significant exposure to Saudi and UAE cultural environment
Domain Expertise: Energy & Utility, Process Manufacturing, Discrete Manufacturing, Oil & Gas, Petrochemical Industry,
Chemical Industry, Wholesale, Food and FMCG, EC&O and Semi Government
Core Competencies include...
Strategic Business Planning
Sales & Business Development
Key Account Management
Channel / Partner Management
Sales Cycle / Process Management
Strategic Partnerships / Alliances
Customer Service / Relations
Modern Cloud Strategy
Market Research & Analysis
Liaison & Coordination
Training & Development
Team Building & Leadership
Leadership Strengths & Highlights
 Demonstrated expertise in developing and implementing strategic business plans for accomplishment of sales targets and
expansion of marketing network while managing competition
 Skilled in bringing in key accounts with long term revenue perspective, identifying their needs, strategizing sales pitch,
presenting appropriate company product and service offerings, negotiating and nurturing relationships for business growth
 Excellent understanding of business dynamics and updated market knowledge, with ability to drive business expansion
through aggressive sales initiatives that deliver revenue growth, market share and penetration
 Visionary & decisive leader a consultative sales style, strong negotiation skills, exceptional problem solving abilities, and a
keen client needs assessment aptitude. Possess growth-centered mind-set and practical management style with ability to
lead and motivate teams towards maximizing productivity
Professional Experience
Territory Manager - ERP MRD | Oracle, Saudi Arabia Mar 2014 to date
Responsibilities:
 Working as ERP ASR for named accounts in the Eastern Region while managing healthy business relations with them
 Manage enterprise accounts and develop new business opportunities in the large enterprise segment
 Manage sales of consulting/professional services and architect technology solutions in support of customer business and
strategy requirements
 Assist customers in building their Business-to-IT strategy as well as multi-year business vision
 Render support to customers in shifting their existing Oracle investment to Modern cloud – best-in-class CLOUD APPS
(SaaS / PaaS)
 Focus on achieving ROI benefits through standardization of business processes
 Conduct market research and analyze competitors’ activities to identify and develop the company’s unique selling
propositions and differentiators
 Prospect for potential new clients by leveraging networking skills and turn it into increased business; present new
products and services to clients suitable to their IT/technical requirements
 Build and maintain healthy business relationship with new clients as well as enhance relationship with existing clients
through qualitative service delivery and prompt resolution of queries

2.  Analyze online experience of customers and spearhead efforts to improve the same; work with technical staff and other
internal team members to meet customer needs
 Focus on driving customer satisfaction through highest level of customer service; communicate product features/benefits
to clients, resulting in long term customer loyalty
 Render support to the leadership team and lead sales team to facilitate efficient business operations, ensuring
achievement of pre-defined business objectives
 Consult with mid and senior level management on business trends with a view to develop new services and products and
increase market presence of the organization
 Coordinate and manage the pre-sales, co-prime and implementation partners for Demos, POC and Presentations
Highlights:
 Successfully introduced modern cloud solutions and managed conversion from on-premise to cloud
 Efficiently transformed some key accounts from other applications in favor of Oracle
Solution Specialist - Business Analytics | SAP, KSA Oct 2012 - Feb 2014
Responsibilities:
 Worked as Solution Specialist for Enterprise Performance Management (EPM) - Office of CFO Solutions which includes
BPC, SSM, PCM, Financial Closing, DM and Treasury Function
 Provided Analytics solutions to customers that offers a comprehensive integrated platform to unlock the real value in their
data for smarter decision making and profitability
 Rendered strategic support to AE in positioning Office of CFO Solution at Net new names and at exiting named accounts
 Researched and identified organizations having challenges to create value using data and turned them into new business
opportunities
 Contributed in developing and implementing winning sales and marketing strategies in coordination with product and
marketing manager and monitored progress versus established internal and external benchmarks
 Interacted with clients to understand their business requirements, gained understanding of their organization, processes,
business strategies, products and services, and accordingly provided analytics solutions
 Developed and sustained healthy business relations with new and existing clients and ensured complete client satisfaction,
thereby creating opportunities for repeat business
 Analyzed clients’ feedback to develop better future plans in order to improve the organization’s market position and
achieve financial/business growth objectives
 Supported business partners with enabling and leveraging the multi-solution portfolio
 Coordinated and managed the Pre-sales, co-prime and implementation partners for demos, POC & presentations
Business Development Manager | Al Bilad Arabia Company Ltd, KSA. Apr 2010 - Sep 2012
Responsibilities:
 Developed structured business plan covering sales, revenue and expense controls, with focus on meeting agreed-to
volume, market share and profit objectives and promoting the organization’s presence throughout the region
 Spearheaded efforts to provide SAP services and solutions (SAP ALL IN ONE Solutions (with licenses), consulting,
implementation, upgrades, enterprise support (on-site, off-site & off-shore) and all services related to BAT/LOT including
licenses, consulting, BPC, GRC, Strategy Management & HANA) to clients
 Developed and executed strategic sales and business plans for capitalizing on existing client base; directed the
implementation of sales strategies to enhance revenue and profitability as well as to expand market presence
 Built regional business growth strategy and sales targets, and motivated team members to achieve assigned targets in
alignment with company regulatory and compliance initiatives
 Managed business development initiatives with focus on top-line profitability and increased sales growth; developed
healthy business relations with key decision-makers in target organizations for business development
 Mapped client’s requirements and provided best products to suit their requirements, ensuring complete client satisfaction;
developed healthy business relations with them to achieve repeat/referral business
 Kept abreast of market dynamics, changing market trends and competitors’ activities to provide inputs to the senior
management for annual sales and business strategy
 Conducted feasibility studies and extensive market research to implement sales plans and proposed business
recommendations to the senior management to support all market activities
 Spearheaded effort and strategized new initiatives to maintain company’s competitiveness by analyzing latest marketing
trends and industry changes
Highlight:
 Bagged Best Sales Performance Challenge 2011 Award from SAP
Regional Sales Manager - KSA & Bahrain | 3i Infotech Saudi Arabia Ltd Jul 2006 - Mar 2010
Responsibilities:
 Developed strategic business plans to create new business opportunities for ERP, Business Intelligence and other products
of the company including DMS, Investment, Insurance, etc.

3.  Driven sales efforts and led a large sales team to achieve monthly/annual sales targets in a given time frame, and
ensured that sales target is met at the lowest operational cost
 Directed all sales and business development initiatives of the company; identified potential customers, negotiated
the terms of agreements and effectively closed sales deals for ERP, BI & Hyperion
 Organized and delivered demos and presentations, prepared contractual agreements, and determined fit and specific
value-add that ERP solutions brings to the customers
 Cultivated new accounts through effective sales strategies, networking and sales presentations to existing and
potential clients, thereby developing a large customer base
 Driven customer satisfaction scores by providing highest level of customer service; communicated features/benefits
of company products to clients, resulting in long term customer loyalty.
 Identified, selected and appointed new channel partners; coordinated with cold-calling teams and provide guidance to
increase sales opportunities
Highlight:
 Received Key Account Management Certificate from the company
Project & Business Development Manager | Natcom, Saudi Arabia Nov 1999 – Jun 2006
Responsibilities:
 Worked as Project and Business Development Manager for Oracle e-business Suite & Orion projects
 Integrated business requirements with technology and identified appropriate technical solutions to business problems
 Delivered Oracle e-business presentations and demos as well as provided sales/pre-sales support for Oracle products
 Spearheaded efforts to generate leads in private and govt. sectors to achieve business growth objectives
 Developed strategic sales plans to ensure sales for HP, Intermec, Oracle, Citrix & Microsoft
 Led the implementation of ERP System ‘ORION’ and ‘ORACLE E-Business Suite 11i’ in the organization
 Responsible for studying and analyzing business processes, planning and scheduling of project, codification setup and
chart of account setup
 Manage installation of Oracle 8i and 9i data server & developer used for implementation on Windows 2000 server
Highlights:
 Successfully managed implementation of Oracle e-Business Suite 11.9 using Oracle’s AIM Methodology
 Implemented and managed 20+ projects at different sites on GL, Sales, Stores, Manufacturing, Payroll and Fixed Assets
Previous Assignments
IT Manager | Switz Corporate, Dubai Jun 1997 - Oct 1999
EDP In-charge | Switz - Al Mintakh Est., Saudi Arabia Jul 1991 - May 1997
Systems Analyst cum Programmer | Al Maha’an Trading, Saudi Arabia Oct 1988 - Feb 1991
Education
 Bachelor of Science, Bombay University, Bombay
 B.E in Computers, Institution of Engineers, Bombay, India
 Post Graduation in Computer Software & Applications, Bombay, India
Professional Courses & Seminars
 Oracle e-Business Suite 11.9 in Finance and Distribution from Oracle University (GL, AP, AR, CM, OM, PO, OI, FA, AIM)
 Certified as ‘Oracle Implementation Champion’
 Oracle 8 & 8i - DBA Course from Concourse - Mumbai
 Oracle Internal - from OraMaster - Riyadh
 SAP Year One Success & Sales Level 1 & 2 Certification
 Oracle EMEA Personal Leadership & Influence Programme – CMI Accredited Programme
 Sales Strategy Workshop for Opportunity Management – InfoMentis
 Selling SaaS Apps with PaaS, Global: Oracle Sales Academy
 Certification Course from Microsoft Arabia on ‘Secrets of Successful Sales Persons’
 Key Account Management Programme from Insight Learning Organisation
 Citrix Southern Europe Sales Certification - ICCC Certification Examination
 Administering Windows NT 4.0 (Course 803) Compubase, Dubai
 Windows NT 4.0 Core Technologies – (922) Compubase, Dubai
 Microsoft Exchange 5.0 Core Technologies Compubase, Dubai
 ORACLE 7.2 Workshop: Canadian College of Business, Dubai
 Technician Certificate Institute of Engineers - Calcutta, India

4. Technical Skills
 Oracle: E-Business Suite, JD Edwards, Fusion Cloud
 SAP ERP: ECC 6.0 , Business All in One, Business Object
 ERP System: Oracle e-Business Suite 11.5.9 (GL,AR,AP, CM,FA,OP,OM,OI)
 RDBMS: ORACLE 8i & 9i ( SQL Plus, Discoverer 2000), Access, Foxpro
 Operating System: Windows 2000 Server, Windows NT, Sco- UNIX, Linux, Windows 98 and 95, Novell Netware
 LAN / WAN: Citrix, 3 COM Hubs, Cisco Router, TCP/IP, RAS & Dial-up connectivity
 Email: Microsoft Exchange, Net Access, MS Outlook
 Application Programs: MS office 97, MS Project, Lotus, Dbase, Foxpro, Al Arabi
 Hardware: Compaq & HP Servers, Intermec HHT, Notebook
Personal Details
 Date of Birth : 27th
July 1966
 Languages Known : English, Arabic and Urdu
 Nationality : Indian
 Marital Status : Married
 Visa Status : Employment Visa (Iqama)
 Passport : Z1953717, valid till Oct 2020