Contact

Mostafa Abdou
www.linkedin.com/in/mostafa- Regional Sales Manager at Forcepoint
abdou-a197bb1b (LinkedIn) Dubai, United Arab Emirates

Top Skills Summary

Virtualization
Summary & Objectives
Security
With more than 20 years of experience in the InfoSec and IT
Pre-sales
Security, constantly achieve top ranked performance in every
position by brining revenues for new heights.
Excellent in convulsive selling to C-Level executives and translating
technical solutions into compiling investment opportunities.
Strong Account management skills, customer focused with extensive
experience in key client development and retention.
Excellent Interpersonal skills, able to build suction effective
customers and partners’ relationships
I do understand the level of professionalism and communication
required for long-term service and success in the field and for that I
am confident that the combination of my practical work experience
and solid educational background has prepared me for making an
immediate contribution to your organization.

Looking for a challenging Sales position with the opportunity to work

in a professional environment where I can effectively contribute
and play a leading role in the continued success of the company by
selling InfoSec and IT Security Advanced solutions.

CORE COMPETECIES:
• Solutions Sales
• New Account Identification & Penetration
• Revenue Generation
• C-Level Executive Interaction
• Consultative & Solution Selling
• Customer Needs Assessment & Fulfillment
• Sales Strategy and Management
• Team Coaching & Development
• Proposal Development & Bid Management
• Effective negotiation skills, persistent, driven
• Technical Proficiency (Salesforce, Unified Communications, Info
Sec, IT services)
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Experience
Forcepoint
5 years 1 month

Regional Sales Manager

January 2021 - Present (3 years)
United Arab Emirates, Egypt & Levant

Helping Forcepoint strategic customer build their Human-Centric Cyber

Security Solutions and maximizing their security posture

Regional Channel Manager

December 2018 - December 2020 (2 years 1 month)
Saudi Arabia, Egypt & Levant

Helping Forcepoint strategic partners build their Human-Centric Cyber Security

Solutions and maximizing their profitability

Arrow ECS Middle East

Regional Channel Manager
November 2017 - December 2018 (1 year 2 months)
Dubai, United Arab Emirates

Manage a broad range of activities associated with our vendors with a key
responsibility in taking the lead in maintaining and developing the product
vendors business with Arrow ECS. Achieve targets for the assigned product
vendor. Maintaining a profitable business relationship and ensuring that the
supply chain remains robust and pro-active.

Job Responsibilities
• Recruit, train, enable channel partners and manage existing channel
partner relationships
• Develop the channel strategy and plan for our region and make sure that
our partners are align and adhere to RSA’s channel program to maintain
partners loyalty, quality and quantity
• Working with partners either directly or team members to maximize pro-
activity levels and motivation to keep selling the RSA’s solutions
• Engage with the local Security Sales teams to generate new leads,
identifying prospective customers and get new logos
• Taking the responsibility of working with RSA to agree focus and activities
culminating in the development of business plans and then ensuring that these
are executed upon.

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• Working with Professional Services Group to ensure we have the appropriate
level of trained engineers and services on offer. Maximizing the sales of
services, such as installation, training, advanced technical support and
hardware support.
• Work with other RSA Global PS teams, to develop partner capabilities and
hit revenue targets across all streams. (Maintenance, Consulting, Training and
Product Implementations).
• Planning sales and marketing activities with the Marketing Team, RSA and
resellers.
• Develop a new business prospect listing to ensure that future new business
development is planned in advance.
• Responsible for the management and handling of the RFQ response
documents
• Maintain all account and new business approaches and outcomes in the
sales reporting software
• Focus on winning and keeping profitable business.

StarLink - Trusted Security Advisor

Territory Sales Manager
November 2015 - November 2017 (2 years 1 month)
Egypt, Levant and French Africa

Regional Sales Manager for the whole region plus Account Manager for 10
strategic accounts

Key Responsibility Areas

1- Business Plan Execution:

For each fiscal year, we set a business plan for the region with set targets
based on product portfolio, vendor expectations, and define the plan of
execution.

2- Manage Channel Partners across the region:

A key role for distributer is to maintain and extend its channel partners
database, while ensuring they’re well enabled to propose, sell and maintain
our product portfolio.

3- Business Development activities:

Business development is key to a successful fiscal year,

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Moreover, for some key major accounts in the region (Example: MCIT, MOI,
MOD, CIB, NBE, Misr Bank, TE, VFE, Orange, Arab Bank Jordan, HBTF etc.. )
where I have direct relations, are kept and maintained directly by myself, to
develop large projects and then assign a proper partner accordingly for project
execution.
4- Channel Partner recruitment:
Distributors strength is through the Channel Partners loyalty, quality and
quantity, therefore it is very important to always choose the appropriate
partners, to ensure proper business execution, weather its from a technical
prospective to a financial aspect. Therefore, while choosing partners,
5- Manage Quota distribution and execution:
The main goal is to run a profitable business; therefore, all the key
responsibilities listed are extremely important to achieve and exceed the set
yearly quota.
While aligning to the business plan, and setup a quota plan with our channel
partners, and creating a healthy business pipe line matrix, will ensure our
success in the market.

6- Achievements:
2016 Target Quota was 6 Million and we have achieved 110% invoicing and
135% booking
2017 Target Quota is 10 Million and our YTD achievements is 107% booking
and 102% invoicing, Q3 results was out Standing $3.5 Million (135%) $2.8
Million Invoicing (113%)

RSA Security
Channel Sales Manager
October 2010 - November 2015 (5 years 2 months)
Egypt, Levant and Emerging Africa

Channel Sales Managerr from June 2014 till Oct 2015

Senior Security Consultant from Oct 2010 till June 2013

Contribution
• Responsible for Developing/ Growing RSA Security Business with LEMA
region using a variety of sales techniques
• Own ASOC by create potential for the RSA Advanced Security Operation
Center.
• Get new logo for RSA Net-Witness solution by directly target potential
customers

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• Anticipates customer needs and identifies appropriate alternatives and
solutions.
• Identify customer's business drivers (CEO initiatives) and relate them back to
our solution.
• Channel SE for tier-one partners in Egypt, Levant and Emerging Africa.
• Have a bias for value: selling value vs. selling product
• Conduct requirements surveys and walkthrough at client sites
• Discuss and articulate solutions to business problems with client's executives
and staff
• Build and deliver custom presentations to customer
• Build and Demonstrate RSA products / solutions, in detail when necessary, to
small and large audiences.
• Develop competitive knowledge and leverage in sales cycle
• Be a visionary with the ability to articulate RSA’s product future as they relate
to the solution sale
• Develop specific areas of expertise in addition to maintaining broad product
skills
• Travel within my territory as required and worldwide.

Symantec
Senior System Security Engineer
February 2005 - October 2010 (5 years 9 months)
Middle East

• Position overview
The position is an extremely important role within the SYMANTEC presales
organization. I have to be able to effectively manage and drive the Egypt and
Levant region security presales activities in order to achieve technical closure
of large and very large opportunities.
Act as the SME (subject matter expert) in the Endpoint Security, Mail security,
DLP, Encryption, SIEM business across Egypt and Levant region.
This role requires traveling extensively & frequently throughout the MENA
region and worldwide.

• Contribution:
• Acting TAM for Telecom & Banking sectors in Egypt & Levant
• Assists the Sales Team to develop and implement specific account planning
to penetrate new customers.
• Establish relationships with the tier-one account team, Managed partners
and strategic customers in support of sales team objectives and engages and
leverages corporate resources in EMEA.

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• Presenting Symantec Solution to live audiences in public and private events
and discuss topics related to general security issues and solutions
• Demonstrate Symantec values and Security Solutions from business
prospective rather than technical prospective.
• Position Symantec to different teams at customer side, Business values to
CXO level and technical excellence to technical team
• Providing training, knowledge transfer, support and information to Partners
and Customers
• Self-managed and reporting remotely
• Supporting sales and partners with MENA based customer engagements,
road shows, workshops, PoC's and briefings
• Design/develop solutions that match to customer needs
• I am the regional ‘Technical Champion’ for the Symantec Protection Suite-
SPS family of products, and while supporting the Sales team, also enjoy
speaking at Marketing events.

Summit Technology Solutions

Senior Customer Support Engineer
September 1999 - January 2005 (5 years 5 months)
Cairo Governorate, Egypt

Senior Customer Support Engineer. From Jan 2014 till Jan 2005
Customer Support Engineer From Sep 1999 till Dec 2003

Contribution:
• Install and administrate all Symantec Products like Firewalls, IDS, IPS, VPN,
content filters and Antivirus Enterprise Edition.
• Network engineer responsible for all Network issues within Orascom Group.
• Install and administrate all HP Compaq products like ProCurve Switches and
Servers
• Ensures support plans and services meet customer needs and expectations.
• Assists in the evaluation, testing and recommendation of hardware, software,
and network configurations based on customer need.
• Analyses user requirements and statistics to identify trends and resolve
performance issues.

Education
Faculty of Electronic Engineering - Computer Science
Bachelor's degree, Computer Engineering · (1994 - 1999)

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