Rasheed Yaser Jamjoom (Business Development Director) - Ministry of Haj ($267.0K) MY!
A recognition message from Mazen Ballout (RVP):
A great 1st Deal for Rasheed Jamjoom in his first month with Gartner. Rasheed joined as BDE and he was territory live last week of February by the time Dubai Symposium was kicked off. A day before Symposium Rasheed have told me if I get the CIO of ministry of Hajj to Symposium I am sure I will convert him to client, With Help of Ahmad Alamer including the Ministry of Hajj CIO in the list of Al Elm we got him to come in the night before the first day of Symposium to Dubai.
Rasheed did a great job in making the CIO 3 days a great Journey and the best ever by leveraging resources to peer network with CIO, choosing the sessions aligned to his MCP and have for him the most powerful POC in the 1:1 sessions with Analysts including EP POCs.
The CIO finished his day 1 amazed by the value of the content he received and during his Dinner with Rasheed he told him I am convinced. Toward the 3 days Rasheed continued involving the CIO with putting additional urgency to sign the contract, just before the final Keynote Rasheed leverage the presence of David Godfrey and DJ to drive the signing ceremony for a 250K NCVI. Great work Rasheed, what a great start with a big net new Deal, feel proud of this achievement as we do all!
Best regards, Mazen
Abdulghafor Alsaeed (AE): Insurance Authority ($147K)
A recognition message from Ramzi Fakhereddine (AM):
Insurance Authority is a great win for Abd Alsaeed at a 147k $; it is an outcome of a long sales cycle that demonstrated Abd’s perseverance to overcome challenges during a sales cycle to deliver on his commitment.
To start with, Abd managed to build a trust based relationship with the Director General of the Authority. This shows Abd’s TBVA capabilities which helped him overcome many challenges during the contract negotiations.
Abd also worked in collaboration with other LOB’s including EXP and Legal. Earlier in the sales cycle, Abd leveraged the EP POC and managed to deliver a good POC with Hilmi Rifaii which helped the Director General of IA and his team to see Gartner’s value early on.
Abd worked closely with Yosr Hamza to finalise a very challenging contract and a very tough legal team; contract negotiations went on for over than a month.
I want to extend our appreciation to Yosr Hamza who went through multiple reviews with the client’s legal department and took calls during her leave and at late hours to help Abd meet his commitment and close the business in the month of March itself. Many thanks Yosr.
Abd, this is your first deal in 2017 and a very well-deserved 10,000 $ Bonus, I am sure many deals will follow this one. Looking at your pipeline, It looks very promising and am sure you will be among the top achievers of 2017.
Congratulations Abd and well done.
regards, Ramzi Fakhereddine
Stefano Ferrara (AE): Injazat ($108.4K) MY - EXP+GTP
A recognition message from Fadi Jaber (AM):
Think BIG, Execute Flawlessly and Persevere. Well Done Stefano on this deal. This is a great example of Growth Through Accounts, Stefano, was able to understand their transformation plans and goals clearly. He mapped out the solution by meeting all the team members involved in the transformation.
He was able to communicate this plan to the CEO & CFO, and mutually agree with clear steps on how Gartner will be key to the transformation. He rallied all our resources from EXP, Symposium, Majestic, BYB, Compliance, Analysts (Santosh Rao & Julie Short) and David Godfrey to demonstrate our capabilities against their transformation. Injazat was even a DMT situation where the CEO is new. This was also a C/R with 108k Growth. It was also a non-compliant and he was able to leverage the rules to get the deal.
Stefano has literally needed to execute ALL the Steps in our Pathway to Gold from engaging them, executing retention lifecycle, Seize High Leveraged situation, TBVA at the highest level CEO & CFO, Sell Team solution, Drove High Activities within the account, converted the prospect from Symposium, and leveraged the rules. WOW! This is one the best deals I have seen in Gartner. Well Done!
I would like to thank our ExP team, Arnold for supporting the PoC. Majestic Program - Chiaralba Bollini & Ramzi Fakhereddine, David Godfrey's support in meeting them during Symposium, Manfred for GTP, Santosh Roa, Brian Prentice & Gorge Lopez for the PoC from our research team. All of our events team and Symposium Dubai our biggest opportunity for Growth.
Chris Abi Khalil (BDM): Aramex 'ADDITIONAL SEAT' ($45k) today on top of 27th $80K deal!
A recognition message from Mohy Shams (AM):
Good Afternoon Team,
Christian Abi Khalil does it again…. Chris just secured an additional seat in Aramex with the Head of Digital with a GITL seat at $45k NCVI!! This takes the total net new deal with Aramex at $125k for a 1st April start, securing Chris’ $10,000 bonus!!!!
This has been such a hard fought deal that Chris has driven in true Gartner style – seizing the opportunity there & then to close, off the momentum of closing $80k with Aramex earlier this week!
The beautiful part of this deal was that a new and time pressing inactive around ‘Customer Persona’ was uncovered in Chris’ meeting with the Head of Digital & was able to show immediate value of how Gartner’s research can help now. Chris’ super clock speed kicked in & he seized the moment by opening Gartner.com and highlighted how the research document can support him around ‘customer persona’. The client was blown away and he then opened up and explained how the concept of employing a Data Scientist is of high importance to him also, which is another excellent topic area Gartner can help with.
This one meeting was enough for the Head of Digital to sign off $45k out of his own budget in 1 day & staying true to his word – returned the signed paperwork this morning!
Aramex has been such a great example of how to set up our AE partners for massive growth. This account will be adding additional seats and it’s a great example of how the BD team is lining up fantastic growth accounts for AEs to grow the CV through delivery of value. The current opportunity in this account has only been surfaced, whereby there is still $150k that is waiting to convert with a little more time and value delivery.
Chris – you have done an amazing job in this account and you are handing over a fantastic example of a growth account to our AE partners with impeccable demonstration of ValueSelling and closing skills!
Great job for securing this important win & huge congratulations for securing your $10,000 bonus!!!!
... below was the original ARAMEX deal on Mar 27th (Monday)
the original recognition message from Mohy Shams (AM):
As we are racing towards the end of the month and closing our gaps every day to secure our bonuses or get that little bit further ahead to secure WC in Q2. Our very own Christian Abi Khalil closed Aramex for $80,000 NCVI (EXP), receiving the contract late last night!!!
This is a deal that Chris has been working on tirelessly and the level of ValueSelling he has demonstrated is second to none. To confirm this, if you ask Chris anything about this account, he will instantly know the answer. He has gone through their annual reports to uncover their MCP and understands the intricate details of the initiatives that align to their MCP and what’s getting in the way of achieving this. In fact, one of the comments from the senior leadership team in Aramex told me is that Chris seems to know more about Aramexs’ strategy then himself!! Chris knows this account inside out and one of the ‘WOW’ moments was when Chris presented to the CEO by pulling up their investor report, using their language and helping the CEO understand where Gartner fits in (attached). To me, this was a perfect display of confidence, conviction and articulation of Gartner’s proposition aligned to the real MCPs of an organization.
This is a testament to Chris’ ability to get in high in the organizations meeting directly with the CEO and in addition, confidently presenting in front of a room of 20+ senior executives that was hosted by Aramex to showcase Gartner’s value to the wider team. This workshop was supported by Ed Gabrys who executed flawlessly during the Digital workshop, engaging the audience with thought provoking insights. Dr Hilmi has been working in the background to demonstrate value to our new & super happy client who did a great job in Symposium and during the workshop also.
Chris has been incredibly resourceful by leveraging John Kost, Andrew Chadwick, Dr Hilmi and Ed Gabrys to engage with Aramex at the highest level. Chris is on a mission to close out additional seats by the end of this month in order to secure his bonus, whereby the CEO shook Chris’ hand on doing a $320k deal, bringing on 4 seatholders altogether. However, the urgency and intensified pain that Chris has created for one of the seatholders meant that he could not wait and needed Gartner NOW – hence returning a signed agreement for 1 seat to help address him immediate problem that Gartner can help with!
Chris – Huge congrats on winning this incredibly important and strategic account for Gartner. You have done such an amazing job in working with all the relevant stakeholders to craft such a great image of Gartner in their mind. You have persevered through ups and downs with this account and you’ve got yourself a great win! I know you’re not done and you have more out there, which I’m confident you will do whatever it takes to secure it!
Thank you to the wider lines of business that have supported Chris on this deal;
- John Kost
- Ed Gabrys
- Dr Hilmi
- Andrew Chadwick
Without your involvement in continuously working as One Gartner & showcasing Gartner’s value, we would not have been able to secure this important client win. You will see this account grow and grow and it’s down to the foundations being put in place from now.
Well done again Chris – you should be really proud of the great work you’ve put into securing this deal!
Happy closing team!
Donato Manella (BDD): GlobeCom ($56K) MY!
A recognition message from Mohy Shams (AM):
Good Afternoon Team,
As there is so much hype in the Dubai office with Chris closing an additional seat with Aramex, Donato Manella is our front line soldier closing deals in Oman!
I’m so thrilled to state that Donato has closed his 3rd NCVI deal in March with a great $56k NCVI (multi-year) + $4k XREV deal with GlobeCom – pictured above with a super happy new client!!!
Donato has been non-stop driving high activity, qualifying hard, understanding his gaps and closing them by being incredibly resourceful. Donato has the mindset of an absolute champion, not just because he’s closed 3 NCVI deals in March, but for small things where his resourceful mindset kicks in. For example, there is no Local Briefing event in Oman or Bahrain, therefore he could either complain and make excuses that there are no resources to help, but Donato decided to invite all of his Bahrain prospects to the Local Briefing taking place in Saudi Arabia which is a few hours’ drive away!!! This is just one of many examples of Donato’s mindset when it comes to being resourceful and doing whatever it takes to get the job done!
Donato walked me through how this deal happened and he explained to me that one of the main reasons why this deal closed today is because of our Rockstar Gartner analyst, Santhosh Rao!!!! He was instrumental to articulate the value of Gartner & gave confidence to the client in how he would deliver value to support the clients mission critical priority, which convinced the client that they need to be a client now! The credibility, commitment and knowledge that Santhosh brings to the region is second to none and it’s really appreciated.
It doesn’t surprise me that Donato gave me this feedback because Santhosh has proactively been working with our team to collaborate and support, which is a breath of fresh air.
Santhosh – thank you sir!
However, NCVI is a team sport and this would not have happened without the support of DealHub (Kiran Maistry!) working late nights and responding as quick as he can to sales requests. Kiran hasn’t just supported Donato on this deal but with many others across our BD team and is a true champion of ‘NCVI IS A TEAM SPORT!’
Kiran – thank you for your support & commitment!
This takes Donato to be the top BD in The Elite Team writing a whopping $146k NCVI (and $4k xrev!), securing his $10,000 bonus and helping the region push the boundaries of writing a record breaking Q1 growth! Thank you for your commitment, dedication and contribution to the team Donato – huge congratulations!!!
Mohammed Sarah (Sr. AE): SAAB EXP Basic 62.8K MY
A recognition message from Tarik Imam (AM):
By this Deal Mohammad has set a new definition for Perseverance, Saudi British Bank (SABB) is the extension of HSBC in Saudi, Not the easiest scenario for a sales person to convince take a local decision, Not to mention the recent changes at their C-Level and what that introduces as a challenge.
HSBC Client Director and Sales learning Resources were helping factors that Mohammad has smartly leveraged to decipher this Opportunity , And by this Deal Mohammad is the first in my team who hits his plan and secures Fast start Bonus, Congrats Mohammad on a Rock Solid start of 2017, This is certainly setting the required Foundation for the planned Club 300/Eagle.
Area Manager - Kingdom of Saudi Arabia
WELCOME NEW HIRES!
Daoud Abu Qasheh (Sr. AE)
A welcome message from Ramzi Fakhereddine (AM):
Dear All, It gives me a great pleasure to welcome Daoud Abu Qasheh to Gartner Gulf!
Daoud joins us from LinkedIn with an extensive knowledge in the public sector domain. Daoud has been a top achiever in linkedIn for multiple of years now and was recognized multiple times for his achievements. He possesses an unlimited mindset, believes in team collaboration and a professional that masters value selling. I trust that this will set him up for great achievements within Gartner.
Throughout the interview process, Daoud showed he is a driven person with a positive mind-set and a great Executive presence, a professional who embodies processes and best practices; I strongly believe that he will smash the records whether in retaining his existing business or growing his territory to an unprecedented levels.
Daoud will be joining the UAE public sector team to cover a part of the UAE federal Government which is our Growth engine this year.
Please join me in giving Doaud a warm welcome!
Best regards, Ramzi Fakhereddine
Desmond Hewitt (Sr. AE)
A welcome message from Fadi Jaber (AM):
Please help me in welcoming Desomd Hewitt to Gartner.
Desmond has over 20 years of experience in Technology, he joins us from Oberthur (a payment solution provider) where he was managing key and strategic banks in the region. Desomd will be managing Banking & Financial Services in Abu Dhabi. Among the many great traits he has, but what stands out for me in the hiring interview, was his ability to drill into 2nd & 3rd level of questioning. This will be key for the territory he is in, as it will help us be able to pin point challenges to solve for our clients. Welcome Desomd and looking forward to working with you
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