Jihad DANNAWI

En résumé

Entreprises

• Syntegra - Software Project Manager

  maintenant • Conception, development and support of the HR intranet.
  • Managing a team of 2 developers

• Microsoft France - Sales Solution Specialist

  2011 - maintenant

• Microsoft Australia - Solution sales specialist (enterprise space segment)

  2008 - 2011 My job is to drive the developer tools revenue in Microsoft’s Australia subsidiary across the Enterprise space. I’m owner of the subsidiary development tools pipeline and forecast. My main activities are:
  • Identify, manage and close sales opportunities
  Data analysis, pipe management
  • Fortnightly business performance review per segment and ATU territory
  Work with the AM, ATS, LSS or solution and transactional partners to drive detection and closing of opportunities
  I'm owner of the EPG forecast on my products (recurring, flow, renew, pipe, campaigns and bets to close the gap ….)
  • Monthly synchronization with the LARs
  Readiness, revenue generation campaigns, pipe
  • Being the trusted advisor
  World class solution advisor for our customers (solution knowledge)
  World class sales resource for the channel (lead generation, support)
  World class product champion for our Internal resources (readiness, training, business insight)
  
  Achievement: 115% YTD for FY10 and 99% budget achievement for FY09

• Microsoft France - Solution sales specialist (Small/Medium business segment)

  2006 - 2008 SMSP is an indirect market so my main focus was to leverage and influence any component of the interaction with the small business and mid-market customers. Three main activities
  • Detect and close deals (50% of my time)
  Owner of the SMSP developer tools pipe (detection, pipe management, forecast)
  • Channel management (30% of my time)
  I developed a list of strong key channel partners (distributors, LARs, managed resellers, Vars). I was managing the channel marketing and sales activities to support the revenue generation campaigns
  • Lead generation (20% of my time)
  I created and managed a team of four vendors for the leads detection.
  Achievement: 99% budget attainment in FY08 and 106% in FY07

• Microsoft France - Product Marketing Manager

  2004 - 2006 Being a PMM is a pivotal situation as you need to influence different parts of the organization while dealing with short-term (revenue) and mid-term (adoption) objectives. The key success is to create, plan, build and track marketing campaigns and orchestrate all the internal and external resources to maximize the impact. I was balancing my energy between adoption (customers and internal readiness, press and influencers relationship, adverting, value proposition messages) and revenue (promotion, channel activation, incentives, sales orchestration and pipe detection). I probably spent 50% of my time with the channel (Disti and VAR, Managed VARs and LARs)
  
  Achievements: launch of Visual Studio 2005 for the French market.

• Microsoft France - Event Marketing Manager

  2001 - 2004 Key Areas of Responsibility
  • Developer Technical events
  - 16 000 attendees over the fiscal year
  - Content creation and delivery
  - Marketing campaigns (mailing, emailing, promotion, online communication, advertising)
  • Creation of a unified contacts database
  • Owner and Manager of a marketing budget
  
  Key Achievements
  • + 77% attendees growth
  • Creation and execution of a national tour lab mechanism (selected as a World Wide best practice at the annual World Wide Microsoft internal event (MGB New Orleans, 2003))

• Microsoft France - Support engineer

  2000 - 2001

Formations

Réseau

• Arnaud BERREBI

• Benoit JOUSSE

• Didier MAIGNAN

• Frédéric MODE

• Marc BAILET

• Mélanie VANNIER

• Pascal VEYSSET

• Philippe ABEILLE

• Renaud MARCADET