Mohab Gaafar
Cybersecurity - Sales Representative
Cairo,C
Summary
With over 8 years of experience in cybersecurity sales at IBM, I have developed a deep understanding of the evolving threat landscape and the critical importance of robust security solutions for enterprises. Throughout my career, I’ve specialized in helping organizations implement IBM’s comprehensive cybersecurity portfolio. Expertise lies in identifying client needs, delivering tailored solutions, and building long-term relationships to ensure clients' security and compliance requirements are met. I have a strong track record of driving sales growth, managing high-value accounts, and leveraging IBM’s cutting-edge technologies, including AI and automation, to provide innovative solutions that protect businesses from emerging cyber threats
Overview
9
9
years of professional experience
2019
2019
years of post-secondary education
2
2
Certifications
2
2
Languages
Work History
Cyber Security Brand Specialist
IBM
Gulf & Levant
01.2023 - Current
- Deep brand expertise and an in-depth knowledge of the competitive landscape
- Ability to integrate software solution components into a client-valued solution
- Responsible for driving “outbound” opportunity identification, new client, progression and closure of product portfolio with emphasis on Product Led Growth (PLG) products with Ecosystem partners.
- Work directly with partners, including GSIs to drive sales of IBM Technology across sell-to, sell-through and sell-with motion
- Coached and led new joiners for growth and success in different teams representing multiple routes to market and/or multiple brands
- Territory Plan based on different Countries, Industries and Solutions
- Collaborate with FLM and different Segment Leaders to deliver client values and achieve IBM business results
- Negotiating and closing deals both independently and via Channel Ecosystem
- Developing new IBM customers as well as maintaining the existing ones
- Generate and maintain a robust pipeline of new and existing customers through the channel
- Achievements:
- Achieved YtY Growth of 426% in 2023
- Achieved YtY Growth of 30% in 2024
- Contributed with 27% of Total Security SW in GLP in 2023
- Contributed with 30% of Total Security SW in GLP in 2024
Cyber Security Brand Specialist
IBM
Africa Growth Market
01.2022 - 12.2022
- Deep brand expertise and an in-depth knowledge of the competitive landscape
- Ability to integrate software solution components into a client-valued solution
- Responsible for driving “outbound” opportunity identification, new client, progression and closure of product portfolio with emphasis on Product Led Growth (PLG) products with Ecosystem partners.
- Work directly with partners, including GSIs to drive sales of IBM Technology across sell-to, sell-through and sell-with motion
- Coached and led new joiners for growth and success in different teams representing multiple routes to market and/or multiple brands
- Territory Plan based on different Countries, Industries and Solutions
- Negotiating and closing deals both independently and via Channel Ecosystem
- Developing new IBM customers as well as maintaining the existing ones
- Generate and maintain a robust pipeline of new and existing customers through the channel
- Achievements:
- Achieved YtY Growth of 122%
- Contributed with 36% to the 1H SW achievement
- Contributed with 14% to the 2H SW achievement
Business Development Representative
IBM
MEA
06.2016 - 12.2021
- Responsible for identifying high quality IBM Software across various brands with a focus on Security, Automation and Data & AI
- Nurturing marketing leads and generating potential business opportunities
- Respond to inbound new business prospect Calls, Live Chat and Marketing Leads
- Collaborate with IBM Marketing and Sales leadership to execute targeted new Sales Plays
Education
Postgraduate Diploma - Digital Business
Emeritus Institute of Management
Bachelor of Science - Networks Engineering
German University in Cairo
Skills
Cybersecurity Expertise
IBM Full SW Portfolio Knowledge
Industry Knowledge
Regulatory Compliance
Technical Skills
SaaS Selling
Certification
CCNA Routing & Switching License 200-120, 2014
Timeline
Cyber Security Brand Specialist
IBM
01.2023 - Current
Cyber Security Brand Specialist
IBM
01.2022 - 12.2022
Business Development Representative
IBM
06.2016 - 12.2021
Bachelor of Science - Networks Engineering
German University in Cairo
Postgraduate Diploma - Digital Business
Emeritus Institute of Management
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