Date of Birth: 05 April 1970
Nationality: South African
ABOUT THE CANDIDATE:
Abdurrahman has been in the Telecommunications industry for over 27-years. He has always given his best. His career started off in Telecommunications at Telkom South Africa. He held many positions with this company. He started off as a technical engineer and grew to become an Account Manager. His last engagement at Telkom was taking care of the International and Broadcast clients of the company. He was responsible for satellite and terrestrial products.
Due to his experience in Satellite, he was approached to join a US Company called Verestar Inc. with their HQ in Washington DC. Verestar opened an office in South Africa to look at doing business in the African content. The company was selling telecommunication solutions via Satellite and international fiber. This was a new challenge for him. From a zero revenue and customer base, his territory grew to $5m/y in revenue. He covered different territories within his tenor at Verestar, mainly in Africa but for a period of time he covered the Middle East. During this period he worked with various European teleport operators for services in Africa. He built a relationship within Europe as well during his period at Verestar. Unfortunately, the company filed for bankruptcy and the local African office was shut down together with other global offices. During this time, he earned a lot of respect from peers and the senior management of the company.
He joined iDirect as the first Sales Director for Africa with the assistance and reference of his former MD, Africa at Verestar. iDirect is a manufacturer of VSAT HUB and Remote equipment. He grew the African territory from one VSAT Hub to such an extent that iDirect is now well-known in the satellite VSAT industry as a major role player in the African continent. He grew revenues for the company in this region where Africa contributed almost 30% of the total company revenue. He prides himself by selling over 30 VSAT hubs in this region. More than 80% of the operators in the region own and operate an iDirect platform through his efforts over the years.
After leaving iDirect, he was approached by the CEO of Newtec in Belgium. Newtec is a manufacturer of satellite equipment for Broadcast, Trunking and VSAT markets. He was Sales Director for Sub-Saharan Africa. He promoted Newtec VSAT and Broadcast equipment into the marketplace. He was instrumental in opening new doors and a customer base in Africa that included Broadcasters, ISPs, Telcos and MNOs, for the company during a very tough period within the satellite industry. He also played a huge role with the development of the Company’s new VSAT system called DIALOG. Revenues doubled during his 2 years with the company. He was selling satellite based products for Broadcast, Trunking and VSAT solutions within this region. His major accomplishment was selling a VSAT into Africa within the 1st 3-months after joining the company – the company record! He also prides himself by over achieving his target by 155%.
He was then approached by Ceragon Networks, based in Israel. He joined Ceragon as the Regional Sales manager for Southern & Central Africa. The company manufactures and supplies Microwave Radio equipment. The market is primarily Telco and MNO’s. During his period at Ceragon, he managed to win a huge tender in Africa. Together with this accomplishment he was actively involved in resolving many operational issues with key accounts in the region with major Telcos and MNOs. A lot more sales opportunities were opened before he left the company, with some large MNO’s in the region.
He was then approached by the MD of ABS Africa to join the local team. ABS is a satellite operator that owns and operates 6-satellites having global coverage. He joined ABS as Senior Sales Director for Southern Africa. During his first 3-months he signed up a major Broadcaster client in Africa. The business started growing in his region. His strategy was selling solutions rather than just satellite space segment. He opened markets in Video and Internet services within his defined territory. He grew the business in his territory from an almost zero revenue base within a period of two years.
Abdurrahman is driven by aggressive sales targets. He is an ambitious business orientated individual that always pushes to exceed his given targets. He is by nature a hunting personality that also includes maintaining and growing relationships long term. He is always very proactive and drives business. Based on targets, he forms his own strategy in line with company objectives and seeks to over achieve them.
Abdurrahman is dedicated and very customer focused. He has been very successful in the region. Business development and Sales were his key responsibilities including maintaining and growing existing business. During the years he managed to earn the respect of his customers and people within the industry. He performed his business in an ethical manner and has been very successful. He is excellent in researching and gaining competitive knowledge which he utilizes in a professional manner.
Abdurrahman’s sales roles involved working for vendors in his last few engagements. Due to his technical background in his early telecom days, he uses these abilities to get involved in the technical aspects of a sale. He worked with major Satellite operators like SES, Intelsat, ABS, Hellasat, Measat and Eutelsat to achieve successful satellite sales in the region. He has been involved in link budgets analysis, technical designs and 3rd party equipment (antennas, SSPAs, LNBs, etc.). His microwave career had been very promising where he had to learn very quickly as he was dumped into various customer issues. He is good at resolving customer issues and retaining customers. He will go out of his way, within company guidelines, to resolve any customer issues. He prefers working in a team environment, even if the team members are scattered around the globe. He draws strength and knowledge from team work.
He had to negotiate and close sales on his own with the help in the background by the company’s legal, support or operational teams. He has presented at all levels including CxO levels. He has gained a good reputation in the industry with respect from individuals at all levels. Due to his various relationships in the different countries in EMEA he built up a good network which assists him in various accounts and also to penetrate new ones.
He generally identifies leads, qualifies them, assess the strategic nature of the lead and then maps the account. Based on the strategy, he targets different organizations within that lead. It would entail, operations, engineering, support, commercial and finance. He is a good “cold caller”.
Abdurrahman has experience in dealing at high level executives (C-Level) within any organization. He also dealt with the Belgium Ambassadors of Kenya, Angola & DRC. This interaction involved sales to Government organizations and regularly interacted with Government Ministers. His experience dealing with high level people will add tremendous value to any organization that wants to penetrate this tough African market.
To be part of an innovative and a challenging business oriented environment with a promising potential for career growth.
27 years of professional experience in the Telecom industry.
Experience in Telco environment, MNOs, satellite services and satellite equipment including Broadcast equipment / solutions, VSAT, Hub Antennas, SSPAs and Space Segment.
Experience in microwave technology for point to point and point to multi point networks. Networks involving backhaul and enterprise solutions.
Expertise in business development.
Understanding Sales Channel and Distribution models.
Expertise in Vertical Sales (GSM Backhaul, Broadcast, Oil & Gas, Government, Enterprise & SME).
Experience in Solution selling.
Expertise in Negotiation Skills.
Proficiency in Business Development & Management Consultancy.
Experienced in working independently.
Project Management of high value & complicated projects.
Hunter Sales personality.
Cold calling personality.
Proven Sales track record.
Competencies in Bid Management and RFP response.
Experience with Optimization Products – Tellitec, Servis, RAD, Xiplink, Riverbed.
Experience within EMEA satellite market.
HQ: South Africa
Main Tasks / Projects –
Microwave project for Zimbabwe 56-site network
Utilities company project in South Africa, initially 14 site VSAT Network
Schools Project in South Africa for 12-sites including satellite capacity and installation
IPTV project in Ghana, Botswana, Zimbabwe and Mozambique
Military project in South Africa for replacement of existing VSAT Platform
Monitoring 27 tower sites in Botswana via ka band
Won Microwave business in Zimbabwe
Won Utilities business in South Africa
Won Monitoring business in Botswana
HQ: Hong Kong
Position: Senior Sales Director - Africa
Period: 2016 - 2018
Duration: 2+ Years
Main Tasks –
Formulate Sales Plan for assigned territory
Generate new business in assigned territory
Selling Space Segment and Internet Trunking Services
Lead generation for assigned territory
Keep BSS system updated
Attend weekly Sales call with Senior Management & EXCO
Weekly Sales update reports
Become ABS Africa Public Officer
Arrange marketing and PR events in assigned territory
Increased revenues for the assigned region over 10-times
New accounts in Broadcast, Enterprise & Government sectors
Increased awareness of company in the assigned region
Company: Ceragon Networks
Position: Regional Sales Manager – Southern & Central Africa
Period: 2015 – 2016
Main Tasks –
Prepare action plans and schedules to identify specific targets.
Follow up on new leads and referrals resulting from field activity.
Identify sales prospects and contract these and other accounts as assigned.
Prepare presentations, proposals and sales contracts as directed by manager.
Develop and increase sales revenue to meet assigned targets
Develop and maintain sales materials and current product knowledge.
Establish and maintain current client and potential client relationships.
Prepare paperwork to activate and maintain contract services.
Manage account services through quality checks and other follow-up.
Prepare a variety of status reports, including activity, closings, follow-up, and adherence to goals.
Communicate new product and service opportunities, special developments, information, or feedback gathered through field activity to appropriate company staff.
Develop and implement special sales activities to reduce stock.
Retention of 2 large accounts
Won a large key tender
HQ: Sint-Niklaas, Belgium
Position: Sales Director - Africa
Period: 2012 – 2014
Main Tasks –
• Promote the sales of the Company’s products in the region.
• Active introduction of new products in the market.
• Breakthrough Sat3Play VSAT sales in the region.
Increase Sales in the Broadcast sector – DTT / DTH.
Increase sales of VSAT hub + Remotes, Modulators, Demodulators, Switches and IP Software.
Continue with existing Channel strategy.
Develop and grow Channel partners.
Successful execution of special sales programs.
Forecast Accuracy to Management within 15%.
Achieved significant revenue growth in the market.
Maintained and grew Channel Partners.
Achieved the fastest VSAT hub Sale in the company.
Achievement of Newtec brand amongst major players in the satellite market.
Global Sales Man of the year 2013.
Company: VT iDirect Inc.
HQ: Herndon, VA, USA
Position: Sales Director - Africa
Period: 2005 – 2012
Main Tasks –
The Company was re-launched and had no customers in Africa.
• Promote the sales of the Company’s products in the region.
• Business Development.
• Developed and implemented a unique sales strategy to serve a variety of clients in their country/region marketplace.
• Developed the sales channels, including customer analysis and strategy, presentations and process management.
• Established and maintained distribution channels for the Company's products and services.
• Performed market driven analysis, developed business plans and business requirements, and consulted with Marketing Department to determine product scope and direction as it related to country/region needs.
• Maintained high levels of customer satisfaction.
• Reviewed analyses of activities, costs, operations, and forecast data to determine division's progress toward stated sales goals and objectives.
• Participated in establishment of pricing strategies, including pricing fee structure.
• Worked with Presales Engineer to analyze customer's needs and assists in defining product scope and direction.
The Company is now a well-known and a “household” name in the region.
Gained Market leadership since the start up.
Achieved distinguished growth and maintained high revenues.
Achieved distinguished scores in terms of Brand Likeability, Preference and Positioning
Worked with external vendor to develop an SNG product for the Broadcasters
The company is ranked among the top VSAT vendors in the industry.
I was the first Sales person employed by the company to handle Africa. During the past 7-years I have successfully manage to grow the revenue to an average of $16m per annum. This may not look significant, but understand that this was a purely equipment based business. I managed to put the company in a very dominant role within the African market. We have taken majority of the revenues from the competitors. This had a major impact to our competitors business in the region. Others were in financial problems due to the significant loss in this market.
Our largest market was the Nigerian market, followed by South Africa and then the E.African market continues with steady growth. The verticals we concentrated our efforts on are the corporate enterprise market. Our other initiatives was to gain penetration in the government sector and Broadcast markets. We were extremely aggressive and remain the platform of choice for at least 80% within this space.
I have travelled to most parts of Africa and have no issues doing the same. I am proud of my accomplishments and would like an opportunity at a senior level to promote a company’s product.
Company: Verestar Inc.
HQ: Herndon, VA, USA
Position: Sales Director – Central & West Africa
Period: 2000 – 2004
Main Tasks –
This was a new office in Africa to develop this market in Middle East and Africa.
• Market development.
• VSAT development in the region.
• Expanded sales in the region.
• Improved division revenues.
• Exceeded $5m revenue per annum from a zero start up.
• Selling of Satellite services – SCPC, VSAT, VoIP and Space Segment.
• Sales of large Earth Stations.
The Company became a well-known player in the region.
Achieved high growth and maintained high revenues.
Company: Telkom SA Ltd.
HQ: Pretoria, South Africa
Period: 1991 – 1999
Positions Held at Telkom:
1. Data Installation Technician
2. Data Maintenance Technician
3. Regional Data Test Centre Technician – Major Accounts
4. National Service Desk Technician – Major Accounts
5. Service Manager – Major Accounts
6. Account Manager – Broadcast Customers (SA)
Moved from a technical person to being an Account Manager.
Gained signification knowledge of the VSAT industry.
Understood what customer satisfaction truly means.
Registered Telkom with the BCCSA and NAB.
EDUCATION & QUALIFICATIONS
Completed Schooling - 1987
Diploma in Electronic Engineering ( ETI ) - 1989
Electrical Engineering – Johannesburg Technical College -1993
Product Management USA
Sales & Marketing USA
Strategic Selling USA
Meeting Procedures South Africa
Business Marketing USA
Advanced Selling Skills USA
Negotiation Skills South Africa
Satellite Communications USA / South Africa
Satellite Products USA / South Africa
Microwave Equipment South Africa
Microwave Solutions South Africa
COUNTRIES & MARKET SEGMENTS
I have worked throughout the African continent and within the Middle East, including a host of interactions with European teleport operators.
However significant focus was on the African region.
Key Countries that I’ve done business in –
South Africa Nigeria
Ivory Coast Liberia
Experienced in the following vertical markets –
4. Government + Military
6. Banking & Commerce
7. Corporate NetworksDimension Data
9. GSM Backhaul
10. Trunking – Redundancy + Backhaul
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