Edgar Alam
Head of Presales - Ati Group @Orange Business
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WORK HISTORY
Head of Presales - Ati Group @Orange Business
London, GB
Objective: Increase revenue in the air transport industry by leading global presales activities for indirect sales- Owned and expanded strategic executive relationships across the Air Transport Industry, significantly growing Orange Business’ scope, influence, and portfolio of services in close collaboration with SITA Group and key industry stakeholders- Led product development in partnership with SITA for ATI- Acted as the customer advocate for their IT and communication needs and ensured that proposed solutions were effective for the customer- Led and scaled global pre-sales operations, setting direction, priorities, and standards while guiding globally distributed domain experts to deliver consistent, high-quality, customer-centric solutions- Direct line management of a globally distributed team (3 direct reports), with accountability for performance, capability development, and engagement- Directed customer discovery and solution definition, overseeing executive briefings, technical workshops, and architectural deep-dives to translate complex business and operational needs into differentiated solutions- Owned opportunity qualification and prioritisation, partnering with Sales leadership to focus pre-sales investment on opportunities with the highest revenue, margin, and strategic value for the business unit- Provided executive-level technical leadership, delivering high-impact customer presentations that secured stakeholder alignment and commitment to the proposed target architectures- Built and developed a high-performance pre-sales team, coaching and mentoring team members to accelerate capability growth, autonomy, and long-term success
EDUCATION
Universidad de Carabobo
Engineer, Telecommunication Engineering
SKILLS
ABOUT EDGAR ALAM
Are you a VP of a global managed service provider? Are you aiming to grow your revenue by over USD 5M?Do you find it challenging to ensure your customers’ success?Are you worried your Presales teams aren’t fully aligned with customers\' needs?Are you anxious about falling behind your competitors?Imagine achieving +USD5M in annual revenue, with the assurance that your customers are both satisfied and successful with a Presales team that delivers innovative, customer-focused solutions at peak performance, so you have more time to focus on strategic goals for your organisationHere’s Why You’re Facing These Challenges: Every organisation is on its own Digital Transformation journey. With varying goals, timelines, and levels of maturity, combined with a sea of solutions from multiple vendors, it’s increasingly difficult for technical teams to pinpoint the right fit for each customer.During my 19 years of experience in Presales, I’ve generated over USD 5M in revenues by creating state-of-the-art solutions in UCC, Networks (including SDWAN) and IT. I\'ve also led high-performance technical teams dedicated to ensuring customer success. This expertise earned me the Presales Person of the Year 2022 award and a Regional Sales Executive said “His professionalism and commitment never ceased to impress me. He is highly skilled and inspiring, always willing to share his knowledge and support his colleagues in achieving shared goals. His ability to tackle complex challenges calmly and precisely makes him a valuable asset to any team. Collaborating with him has been an enriching experience”If you’re ready to increase your revenue by over USD 5 million and ensure your customers’ success, contact me at e•••••@gmail.com for a confidential conversation. I look forward to helping youSpecialities:Presales, Solution SalesLeadershipUnified Communication and UCCaSSDWANIT
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