Mohamed ALAOUI

• Strategic Partnership Cultivation: Spearheading initiatives to cultivate strategic partnerships with Channel Partners, focusing on fostering long-term relationships that drive mutual success
• Partner Services Strategy Development: Crafting and executing comprehensive strategies for partner services, ensuring alignment with corporate business objectives while leveraging the unique strengths of each partner
• Governance and Compliance: Establishing robust governance frameworks and ensuring compliance with all relevant policies and regulations to maintain operational integrity and uphold the highest standards of service delivery
• Services Sales and Deployment Oversight: Providing strategic oversight and guidance on services sales and deployment activities, optimizing processes to enhance efficiency and efficacy
• Partner Development: Nurturing existing partner relationships while actively seeking out new opportunities for partnership expansion and growth
• Defined Services Growth Targets: Setting and pursuing growth targets, aligned with the strategic objectives of both our partners and HP
• Leadership and Strategic Ownership: Sales Workforce Leadership: Directing a high-performing sales workforce comprising specialized professionals across five distinct countries, fostering a culture of excellence, collaboration, and continuous improvement
• Channel & Distribution Services Strategy Ownership: Assuming ownership of the overarching strategy for Channel and Distribution Services sales, driving innovation and differentiation to maintain a competitive edge in the marketplace
• Stakeholder Relationship Management: Cultivating and nurturing strategic relationships with internal and external stakeholders, fostering collaboration and synergy to maximize business outcomes

Key Highlight: Within 2 years, commercial services grew by over 75% & doubled the attach rate

• Oversaw strategic business initiatives from development through successful execution under the guidance of WW VP
• Assisted the executive team members to determine and prioritize business strategies based on their schedules
• Supported VP & directors in decision-making, program management, and initiative implementation through a strong PMO
• Assisted in improving current Business Management System processes and coordinated organizational procedures for optimized efficiency and productivity
• Set up an internal and external communication channel to promote my department, WIP programs and status reports

Key Highlight: Led the Customer Support Channel Center of Excellence 3 years strategy from Inception to Execution

• Led Africa including RSA inside sales activities for Computing & Print HW + Services, covering end users’ sales (driving, developing, & motivating an outsourced inside sales team of 26 sales reps + 3 supervisors)
• Conducted training and mentored team members to promote productivity and commitment to friendly service.

Key Highlight: Improved Gross Margin within 2 quarters, with a strong focus on profitable Services growth, made Africa ISRs as the top performers in the whole of the ISE cluster which is made up of Africa, Middle East, Saudi and Eastern Europe -Russia, & Central Asia.

• Led Africa including RSA sales activities for Managed Print Services and Computing Services, covering both end users’ sales (Large Accounts and Mid-Market) and Channel Sales via specialized partners
• Managed a direct team of 10 field sales reps & 2 inside sales
• Sales coverage- Built well targeted business plans and strategies for allocating resources and driving sales activities to achieve margin and revenue goals;
• Account Planning- Managed tactical account plans with overall corporate strategy; actively developing geography business plans to meet revenue goals/quotas;
• Pipeline management- Built sales pipelines to ensure continuous population of near and long-term opportunities; managing the size, shape and quality of pipeline; analyzing overall win rates and win/loss ratios
• Coaching & Performance Management- Managed employee performance to ensure individual and group excellence; counseling and supporting individuals through selling challenges;
• Leadership- Modeled effective selling skills; motivating and supporting my sales teams in selling; advancing the talent required to maintain my sales force excellence; Change management- Led my sales team through organizational change

Key Highlight: ~30% YoY growth on Managed Print Services, ~25% YoY growth on PC services orders, Biggest MPS and PC-as-a-Service deals in HP Africa history.

• Led CSS department in Africa; accountable for >100 service delivery partners via a virtual team of 12 members based in 5 countries
• Built the trust of retailers/distributors at the highest level to make support and services a competitive advantage for HP
• Designed & deployed country support mix strategy & support/service programs
• Ensured that HP end to end support services met end customers’ expectations

Key Highlights:

• Enabled on-boarding of 25 new partners in one year, the highest ever in the region
• Achieved an NPS score of over 60%, 15 points increase; as well as reduced cost of service by 10%
• Improved the average repair TAT of 65% in 2 weeks to 90%; without any increase in cost structure
• Improved customer support image from a back-office cost center to a strategic sales enabler and differentiator.