County Dublin, Ireland
A results-driven Customer Success Manager with a strong track record of exceeding targets across the Middle East and Africa. Proven expertise in driving revenue retention, expansion, and recovery strategies in complex enterprise environments. Known for building strong customer, partner, and internal stakeholder relationships to deliver results under pressure. Passionate about solving customer challenges, growing ARR, and making an impact on both regional and global performance.
Own and grow recurring revenue across large and strategic enterprise accounts in the Middle East and North Africa. Lead both renewal and expansion motions (50/50 commercial model), consistently exceeding targets through structured account planning, MEDDPICC, and value-based selling. Navigate competitive renewal cycles by articulating differentiated business value to executive stakeholders. Identify whitespace opportunities and drive security footprint expansion through multi-year licensing strategies, product cross-sell, and roadmap alignment at C-level. Conduct executive QBRs and commercial negotiations, managing complex consolidations, migrations, and expansion initiatives across enterprise environments. Protect revenue in high-risk scenarios by leading regional escalations and orchestrating cross-functional strategy across Sales, SE, Product, Legal, Billing, and Support to secure long-term account growth. Elevate regional performance by mentoring new CSMs on pipeline discipline, forecasting rigor, licensing strategy, and commercial execution. Influence global process improvements through competitive intelligence, field insights, and regional enterprise feedback.
Own the customer success strategy, retention and expansion business for a portfolio of Mid, strategic and large enterprise accounts in the MENA region. Achievement: • 2022, 2024: Platinum Club Winner, one of the top 10 CSMs globally. • 2020, 2021, 2023: Tenable Overachievement award. Performance: 2024 Renewal target (122%)+ Expansion target (280%) 2023 Renewal target (106%)+ Expansion target (187%) 2022 Renewal target (140% )+ Expansion target (182%) 2021 Renewal target (93%) + Expansion target (153%) 2020 Renewal target (112%)+ Expansion target (165%)
- Responsible for renewal sales of VMware products subscription and support agreement, for MENA region enterprise and commercial accounts. - Managing a Book of business of 4M+ across 80-100 account per year and generating cross-sell and expansion opportunities - Building and strengthening relationships with customers and partners across MENA region. - Forecast opportunities in the assigned territory. - Leveraging technical analysis using Oracle, Salesforce and SAP, to manage sales pipeline and analyse end-users install base, in hunt of business expansion. - Work closely with field account managers, order management, deal desk and quoting team. - Mentoring and supporting sales associate.
- Practising the Basic accounting and Auditing functions. - Work on preparation of financial reports, Balance sheet and income statements. - Handled various tasks in relation to the tax filings and statutory reporting.
- Sales and distribution of Journal of Arajeen for Economics and Geopolitics by Dar Libya publications company | Family Business