Telco Sales Executive Interview - Middle East at Canonical PDF

Written interview for Written interview for Telco Sales Executive - Middle East at Canonical Mohammad Haddad ( Answers) 09/Jan/2025 1 Sales experience 1.1 Describe the most exciting year in your sales career to date. What did you enjoy about it, and what did you learn from it? Will there...

Written interview for Written interview for Telco Sales Executive - Middle East at Canonical Mohammad Haddad ( Answers) 09/Jan/2025 1 Sales experience 1.1 Describe the most exciting year in your sales career to date. What did you enjoy about it, and what did you learn from it? Will there are many years that I can consider them as exciting year ! The most exciting year in my sales career was between 2010-2011. This was the year I During this year, I was working with Huawei, and you are a year close to the global economic recession that occurred in 2008. Many companies reduced spending, and postponed modernization and development projects for many of our customers in the region, but there was a good opportunity during these times, where after an effort that lasted for almost a whole year, I was able to complete a commercial deal with one of our customers with a single purchase order exceeding ten million US dollars. I still remember the long meetings of the R&D department to stand on the modifications required by the customer. The peak was during the holy month of Ramadan. We used to stay up late and eat the “Iftar” meal in the office after a long day of fasting. Building a strong relationship with the customer from its various parties, from the technical side, senior management, operations and project management, had the best effect in the end with that positive result. With several valuable lessons, importance of building a strong pipeline, the power of effective communication and also active listening, lessons have significantly shaped my approach to sales and also continue to guide me in my professional endeavors 1.2 In the last three years, what was your attainment of quota? "In the last three completed fiscal years: ( but I will give more examples) 2011: I exceeded quota by 130%. 2016: I met quota by 85%. 2019 :I met quota by 80%. 2021: I met quota by 70%. 2022: I exceeded quota by 115%. 2023: I met quota by 85%. My current fiscal year began in June 2024 and will conclude in June 2025. Based on performance through the first two quarters, I am currently tracking at approximately 80-  85% of quota. I have two more quarters remaining in the fiscal year to further improve my results. 1.3 Reflect on the last instance where you did not achieve your attainment or quota target. What caused this, and what do you do differently as a result? During my work with Huawei , year 2012-2013 A significant competitor has a significant market share with our established client with multiple products impacting demand for our solutions within a key segment of my region. R&D delays: Several large deals faced lengthy decision cycles due to internal organizational changes within the client organizations, and I failed to develop a new protocol to integrate with the existing network with the pilot project timeline Inadequate pipeline development: Although I had a healthy pipeline, it was not sufficiently diversified across client segments and deal sizes, leaving me more vulnerable to unexpected disruptions. and what do you do differently as a result? Conducted in-depth competitor analysis , Refined my value proposition emphasizing superior technology, Continuous Professional Development Developed competitive pricing strategies, Improved Project Execution 1.4 What is the highest enterprise software sales annual bookings quota you have been assigned and successfully achieved? What did you do differently based on the growth of that quota over the prior year? Huawei my highest annual bookings quota was 2010-2011. I successfully exceeded this quota by 130% The password was customization. , I keep my focus towards a smaller number of high-value strategic accounts, with high growth potential. Working with the R&D ,identifying key decision-makers, and building strong, long-term relationships with these accounts. 1.5 How would you prioritize prospects in your territory representing Canonical, based on your understanding of our offerings? I review the JD , and also the Canonical web site too I need to focus on a multi-faceted approach that considers both short-term and long-term values in the Middle East 1. Technology Adoption: Cloud-Native Focus AI/ML Adoption Digital Transformation Initiatives 2. Industry Focus:  Telco FinTech Healthcare Public sector 3. Open Source Readiness for the existing Open Source Usage 4. Channels and SI 1.6 Describe your approach to prospecting and pipeline development. 1. Define Ideal Customer Profile 2. Targeted Prospecting 3. Pipeline Management 4. Building Relationships 5. Continuous Improvement 1.7 Describe how you drive the sales cycle - how do you think about stage, probability of success, prioritization, forecasting? I focus on a structured sales cycle with clear stages. I evaluate leads based on factors such as customer engagement and competitive pressures. Prioritization takes into account value, likelihood, and strategic fit. Forecasting is based on pipeline analysis, historical data, scenario planning, and regular adjustments. I leverage data and CRM tools to make informed decisions I used multiple CRM tools, and ready to lean to use a new one’s 1.8 Have you set out to acquire any new skill recently? What was it, when was this, why was this of interest, and what would you tell others based on your experience? Will the answer is yes., last 3 years ERP , more than 22 new certifications from Oracle : 2024 : Oracle CPQ 2023 Sales Specialist Assessment 2024 : Oracle CX Sales 2022 Sales Specialist 2024 : Oracle Cloud HCM 2024 Sales Specialist 2024 : Oracle Maxymiser 2022 Sales Specialist 2024 : Oracle Eloqua 2021 Sales Specialist 2024 : Oracle Cloud EPM Enterprise Data Management 2024 Sales Specialist 2024 : Oracle Cloud ERP - Financials 2022 Sales Specialist 2024 : Oracle Cloud ERP - Project Management 2022 Sales Specialist 2024 : Oracle Cloud Infrastructure 2023 Sales Specialist 2024 : Oracle Digital Assistant 2024 Sales Specialist 2024 : Oracle Identity and Access Management 2024 Sales Specialist  2024 : Oracle Integration Cloud 2024 Sales Specialist 2024 : Oracle Cloud SCM Inventory Management 2023 Sales Specialist Assessment 2024 : Oracle Cloud SCM - Supply Chain Planning 2023 Sales Specialist Assessment 2024 : Oracle Cloud SCM Logistics Transportation Management 2023 Sales Specialist Assessment 2024 : Oracle Cloud SCM - Manufacturing 2023 Sales Specialist Assessment 2024 : Oracle Cloud SCM - Order Management 2023 Sales Specialist Assessment 2024 : Oracle Cloud SCM - Product Lifecycle Management 2023 Sales Specialist Assessment 2024 : Oracle Maxymiser 2022 Sales Specialist 2024 : Oracle Responsys 2020 Sales Specialist Accounting for non-accountants Professional Contract Review Civil Law Course in Jordan perfume composition Key takeaways: It's an art and science, requiring creativity and patience. Continuous learning is crucial., Start with the basics, experiment, and seek mentorship 1.9 Describe any accomplishments in the past year which you feel were your own initiative - an idea that you formed and pursued which panned out well. there was a lack of business partners in the region I manage, I drew up a business plan and discussed it with the management to expand the circle of partners and in the near future add promising services and products to market. 1.10 Describe your work ethic and approach to work / life balance. Motivated and results-oriented and have a good work ethic. continuous learning. balanced approach to work and personal life, and effective time management and a supportive work environment very high important 1.11 If you have detailed experience in any of these verticals, please describe it. Finance. Telco. Energy. Retail. Healthcare. Automotive. Public Sector. Deep Domain Expertise: I have over 20 years of experience working within the telecommunications industry, specifically with major operators in the Middle East (STC, Zain, Mobily, etc.). This includes a deep understanding of their business models, challenges, and technology needs. Proven Track Record: I have a proven track record of success in selling and delivering complex telecommunications solutions, including BSS/OSS, network infrastructure, cloud solutions, and digital services. Strong Relationships: I have built strong relationships with key decision-makers within the telecommunications sector, including C-level executives, technical managers, and procurement teams. Understanding of Industry Trends: I possess a strong understanding of key industry trends impacting the telecommunications sector, such as 5G, IoT, edge computing, and cloud-native technologies. I believe my deep understanding of the telecommunications industry, coupled with my proven sales and business development experience, makes me well-suited to contribute significantly to Canonical's success in this key vertical. 2) Sales team behavior 2.1 Describe the key attributes of an effective sales team manager. Effective sales team manager should be strong leaders and high skilled coaches ,high communication, decision makers. Plus he/she supposed to inspire team collaboration, and prioritize customer success while ensuring individual and team revenue growth. 2.2 Describe the key habits and rituals of a well-run sales team. Regular Pipeline Review and the knowledge sharing and Learning, and also strong customer relationships, with defend the KPI 2.3 When in your career were you most surprised by a sales team manager? What did they do that you learned from? I have had the opportunity to work with many sales managers, each with their own unique school in management. consistently went out of his way to recognize and appreciate individual and team successes. It wasn’t just about hitting quota only , plus he focus strong customer relationships, with defend the KPI ready to teach me and support all the team members, not with the clients, also with the internal system , e.g. LTC ( lead to cash ) individual performance and overall team morale 3) Infrastructure and application sales 3.1 Describe any experience you have with enterprise infrastructure sales - storage, virtualization, networking, or private cloud. Networking: My background with Huawei involved working with network solutions, including SDN (Software-Defined Networking), which is a crucial component of modern infrastructure. I have experience with networking technologies like IP-PBX, UC, IPCC solutions, and the BSS (billing, charging, converge mediation, Provisioning, CRM, PRM CBS). This experience provides a foundational understanding of network infrastructure concepts and their role in enterprise solutions. Virtualization: While not directly involved in virtualization technologies like VMware or KVM, my experience with cloud solutions and data center technologies within Huawei exposed me to the concepts of virtualization and its importance in modern IT environments. Telecommunications Infrastructure: My extensive experience in the telecommunications sector provides valuable insights into the evolving needs of enterprises in terms of their infrastructure. This includes understanding the challenges and opportunities presented by technologies like 5G, IoT, and edge computing, which heavily rely on robust and scalable infrastructure. I am confident that my ability to build strong customer relationships, understand complex technical solutions, and navigate complex sales cycles will be valuable assets in this role. I am eager to learn more about Canonical's specific offerings in these areas and contribute to the company's growth in the enterprise market. 3.2 Describe any experience you have with enterprise application software sales - databases, message queues, analytics, identity and access management, monitoring, security, analytics, machine learning or other categories. enterprise application software sales – databases : BSS/OSS: My work with Huawei involved selling and implementing BSS/OSS (Business Support Systems/Operations Support Systems) solutions. These systems are critical for telecommunications companies, encompassing areas like billing, customer relationship management, and network management. This experience provides me with an understanding of the needs and challenges of businesses in managing and optimizing their operations, which are relevant to enterprise application software in general. identity and access management, monitoring, security : in Huawei and Bayayant- Oracle IAM Data Analytics: with Flytxt Neondx CVM I have experience with Big Data and Business Intelligence (BI) solutions within the telecommunications sector. I am eager to learn more about Canonical's specific offerings in these areas and contribute to the company's growth in the enterprise market. 3.3 Describe any experience you have of sales with open source software and solutions. What are the main differences between open source and proprietary solution sales? While I lack direct open-source sales experience, my transferable skills and eagerness to learn make me a strong candidate for this role. Open-source sales emphasize education, community building, and long-term relationships proprietary software sales often focus on demonstrating immediate value and ease of use. 3.4 Describe your experience and understanding of Red Hat's offerings. What would you see as the key differentiators, risks and advantages of Canonical? I can only describe my new understanding , as I have a lack of experience in this domain, after I performed my own research in many web sites Key Differentiators: Ubuntu's Cloud-Native Focus: Ubuntu has a strong presence in the cloud, especially in public cloud environments. This aligns well with the industry shift towards cloud computing. Developer Community: Ubuntu enjoys significant developer support and a large community, which can be a significant advantage in attracting and retaining customers. Innovation and Agility: Canonical's focus on innovation and a more rapid release cycle could position them to be more agile and responsive to the evolving needs of the market. Comprehensive Ecosystem: Canonical is expanding its offerings beyond the operating system, providing a more comprehensive ecosystem of open-source solutions, which can be a compelling proposition for customers seeking a single vendor for their open- source needs. Key Risks: Red Hat's Dominance: Red Hat has a strong established presence and a large customer base. Overcoming this dominance will be a significant challenge. Competition: The open-source landscape is competitive, with other players like SUSE and Oracle Linux vying for market share. Maintaining Community Support: While a strong community is an advantage, maintaining and fostering a healthy and vibrant open-source community requires ongoing effort and investment. Key Advantages for Canonical: Focus on Innovation: By prioritizing innovation and staying ahead of the curve in areas like cloud computing, AI, and edge computing, Canonical can differentiate itself and attract customers seeking cutting-edge solutions. Comprehensive Ecosystem: Offering a comprehensive suite of open-source solutions can provide a significant competitive advantage by simplifying procurement and reducing vendor lock-in for customers. Strong Community: Leveraging the strength of the Ubuntu community and fostering a vibrant ecosystem around its products can be a powerful driver of growth. 3.5 Describe your experience and understanding of VMware's offerings. What would you see as the key differentiators, risks and advantages of Canonical? I can only describe my new understanding , as I have a lack of experience in this domain, after I performed my own research in many web sites. VMware dominates virtualization, known for vSphere and vCloud Suite. Canonical focuses on open-source, led by Ubuntu and its cloud offerings. Key Differences: VMware: Proprietary, strong market share, comprehensive suite. Canonical: Open-source, cost-effective, strong in cloud and community. Canonical's Advantages: Cost-effectiveness: Open-source model can offer lower costs. Flexibility: Open-source allows for greater customization. Innovation: Open-source fosters rapid development and agility. Community: Large community provides support and drives innovation. Challenges for Canonical: VMware's Dominance: Overcoming a well-established market leader. Community Support: Ensuring long-term support for its open-source offerings. Security and Support: Addressing customer concerns around open-source security and support. In essence: Canonical leverages open-source, cloud focus, and community to compete with VMware, offering cost-effectiveness, flexibility, and innovation. 4) Industry leadership experience 4.1 Describe your speaking experience at industry events and conferences Presented internally: I have presented to internal teams at Huawei Technologies on various topics related to sales, technology, and project updates. Customer Presentations: I have conducted presentations to customers on technical solutions, product demonstrations, and proposals, with Huawei and Bayanat Flytxt , and Leadsin too I have participated and organized dozens of events and conferences. 4.2 Are you a thought leader in any particular area of technology? While I am not currently a recognized thought leader. 4.3 Describe any experience working with startups. What did you draw from that experience that would be relevant for this application? Founder and the Sales Manager of Eshail Company in Jordan, targeting Marketing SME, for Digital marketing service, Launched Leadsin platform, the first Smart Rewards platform for FMCG sectors. Also the Hosting experience and server choice by transactions , and load, and add piad features to the servers. Resourcefulness & Problem-Solving with Multi task fo each member in the team 4.4 Describe any experience working in a public company. What is important for your colleagues to know about being a public company? I understand that a public company is often associated with a government entity. Although I have never worked for a government company, I have collaborated with numerous public companies in the capacity of a vendor or service provider. 5) Education We consider academic results in high school and university for all roles, regardless of seniority. In every discipline, from engineering to marketing to operations and sales, we intensely value colleagues who are able to puzzle through difficult problems and find the optimal path forward. 5.1 How did you rank in your final year of high school in mathematics? Were you a top student? On what basis would you say that? I consistently ranked among the top students in my high school graduating class, achieving a score of 118 out of 120 in mathematics. Solving equations, differential and integral calculus, statistics and algebra (complex equations ) 5.2 How did you rank in your final year of high school, in your home language? Were you a top student? On what basis would you say that? 95 out of 100 Arabic is my mother tongue. I am still passionate about it, and I will continue to do so throughout my life, with expression, grammar, rhetoric, criticism, and texts. I enjoy writing novels and sometimes poetry. I read regularly. My vast library contains more than 200 books, ranging from economics, politics, history, religion, biographies, and skills development. high grades in Arabic language as my mother language. member in literary clubs and and also member in Abdul Hameed Shoman Foundation 5.3 Please state your high school graduation results or university entrance results, and explain the grading system used. For example, in the US, you might give your SAT or ACT scores. In Germany, you might give your scores out of a grading system of 1-5, with 1 being the best. 88 out of 100 5.4 Can you make a case that you are in the top 5% in your academic year, or top 1%, or even higher? If so please outline that case. Make reference where possible to standardised testing results at regional or national level, or university entrance results. Please explain any specific grading system used. In the High School , yes regional top 5% In the university ,No I am not. 5.5 What sort of high school student were you? Outside of class, what were your interests and hobbies? What would your high school peers remember you for? motivated and good in the academically side, interest in mathematics and technology the sciences. I enjoyed exploring the world around me and was always curious about how things worked. Outside of the classroom, I was actively involved activities, such as computer clubs, football , reading club and badminton Ping pong My peers remember me as a dedicated student with a strong work ethic and a genuine interest in learning , Few of those who saved their daily allowance to buy a scientific encyclopedia 5.6 Which university and degree did you choose? What other universities did you consider, and why did you select that one? Applied Science University (ASU), Amman-Jordan, Bachelors degree in Computer Engineering I Consider Jordanian university too. its strong emphasis on practical, hands-on learning aligned with my interests focus on computer science, software engineering that resonated with my career goals. 5.7 Overall, what was your degree result and how did that reflect on your ability? Please help us understand the grading system for your results. Good from 90-100 Excellent 89-80 Good 79-65 Average Les than 65 , not passed 5.8 During all of your education years, from high school to university, can you describe any achievements that were truly exceptional? High School: ranked among the top students, with a particular strength in Arabic language. I was actively involved in school and literary clubs. Class leader for over a year, starting goalie for the football team, and a member of the school scouts. University: I Computer Engineering. member of the university computer club, Member of the New Student Orientation Club Training for 3 months This opportunity provided me with essential real-world experience in the telecommunications sector, enabling me to apply my theoretical knowledge in practical. a project improved my technical skills and deepened my understanding of the industry. 5.9 What leadership roles did you take on during your education? Did you conceive of, and drive to completion, any initiatives outside of your required classwork? I held the position of member of the Computer Science Club, where I coordinated workshops, arranged for industry experts to deliver guest lectures, and achieved a 20% increase in club membership. Additionally, I led a group of students in creating a mini compiler experiences have provided me with communication, organizational, and problem-solving skills, Graduation projects based on more than one language, including C#, Java, and Visual Java and assembly too 6) Context 6.1 Outline your thoughts on the mission of Canonical. What is it about the company's purpose and goals which is most appealing to you? What do you see as risky or unappealing? Canonical's to influence the future of enterprise software. Company commitment to open source, innovation, and a customer-focused strategy is especially attractive., Transform infrastructure with secure and cloud-native telecom solutions, Deploy the next-generation 5G edge with Canonical, Telco infrastructure for virtual RAN with Open RAN architecture For the risky , sure the Competition in the open-source landscape , new solutions or products ( may be versions/features ) demand and also the cyber security issues 6.2 Why do you most want to work for Canonical? The advanced technologies such as cloud computing, AI (artificial intelligence) IoT(the Internet of Things is thrilling. Reay to join and perform my role sales and implementation of innovative open-source solutions for potential clients. My background in the Telco Sales industry, positions me as a compelling candidate for this position. 6.3 What would you most want to change about Canonical? May be the brand recognition ,although Ubuntu enjoys significant recognition, placing a stronger emphasis on promoting Canonical In addition opportunity to improve internal processes to for better R&D delivery and efficiency. Review the Business modules and partnership 6.4 What gets you most excited about this role? In particular, the opportunity to advance open-source solutions within the telecommunications industry in the Middle East and North Africa is exceptionally inspiring. My extensive background collaborating with major telecom providers STC Zain Mobily in this region, along with my understanding of the sector's challenges