Spiros Rafailovits

• Leading and managing a team of 230 employees across fourteen (14) countries in the Middle East and Africa, driving a budget exceeding $600M per annum. • Accountable for the company's budget, profitability, and P&L attainment. Responsible for monitoring, controlling, and delivering year on year growth, across the region. • Directing the management team of the various departments, including sales, finance, HR, logistics, marketing, and sales operations, to ensure the effective coordination and alignment with the overall business objectives. • Implementing multiple organizational development initiatives to enhance operational efficiency, streamline processes, and foster a culture of continuous improvement. • Developing and implementing business strategies aligned with the company's goals; transform the distribution model to the next era of IT value-added distribution by deploying strategic initiatives and leveraging new technologies that include but not limited to hardware, software, and cloud solutions, as well as cybersecurity practices under various IAAS and SAAS models. • Identifying and developing new go-to-market vehicles, including online B2B e-commerce and cloud marketplace platforms, to expand market reach and increase revenue streams.

• Managed and led the company's sales teams in the UAE and Gulf region and fostered and maintained a healthy relationship with key channel partners, ensuring strong collaboration and mutually beneficial business outcomes. • Executed sales strategies to achieve revenue and gross profit targets. Conducted comprehensive market analysis and spearheaded competitive analysis to identify market trends and potential opportunities for business growth. • Implemented a robust weekly sales forecasting process, managed product inventory to optimize stock levels, availability, and order fulfillment, and worked closely with logistics and operations teams for seamless deliveries. • Collaborated with cross-functional teams, led key account management initiatives, nurtured relationships with key partners, and identified opportunities for cross selling and upselling. • Provided guidance, coaching, and performance evaluations to the sales team and implemented effective territory management strategies to optimize sales coverage and market penetration across the region.

• Managed HP’s distribution partners in Kenya, Tanzania, Nigeria, Angola, Botswana, Zambia, Namibia, Mozambique, and Mauritius. • Controlled and managed the performance and forecast processes of partners within the distribution network and implemented sellout incentives and marketing activities. • Collaborated with distributors to enhance their technical capacity and engaged in strategic planning to identify growth opportunities, develop market entry strategies, and drive business expansion. • Managed day-to-day business operations, overseeing order management, inventory control, and logistics coordination to ensure smooth and efficient distribution processes. • Conducted financial analysis to evaluate the financial performance of the distribution.

• Created and introduced new product offerings within the Industry Standard Server (ISS) business unit, developed go-to-market vehicles and strategies incorporated by HP, ensuring effective product positioning and messaging. • Conducted training programs for internal and external sales resources, equipping them with the knowledge and skills to effectively promote and sell ISS products. • Assumed responsibility for maintaining and growing HP Server market share and implementing strategic initiatives to achieve market dominance. • Managed the forecast process, analyzing market trends and customer demand, executing pricing strategies, considering market dynamics, the competitive landscape, and profitability objectives to optimize revenue. • Managed and nurtured relationships with channel partners, including distributors and resellers, ensuring their alignment with HP's business objectives and fostering collaboration for mutual success.

• Oversaw the development and execution of distribution strategies to drive revenue growth and market share expansion and executed the ISR campaign strategy. • Deployed the partner co-marketing budget to enable effective marketing campaigns, collaborating with partners to maximize the impact of joint marketing activities. • Led the development of SMB-managed account leads, managed the sales funnel, and drove sales closure for ESSN products and solutions within the small and medium-sized business segment. • Ensured ISR technical readiness and product knowledge, providing training and resources to keep the ISR team up to speed with the latest product developments and technical advancements. • Managed the ESSN product portfolio, analyzing market demands, customer needs, and competitive intelligence to inform product development and portfolio management strategies.