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WasefAlHakim
Result-driven sales and IT qualified management professional with more than 11 years of track record. Successful in sales,distribution, key account, channel management and business operations. Expertise in establishing business set up or distributionchannel from scratch and development and growing profitability on yearly basis. Continuously rose from the rank and earnedcorporate accounts from major industry players. Also well experienced in gaining business growth and capturing market share indynamic industry. Results driven, technically astute and successful team player, who has achieved business goals and companyobjectives and delivered highest standards in an IT industry set up. Seeks an exciting management role in an IT firm.
• IP VIDEO SECURITY AND AV-IT• SYSTEM DESIGNING
• SOLUTION ARCHITECTING
• SOLUTION BUILDING
• SYSTEM CONSULTING
• REGIONAL SALES MANAGER ( MEA )
• PROJECT MANAGEMENT
• KEY ACCOUNT MANAGMENT
• PRODUCT MANAGEMENT
• VENDOR MANAGEMENT
• CONSULTANT ASSISTANCE
• KEY SYSTEM INTEGRATORS
MANAGEMENT
• TRAININGS
• TECHNICAL ( END USER & CONSULTANTS )• SALES ( CHANNEL / PARTNERS )
• PUBLIC PRESENTATIONS
• STRATEGIC / MEGA PROJECTS MANAGEMENT. • CONSULTANT ASSISTANCE
• PROJECTS PROF OF CONCEPT
Networking & Servers IP CCTV Vendors
1. VIDEO SECURITY CAMERA IP & ANALOGUE ( SONY / AXIS / PELCO / BOSCH / INDIGO / SAMSUNG / PANASONIC – EXPERT LEVEL )
2. VIDEO SECURITY CMS ( RSM / MILESTONES / GENETEC / NETAVIS / GVD / CNL / MAXXESS / VIDSYS – EXPERT LEVEL ON DESIGNING )
3. VIDEO SECURITY SOLUTION ( FUJINON / VIDEOALARM / VIDEOTEC / RAYTEC / TAMRON / COMPUTAR /GNZ – EXPERT LEVEL )
4. IP VIDEO SYSTEM DESIGN TOOLS
5. CCTV AUTO CAD
6. VIDEO CONFERENCING ( SONY / TANDBERG / POLYCOM – EXPERT )7. DIGITAL SIGNAGE ( SONY / AOPEN – EXPERT )8. PROJECTORS ( SONY – EXPERT )9. WIRED AND WIRELESS NETWORKING DESIGNING ( CISCO / D-LINK /HP – /
AROBA / CLOUBRIS / NOMADIX – DESIGNING )10. IP TELEPHONY SOLUTIONS ( CISCO – DESIGNING ) 11. BUILDING MANAGEMENT & ACCESS CONTROL ( BOSCH / HONEYWELL /
TYCO / JCI / SENSOR ACCESS – DESIGNING )12. STORAGE SOLUTION ( PIVOT3 / DELL / PROMISE - DESIGNING )13. E-COMMERCE & CONCEPTS OF WEB ENGINEERING (IT & BUSINESS
DEVELOPMENT MANAGEMENT)14. VISIO 2000 – PLANNER ( NETWORK DEMONSTRATING )15. OS ( WINDOWS / LINUX )
AV-IT Products Understanding
EDUCATION
• Bachelors of Computer Science• Acadia University Wolf Ville, Nova Scotia, Canada
Major Subjects:
(System Analysis & Design, Oracle Financial, E-Commerce)(Economics, Finance, Operational Research, Business Math, Vbasic)(Competitive Strategy, Computer Networks, IS Project Management)(Management, Marketing, HRM, MIS, IT, Cyber Marketing, Accounts)(Technology As Competitive Edge, Information Resource Management)(Business Communication, DBMS, Software Engineering For CS & Managers)
2000 - 2004
CERTIFICATIONS•Cisco Certifications
•Cisco Certified Network Professional, CCNP•Cisco Certified Network Associate, CCNA•Cisco SMB Networking•Cisco Enterprise Solution•Cisco Sales Expert•Cisco IP Telephony•Cisco Wireless Expert •Cisco Advance Switching & Routing
• AV & Security Training Certificate
• Milestone / Genetec / GVD / RSM Advance
• Info com – AV IT• Projectors Installation Training - Sony• Polycom / Sony – Video Conferencing• Dubai Police – Security Consultant Training• Anixter / ADDER / AMX• Internet Security System
LanguagesSpeak Read Write
English Y Y YArabic Y Y Y
From 2008 onwards .. ( 2004 – 2008 )
From 2008 onwards ..
• SYSTEM CONSULTANT
• PRE SALES MANAGER
• VIDEO SECURITY PRODUCT MANAGER
• POST SALES SUPPORT VIDEO SECURITY & VIDEO
CONFERENCING PRODUCTS
• TRAINING FOR CHANNEL / SALES TEAM
• DEVELOPMENT OF HUGE COUNTRIES LIKE
IRAN, SAUDI, UAE, EGYPT, KUWAIT, SOUTH
AFRICA, QATAR, BAHRAIN, OMAN, JORDAN, LEBAN
ONE
• KEY PROJECT SALES LIKE 34000 CAMERA
PROJECT, 24000 CAMERA PROJECT
• SALES & PRE SALES TRAINING TO EACH SI’S & CONSULTANTS
• 400% GROWTH IN IPELA BUSINESS
• COMPETITION ANALYSIS
• KEY BID MANAGEMENT
• SEMINAR & PUBLIC SPEAKING
• CUSTOMER FOCUSED SOLUTION
Highest Sales Award for the year 2010 andrecorded 2nd biggest sales in video securityproducts since the date of employmentwith Sony. Also developed relation withmajor consultants across MEA for megaprojects Where I Have achived 338% of mytarget.
Received Double 07 Award forfinancial year of 2008 for surpassingand recording 210% targetachievement.Successfully achieved 120% target atthe closing of financial year 2008 and135% of the quarter.
From 2008 onwards ..
ISNR– Got the chance to display XI’s Technology
– Vidsys is our Technology Partners
– 2 Days
– Yamagishi-San & Other 2 Japanese Came from US & Japan
– Wide Area Monitoring Concept
– Met some important customer like
• Abu Dhabi Police
• CID
• Presidential Palace
From 2008 onwards ..
From 2008 onwards ..
1. BANK MELLAT ( 22 MILL USD 34000 CAMERA 2300 NSRS )2. SAMEN BANK ( 5 MILL USD 6000 CAM 600 NSRS )3. MINISTRY OF EDU ( 7 MILL USD 18000 CAM 771 IMZS )4. AD HOTELS ( 5MILL USD 9000 CAMERAS 90 NSRS ) - 45 HOTELS ( GVD )5. AD MALLS ( 4 MILL USD 9000 CAMERAS 180 NSRS ) – 12 MALLS ( GVD )6. MISR BANK ( 3 MILL USD 4500 CAMERA MILESTONE + ATM INTEGRATION )7. ITEHAD TOWERS ( 2 MILL USD 2100 CAMERAS GVD + RSM VIDEO WALL )8. IRAN RAILWAY ( 3 MILL USD 1800 CAMERAS GENETEC + RAYTEC )9. MALL OF EMERATES ( 800K USD 900 CAMERAS MILESTONE )10. UMM UL QURRAH UNIVERSITY ( 800K 750 CAMERAS NSR-500 )
• Project Start in 2008 Intersec Exhibition when bunch of people came on our stand and asked us to explain why Sony?
• As Sony team we had Small information through Norbain that this team requires crazy numbers of cameras
• As Sony Team we were focused in developing Channel instead of direct projects
• MEA• Wasef Al Hakim
• SI• Kamran Rohi ( Partner )
• Japan• Seki• Suzuka
• 2300 Branches• Project will have 3 phases
• Phase I - Won by Sony ( Putting Cameras & NVRs )• Phase 2 - Centralised Monitoring Solution )• Phase 3 - Intelligence & Automation
• 24 hour surveillance• End To End HD Solution• End To End SONY Solution• 40000 Cameras• 2300 Servers• 1 Month Storage
System overview Bank Mellat IRAN
x8
x8
HD PTZ
SNC-RH124/KME
HD Fixed Dome
SNC-DH180/KME
HD Fixed
SNC-CH140/KME
x2
PC + Monitoring software
IMZ-NS132/KME
PC + Monitoring software
IMZ-NS132/KME
PC + Recording software
IMZ-NS132/KME Remote connection
X 2200 Branches
1 BANK Branch system
SNCA-JOYSTICK1/KME
SNCA-JOYSTICK1/KME
Key Winning Points• Early to the project• Close relationship with End User• Close relationship with consultant• Continuous follow up ( Once a week )• Taking advantage from competition mistakes• Patience ( 2008 – 2011 )• View DR• Educated System Integrator ( Very Important )• Continuous trainings to SI• Team Work• Sony played on key strength like
• View DR• Visibility Enhancer• Picture Quality
2008 2009 2010 2011
Phases 6-12 1-3 4-8 9-12 1-3 4-8 9-12 1-3 4-6 7-12
1st Phase
Relationship
Mini Tender
Tender Writing
POC
Tender Issue
Evaluating
Won
Delivery
Every Single IP CCTV Vendor has participated
• 45 Vendors has participated• Axis won first phase 4000 cams• Delmier won some 400 Cams• High price competition• Crazy ideas
• To Win Mini Tender which is 75 branches Sony has to sell NSR-1100 with very special price – 1 $.
• From Mini Tender Sony won good relation ship and got the chance to proof Sony technologies.
• Axis mistake – They offered SD camera range• Axis 2nd mistake – bad after sale support• Sony sensed strategic window to enter in this account
and we successful hit hard
Lots Technical of Support ! Strengthen Partner Support & activity in the field More Trainings Customer / Consultant / Partner
...... Rasa role in this project is becoming more vital and Sony played assistance role ......
Work together like one team !
Sony JapanRASA
SONY MEA
SONY Japan
Sony MEA
Bank Mallet/ Partner/ Consultants
POCColour SONY
AXIS P3344VE 0.2lux
Sony DH180 0.2lux
AXIS P3344 Night
Sony DH140 Night
AXIS P3344VE Strong Backlight
Sony DH180 Strong Backlight
AXIS P1344 150lux
Sony CH140 150lux
HD dynamic range comparison – IP Video Market
130dB
68dB
Axis2
SNC-CH140
Dyn
amic
Ran
ge (
dB
)
60dB
Competition 3
=130 dB
Evaluation Test Done for 48000 HD Camera Project
Price
CMS
Night
DVRs
Stable
Day Time
Night
WDR
Price ( Amazing )
RSM
Day Time ( Broadcast View )
Night ( 0.2 ) VE & XDNR
NVRs
WDR ( 130 dB )
Stable & Future Proof
Dalmier Axis Sony
With all kind of Test Sony was Winner. HD has never been so practical and affordable for customers of huge size of Banks
Challenges:
What Resolution? HD or SD? Sony or Axis?
What platform for 400 Branches?
What is Picture Quality?
Entrance Glasses? Clear Faces? Night Time View?
Budget for 400 Branches & 5500 Cameras?
V Series 5500 Cameras
Milestone
ATM Integration
Solution by Sony:
Challenges:
What Resolution? HD or SD? Sony or Axis?
What platform for 700 Branches?
What is Picture Quality?
Entrance Glasses? Clear Faces? Night Time View?
Budget for 700 Branches & 5500 Cameras?
Sony worked closely with the Bank to provide a comprehensive
surveillance solution
The system means that the Bank has lower security costs as fewer
people are needed to manage the Bank. For example, in the event of
an emergency, operators can instantly view the camera covering the
affected area and deploy security staff more efficiently
Solution by Sony:
Jeddah Airport, GACA
Challenges:
Jeddah Airport needed a security surveillance solution which
allowed it monitor remote buildings within the airport including the
main passenger terminal
Sony worked closely with the airport to provide a comprehensive e-
surveillance solution that included image capture, content
management and content delivery
The system means that the airport has lower security costs as fewer
people are needed to manage the airport. For example, in the event
of an emergency, operators can instantly view the camera covering
the affected area and deploy security staff more efficiently
Solution by Sony:
AIRPORTS
RTA, Dubai
Challenges:
RTA needed a security surveillance solution which allowed it
monitor remote buildings within the Roads, Bus Station, Taxi Station
including the main passenger terminal
PTZ cameras
High Temperature
DEPA Advance
Solution by Sony:
Road &
Transport
Dubai
Ministry of Education - Kuwait
Challenges:
- Most intelligent students
- Crime for fun
- Some bad incidents
- All 1400 Schools should have security
- Centralized Monitoring & local recording
- Each School NSR
- 1400 * 20 cam each school
- 28000 cameras
- Separate Network for CCTV
- Integration with MOE IT SW
- Security + Vandal + Intelligence
Solution by Sony:
Umm Ul Qurra - University
Challenges:
- Biggest University in KSA
- Multiple Sites & 120 Buildings
- Sony Won End to End Solution, CCTV, VC, LCDs
- 1000 Cameras
- 50 NVRs
- 160 VC
- Still going on ..
Solution by Sony:
Case Study: Centro Point @ Marina Mall, Abu Dhabi
CHALLENGES: SOLUTION BY SONY:
Centro Point @ Marina Mall has
Multiple Brands goods stores
whose size poses specific
challenges to camera
surveillance: How to upgrade the
old camera surveillance system
without replacing every single
item.
Thanks to Sony’s hybrid solution
Centro Point was able to combine
existing analogue cameras with a new
monitoring system.
The customer’s older analogue
cameras were partially updated, and
used for the smaller of the two stores;
and a complete set of new cameras
were installed in the bigger store. .
“I didn’t even think of offering anything else than Sony
equipment. The image quality and the possibility to
build hybrid systems settled the game,” concludes
IT/Security Head Land Mark Group
PRODUCTS:
SNC-DH110, SNC-CH110
SNC-DH210, NSR-500
TECHNOLOGY:
HD
X Series
Hybrid Solution
IP
Case Study: Centro Point @ Marina Mall, Abu Dhabi
CHALLENGES: View
Time Line
Solution by Sony:
•Products:
Easy installation NSR based system
•Components
-NSR based system x1
-SNC-DF40P x 19
-RSM controller in remote operation
centres x 6
Technology:
Intelligent Video Analytics (DEPA)
Retail Stores
To ensure the safety of thousands of Shop visitors while satisfying the
demands of a sophisticated retail environment
Sony provided an integrated surveillance and communication system, including
a public address system and intrusion detection system
A network of 19 IP network cameras (DEPA-equipped), that could all monitored
from a single control room
Challenges:
PC One Showroom - Qatar
- Kuwait
Customer
What customer needs
• New IP-based security monitoring
system .
• Easy deployment and scalability
• Easy integration with building
management system
•IKEA in Kuwait
•127 – IP cameras
Solution
•Easy installation RSM based system
•Components
-RSM based system x 3
-SNC-R25P x 1
-SNC-DF40P x 99
-SNC-DF70P x 20
-SNC-CS3P x 7
-RSM controller in remote operation
centre
Surveillance is not just for property:
– The Glass Entrances
– Basements
– Parking
– Cash ATMs
– External Perimeter
– Staff Rooms/Breakout Areas
Challenges in Malls
Surveillance is not just for property:
– Stairs
– MOI Regulations
– H.264 @ 25 FPS
– 6 Months Storage
– Multicast
– Redundancy on each level
Challenges in Malls
Surveillance is not just for property:
– ANPR / Analytics
– Video Wall Monitoring / Centralise Monitoring / VMX
– Integration with BMS, AC & Fire alarm etc.
– Consultants / Contractors / Client / MOI ( Police ) / SI’rs
– GVD / Milestone
Challenges in Malls
Case Study: Itehad Tower, Abu Dhabi
CHALLENGES: SOLUTION BY SONY:
PRODUCTS:
SNC-DH120, SNC-CH120
SNC-DH140, SNC-CH140
Housings
Kits
TECHNOLOGY:
Sony: HD IP
V Series, E Series
View DR
Visibility Enhancer
Edge Analytics
GVD NVR / VMX
Fail Over
Das Storage
Time Line
Case Study: Itehad Tower
Case Study: Itehad Tower
Shopping Mall Marina Mall – Abu Dhabi
Capital Mall - Abu Dhabi
Customer
What customer needs
•IKEA in Kuwait
•127 – IP cameras
Solution
•Easy installation RSM based system
•Components
-RSM based system x 3
-SNC-R25P x 1
-SNC-DF40P x 99
-SNC-DF70P x 20
-SNC-CS3P x 7
-RSM controller in remote operation
centre
Customer
•IKEA in Kuwait
•127 – IP cameras
MOE
( 2006 – 2007 )
1. TECHNICAL SALES ENGINEERING
2. DEAL QUALIFICATION
3. SOLUTION CLOSURE
4. NETWORKING & UNIFIED COMMUNICATION DESIGNING & PRESENTING
5. WAYS TO INCREASE DEALS SIZE
6. INCREASING THE SOLUTION WIN RATE
7. DECREASING THE SALES REPS' TIME WITH TECHNICAL ACTIVITIES
8. WIRELESS SOLUTION
9. AREA SALES EXECUTIVE HANDLING UAE
• RAK Airport• Sharjah Electricity & Water Department• Fujairah E Government ( 52 Government Entities )• Sharjah Customs & Ports• Qanat Al Qasba• Ajman Municipality• Ajman E Government• Sharjah Cultural center & information• Umm Al Qwain Bank• Sharjah Public Works• Sharjah Town Planning and Development• RAK E Government
( 2006 – 2007 )
Held as the Top Area Sales Eexuctive Achiever amongstthe UAE team from the date of joining with Cisco SystemsInc.
Stand out as the top performer in successful completionof New Hire Training with Cisco Systems Inc.
Track record of IT consulting experience with excellentbackground in hardware & softwareconfiguration, networking, system engineering, IT trainingand end-user support.
I CAN BE CONTACTED THROUGH
EMAIL [email protected]
CELL +971 503523412http://ae.linkedin.com/in/wasefalhaki
m
ADDRESS Dubai Marina, The Zen Tower DUBAI. UAE
PERSONAL DATA
VISA: DUBAI RESIDENCE VISA
DATE OF BIRTH: 02/15/1978
MARITAL STATUS: MARRIED
DRIVING LICENSE: UAE - INTERNATIONAL