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Co-Founder · Corporate Alliances

Karina Szenasi

Permit Holder · B2B Channel Strategist · UAE Market Specialist

An accomplished and results-driven Business Development, Sales & Partnerships Strategist with 25+ years of B2B and Channel Management experience in the Telecommunications and IT sectors in the Middle East and Europe markets. Demonstrated success in generating consistent revenue and driving profitability by developing impactful sales strategies in complex, challenging and startup environments.

Proficient at delivering customer engagement and enterprise success. Adept at leading and motivating large multicultural teams with proven expertise in nurturing collaborative cross-functional relationships. A trusted thought leader and solutions-focused business partner with superior negotiation and project management skills.

SKILLS

Sales & Business Development Strategy | Business Strategy & Revenue Growth | Channel Partner Development & Management | Strategic Partnerships | Product and Value Proposition Development | Project Management | Budgeting, Forecasting & Financial Performance | High-value Customer Engagement & Relationship Building | Leadership & Team Development | Cross-functional Collaboration | Change Management | Research & Analysis | Judgement & Decision-making | Negotiation & Influencing | Critical & Analytical Thinking | Communication & Presentation | Adaptability

Career Highlights
Selected to join Etisalat due to demonstrated thought leadership and expertise in delivering enterprise success and customer engagement via effective Sales & Marketing, Strategic Partnerships and Channel Management
Recognized for superior performance and commercial leadership –
Recognized for superior performance and commercial leadership –
Several Etisalat ‘Top Performer of the Month’ awards
Exceed stretching revenue targets by an average 30% YoY –
Exceed stretching revenue targets by an average 30% YoY –
Streamline focus on strategic products. Optimized AED 1.7 Billion revenue generation for 2022 across key products: Mobile 141% | Fixed 125% | Digital (Microsoft Office 365, VSaaS, Cloud & Data Centre) 123%
Architected a ground-breaking deal for Du and Encloud for the first go-live client on the Cloud – conducted in-depth research and crafted a winning client proposal to secure the first revenue generating client for cloud services
Steered the successful end-to-end execution of an AED 25 Million project for Computer Network Systems (CNS) – project-managed the complete fit out, data and Oracle ERP implementation for a stadium in Dubai Sports City. Liaised with cross- functional internal and external stakeholders including client C-Suite, Finance, Procurement, Vendors and Pre-Sales teams
Contributed to the successful launch of the first Mobile Number Portability (MNP) project in Germany in the capacity of Commercial Project Manager with the O2 Telefónica UK telecom and marketing team
Work Experience

Manager – SME Corporate Alliances Sales | Etisalat Dubai, UAE

Spearhead the growth of the SME client segment by managing a Hunting Channel Sales team and Channel Partners
Steward 3 key Channel Partners to increase sales – build partner capabilities by vetting, recruiting & training their multicultural sales force of up to 30 personnel per partner
Establish strategic partnerships to create mutually beneficial sales ecosystems
Manage negotiations with B2B end-user customers – represent Etisalat and demonstrate product & value proposition
Champion a consultative sales-through-service approach to achieve revenue targets
Enabled an 80% reduction of Activation processing time
Coordinated with cross functional stakeholders

Channel Manager | Encloud JLT Dubai, UAE

Developed the startup cloud products proposition at the Channel level for key partner Du Telecom
Shaped and executed the Channel Sales & Marketing strategy
Enabled channel partner success – coached and mentored a team of 25 Enterprise Sales Managers
Drove revenue generation by creating market awareness and ushering in digital transformations

Sales and Business Development Manager | Computer Network Systems (CNS), Dubai, UAE

Managed end-to-end sales cycle
Represented CNS in the UAE – earned recognition as a thought leader by customers, partners & market influencers
Developed and managed strategic alliances

Commercial Projects & Implementation Manager

O2 Telefónica UK Munich, Germany
PROFESSIONAL CERTIFICATIONS
Project Management
O2 Telefónica UK Germany | 2000
EDUCATION
Master in Business Management
Verwaltungs- und Wirtschaftsakademie Munich (VWA) Germany | 2005
Master in Business Economics
Verwaltungs- und Wirtschaftsakademie Munich (VWA) Germany | 2000
LANGUAGE SKILLS
English: Fluent | German: Native fluency
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