Omar Jabara

Mentoring and coaching a team of 12 Business Development Representatives and Partnership Development Representatives, working closely with the CRO, Director of Growth and Director of Sales to increase the outbound efforts within the sales cycle and efficient quarter-over-quarter pipeline forecasts

Selected Contributions:

• Motivated team and increased top of funnel Pipeline from $900K to $1.9MM per quarter
• Increased conversion of sales approved leads to sales qualified leads from 35% to 65%
• Increased ACV by penetrating upper mid-market from $19K - $31K
• Worked closely with account executives to coach them on full cycle selling and closing motions
• Increasing win ratio from 6% to 13%
• Developed qualification call process for Senior BDRs and Sales Managers which added step in prospecting journey but increased deal velocity by 25% and win ratio by additional 10%.

Executed on initial design/build clients for the contracts department while strategically developing the proposal to win

Managed a sales team of 7 and quickly increased their closing ratio to over 70% within 90 days. In 10 months, closed $2+ million in projects with $2 million being quoted (as of Nov 2021)

Selected Contributions:

• Developed relationships with design/build community and quickly gained $1million+ pipeline in net-new business
• Increased closing ratios of sales team to over 70% while managing own book of business
• Marketed to National accounts and successfully presented proposals that garnered acceptance to bid on multi-year, multi-million-dollar projects
• Retrieved previous lost clients and converted rejected bids into won projects, closing $1 million in sales in 4 days.

Planned, devised, and implemented strategies for products “wireless sensors” that sold as a SaaS revenue model to B2C, B2B, and SMB

Produced detailed reports and designed comprehensive presentations on sales development activities for operations team and stakeholders for consideration

Selected Contributions:

• Built productive relationships with Transit Agencies and FTA engineering team to drive new business initiatives by utilizing data driven presentation, receiving approval stamp on industrial wireless tire pressure sensors
• Conducted detailed analysis to source and gather requirements as well as evaluated and assessed business metrics while focusing on customer feedback for process improvements
• Marketed product to transit officials across USA and successfully received 250 requests for quotation after attending and presenting product in trade shows in USA
• Worked laterally across hardware and software divisions to ensure product releases were subject to client requirements for both new and existing contracts.

Steered in-depth analysis and retargeted existing networks, aiding in identified $7.5M in new business opportunities. Capitalized on new client opportunities and generated new business by organizing and managing campaigns

Selected Contributions:

• Nurtured productive partnerships with banks and brokers to develop new revenue streams, resulting in attainment of $1M revenue in three months
• Planned executed marketing campaign aiming specialty contracts within provincial and federal government, creating $4+M in opportunities.

Devised and introduced innovative solutions by leveraging key skills and industry knowledge, which resulted in securing $3M in new revenue. Built and strengthened professional working relationships with team members, which enhanced productivity up to two-fold and grew company morale

Selected Contributions:

• Won contracts with provincial government agencies by conducting SWOT analysis and GTM on new business initiatives
• Gained $1M contract and $3M in new business by focusing on and securing bid with BC Housing.

Liaised and functioned closely with technology teams to plan and develop custom API and mobile apps, aiming to increase user engagement. Demonstrated broad scope of industry knowledge and key skills while working on preparing MVP's, MMP's, PRD's and detail-oriented product roadmap

Selected Contributions:

• Formulated strategic business development plans and simplified processes, boosting mobile subscription base from 2,000 users to 12,000 users in less than 12 months
• Administered and controlled overall activities related to product design from vision, testing, and development to launching and delivery
• Significantly increased retention rate from 45% to 80%+ on quarterly subscriptions via demos and partnerships
• Traveled to Europe, Middle East, and Asia as well as United States and Central America to close deals quickly.