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

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 WASEFALHAKIM@GMAIL.COM

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