Wasef al hakim visual cv

2. Wasef
AlHakim

3. 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 distribution
channel from scratch and development and growing profitability on yearly basis. Continuously rose from the rank and earned
corporate accounts from major industry players. Also well experienced in gaining business growth and capturing market share in
dynamic industry. Results driven, technically astute and successful team player, who has achieved business goals and company
objectives and delivered highest standards in an IT industry set up. Seeks an exciting management role in an IT firm.

4. • IP VIDEO SECURITY AND AV-IT
• SYSTEM DESIGNING
• SOLUTION ARCHITECTING
• SOLUTION BUILDING
• SYSTEM CONSULTING

5. • REGIONAL SALES MANAGER ( • VENDOR MANAGEMENT
MEA ) • CONSULTANT ASSISTANCE
• PROJECT MANAGEMENT • KEY SYSTEM INTEGRATORS
• KEY ACCOUNT MANAGMENT MANAGEMENT
• PRODUCT MANAGEMENT

6. • TRAININGS
• TECHNICAL ( END USER & CONSULTANTS )
• SALES ( CHANNEL / PARTNERS )
• PUBLIC PRESENTATIONS

7. • STRATEGIC / MEGA PROJECTS MANAGEMENT.
• CONSULTANT ASSISTANCE
• PROJECTS PROF OF CONCEPT

8. Networking & Servers IP CCTV Vendors

9. AV-IT Products Understanding
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 )

10. 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)
2000 - 2004 (Technology As Competitive Edge, Information Resource Management)
(Business Communication, DBMS, Software Engineering For CS & Managers)

11. 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

12. Languages
Speak Read Write
English Y Y Y
Arabic Y Y Y

13. From 2008 onwards .. ( 2004 – 2008 )

14. From 2008 onwards ..
• SYSTEM CONSULTANT
• PRE SALES MANAGER
• VIDEO SECURITY PRODUCT MANAGER
• POST SALES SUPPORT VIDEO SECURITY & VIDEO Highest Sales Award for the year 2010 and
CONFERENCING PRODUCTS recorded 2nd biggest sales in video security
• TRAINING FOR CHANNEL / SALES TEAM products since the date of employment
• DEVELOPMENT OF HUGE COUNTRIES LIKE with Sony. Also developed relation with
IRAN, SAUDI, UAE, EGYPT, KUWAIT, SOUTH major consultants across MEA for mega
projects Where I Have achived 338% of my
AFRICA, QATAR, BAHRAIN, OMAN, JORDAN, LEBAN target.
ONE
Received Double 07 Award for
• KEY PROJECT SALES LIKE 34000 CAMERA financial year of 2008 for surpassing
PROJECT, 24000 CAMERA PROJECT and recording 210% target
• SALES & PRE SALES TRAINING TO EACH SI’S & achievement.
CONSULTANTS Successfully achieved 120% target at
• 400% GROWTH IN IPELA BUSINESS the closing of financial year 2008 and
• COMPETITION ANALYSIS 135% of the quarter.
• KEY BID MANAGEMENT
• SEMINAR & PUBLIC SPEAKING

15. From 2008 onwards ..

16. ISNR From 2008 onwards ..
– 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

17. 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 )

18. • 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

19. • MEA
• Wasef Al Hakim
• SI
• Kamran Rohi ( Partner )
• Japan
• Seki
• Suzuka

20. • 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

21. System overview Bank Mellat IRAN
1 BANK Branch system
x8
HD Fixed
SNC-CH140/KME
SNCA-JOYSTICK1/KME
x8 PC + Monitoring software
IMZ-NS132/KME
HD Fixed Dome PC + Recording software
SNC-DH180/KME IMZ-NS132/KME Remote connection
SNCA-JOYSTICK1/KME
x2
HD PTZ
SNC-RH124/KME PC + Monitoring software
IMZ-NS132/KME
X 2200 Branches

22. 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

23. 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

24. 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

25.  Lots Technical of Support !
 Strengthen Partner Support & activity in the field
 More Trainings Customer / Consultant / Partner

26. Work together like one team !
Bank Mallet/ Partner/ Consultants
Sony MEA SONY
Japan
SONY MEA
Sony Japan
RASA
...... Rasa role in this project is becoming
more vital and Sony played assistance role ......

27. POC
Colour
SONY

28. POC
Colour SONY

29. AXIS P3344VE 0.2lux

30. Sony DH180 0.2lux

31. AXIS P3344 Night

32. Sony DH140 Night

33. AXIS P3344VE Strong Backlight

34. Sony DH180 Strong Backlight

35. AXIS P1344 150lux

36. Sony CH140 150lux

37. HD dynamic range comparison – IP
Video Market
SNC-CH140 =130 dB
Dynamic Range (dB)
130 Axis2
Competition 3
dB
68 60
dB dB

38. Evaluation Test Done for 48000 HD
Camera Project
Dalmier Axis Sony
Day Time Day Time ( Broadcast View )
WDR WDR ( 130 dB )
Night Night Night ( 0.2 ) VE & XDNR
Stable Stable & Future Proof
Price Price ( Amazing )
With all kind of Test
DVRs NVRs
Sony was Winner. HD
has never been so
CMS RSM
practical and affordable
for customers of huge
size of Banks

39. 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?
Solution by Sony:
V Series 5500 Cameras
Milestone
ATM Integration

40. 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?
Solution by Sony:
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

41. 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
Solution by Sony:
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
AIRPORTS

42. 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
Solution by Sony:
PTZ cameras
High Temperature
DEPA Advance
Road &
Transport
Dubai

43. Ministry of Education - Kuwait
Challenges:
- Most intelligent students
- Crime for fun
- Some bad incidents
- All 1400 Schools should have security
- Centralized Monitoring & local recording
Solution by Sony:
- Each School NSR
- 1400 * 20 cam each school
- 28000 cameras
- Separate Network for CCTV
- Integration with MOE IT SW
- Security + Vandal + Intelligence

44. Umm Ul Qurra - University
Challenges:
- Biggest University in KSA
- Multiple Sites & 120 Buildings
- Sony Won End to End Solution, CCTV, VC, LCDs
Solution by Sony:
- 1000 Cameras
- 50 NVRs
- 160 VC
- Still going on ..

45. Case Study:
Centro Point @ Marina Mall, Abu Dhabi
CHALLENGES: SOLUTION BY SONY: PRODUCTS:
Centro Point @ Marina Mall has Thanks to Sony’s hybrid solution SNC-DH110, SNC-CH110
Multiple Brands goods stores Centro Point was able to combine SNC-DH210, NSR-500
whose size poses specific existing analogue cameras with a new
challenges to camera monitoring system.
surveillance: How to upgrade the The customer’s older analogue
old camera surveillance system cameras were partially updated, and
without replacing every single used for the smaller of the two stores;
item. and a complete set of new cameras
were installed in the bigger store. .
TECHNOLOGY:
“I didn’t even think of offering anything else than Sony
equip-ment. The image quality and the possibility to HD
build hybrid systems settled the game,” concludes
IT/Security Head Land Mark Group X Series
Hybrid Solution
IP

46. Case Study:
Centro Point @ Marina Mall, Abu Dhabi
CHALLENGES: View
Time Line

47. Retail Stores
PC One Showroom - Qatar
Challenges:
To ensure the safety of thousands of Shop visitors while satisfying the
demands of a sophisticated retail environment
Solution by Sony:
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
•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)

48. - Kuwait
Customer
•IKEA in Kuwait Solution
•127 – IP cameras •Easy installation RSM based system
•Components
-RSM based system x 3
-SNC-R25P x 1
What customer needs
-SNC-DF40P x 99
• New IP-based security monitoring -SNC-DF70P x 20
system . -SNC-CS3P x 7
• Easy deployment and scalability -RSM controller in remote operation
• Easy integration with building centre
management system

49. Challenges in Malls
Surveillance is not just for
property:
– The Glass Entrances
– Basements
– Parking
– Cash ATMs
– External Perimeter
– Staff Rooms/Breakout Areas

50. Challenges in Malls
Surveillance is not just for
property:
– Stairs
– MOI Regulations
– H.264 @ 25 FPS
– 6 Months Storage
– Multicast
– Redundancy on each level

51. 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

52. 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
Time Line  Visibility Enhancer
Edge Analytics
GVD NVR / VMX
Fail Over
Das Storage

53. Case Study: Itehad Tower

54. Case Study: Itehad Tower

55. Shopping Mall Marina Mall – Abu Dhabi

56. Capital Mall - Abu
Dhabi
Customer
•IKEA in Kuwait Solution
•127 – IP cameras •Easy installation RSM based system
•Components
-RSM based system x 3
-SNC-R25P x 1
What customer needs
-SNC-DF40P x 99
-SNC-DF70P x 20
-SNC-CS3P x 7
-RSM controller in remote operation
centre

57. Customer
MO
•IKEA in Kuwait
•127 – IP cameras
E

59. ( 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

60. ( 2006 – 2007 )
Held as the Top Area Sales Eexuctive Achiever amongst
the UAE team from the date of joining with Cisco Systems
Inc.
Stand out as the top performer in successful completion
of New Hire Training with Cisco Systems Inc.
Track record of IT consulting experience with excellent
background in hardware & software
configuration, networking, system engineering, IT training
and end-user support.

63. I CAN BE CONTACTED THROUGH
EMAIL WASEFALHAKIM@GMAIL.COM
CELL +971 503523412
http://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