Abdenabi Lahyani
Summary
As a strategic BDR Manager, I have a proven track record of leading high-performing teams to consistently surpass business development targets. My expertise lies in crafting innovative strategies, optimising performance, and fostering collaboration to drive revenue growth and enhance operational efficiency and the achievement of organisational business development objectives.
Overview
32
32
years of professional experience
8
8
years of post-secondary education
Work history
Business Development Manager Multilingual
Kyriba
10.2021 - 02.2025
- Talent Acquisition & Development
- Building and scaling a high-performing BDR team through structured coaching and continuous development
- Pipeline Acceleration
- Optimising lead qualification processes and sales alignment to accelerate pipeline velocity
- Revenue Generation
- Designing and executing outbound strategies to create new business opportunities and drive sustainable growth.
Senior Business Development Consultant & Team Lead EMEA & APAC
Vendavo
03.2020 - 10.2021
- Company Overview: www.vendavo.com
- Developing and growing new business within niche strategic industry verticals
- Prospecting and building robust pipeline by qualifying strategic sales opportunities and supporting global sales directors to achieve their sales quota
- Strategic Account Development by leveraging existing relationships into projects, LOBs, divisions/ BUs and identify new sales opportunities
- Www.vendavo.com
Senior Business Development Consultant & Team Lead EMEA
Salesforce.com
01.2018 - 02.2020
- Company Overview: acquired ClickSoftware Technologies
- Establishing, developing and growing new business relationships with influential contacts within niche Enterprise verticals
- Cross sell/ up sell by leveraging existing relationships into projects, LOBs, departments and divisions to identify new opportunities and pass to field Account Executives
- Sales opportunity qualification and support regional field sales executives
- Prospecting by attending special Events and Trade-shows
Enterprise Customer Account Manager (Renewals) (D.A.CH- APAC-Japan)
Jive Software
04.2017 - 01.2018
- Company Overview: acquired by Aurea Software - www.jiveSoftware.com
- Account Management: building and nurturing profitable long-term relationships with existing accounts for growth and revenue maximisation (Cross-sell / Upsell), Contract renewal
- Acquired by Aurea Software - www.jiveSoftware.com
Senior Enterprise Target Account- Business Development Rep. (D.A.CH)
Jive Software
02.2016 - 03.2017
- Company Overview: www.jiveSoftware.com
- Establishing, developing and growing new business relationships with influential contacts within Key Accounts
- Leveraging existing relationships into projects, LOBs, departments and divisions to identify new opportunities and pass to the Field Account Executives
- Align with Marketing strategy and Field Account Executives to effectively devise territory plans and account profiles
- New business development and sales opportunity qualification
- Www.jiveSoftware.com
Inside Sales & Account Development Rep. (D.A.CH)
Coverity
09.2013 - 02.2016
- Company Overview: part of https://www.synopsys.com/software-integrity.html - Software Application Security
- New Business: identifying opportunities and prospecting (cold & warm calling) into high value prospects & named accounts
- Work towards pipeline generation as well as territory closed new business sales quota
- Sales opportunity qualification and support regional field sales closing new business
- Account Management: building and nurturing profitable, long-term relationships with existing accounts for growth & new division sales
- Account Management (contract renewal)
- Part of https://www.synopsys.com/software-integrity.html - Software Application Security
Business Development Manager (D.A.CH)
asp.BI
07.2012 - 08.2013
- Company Overview: Member of ASP Consulting Group, Austria (A Maximizer CRM Software Business Partner)
- Selling Maximizer CRM & Epicor ERP, and related consultancy services (cross selling and up selling) and new business within my assigned territory
- Managing lead generation activities and outsourced lead generation (as appropriate) for my territory
- Developing sales channel by recruiting new business partners and supporting the existing ones
- Account Management
- Member of ASP Consulting Group, Austria (A Maximizer CRM Software Business Partner)
Channel Manager (D.A.CH-EMEA)
Maximizer
01.2010 - 05.2012
- Company Overview: www.maximizer.com - CRM Software, UK
- Identifying and prospecting into high value prospects
- Building and nurturing profitable, long-term relationships with existing customers
- Managing profitable relationships with business partners and recruiting new ones
- Identifying opportunities for cross-selling and up-selling
- Pipeline management and forecasting
- Lead qualification, opportunity management and closing deals
- Providing sales training to business partners and demos and presentations
- Www.maximizer.com - CRM Software, UK
Inside Sales Account Manager (D.A.CH)
Webroot
09.2008 - 12.2009
- Company Overview: www.webroot.com - Security Software, UK
- New Business: 'cold' leads into 'qualified' sales opportunities
- Lead-generation, lead-follow-up, lead qualification - essentially turning 'cold' leads into 'qualified' sales opportunities
- Opportunities management and sales support throughout the sales cycle
- Account management: cross sale, up sale to existing accounts
- Channel: recruiting new channel partners and supporting existing one throughout the sales cycle
- Www.webroot.com - Security Software, UK
Inside Sales Account Manager (D.A.CH / Central Europe)
Expand Networks
09.2007 - 08.2008
- Company Overview: now www.riverbed.com - UK
- New Business: 'cold' leads into 'qualified' sales opportunities
- Lead-generation, lead-follow-up, lead qualification - essentially turning 'cold' leads into 'qualified' sales opportunities
- Field sales support throughout the sales cycle
- Existing customers: cross sale, up sale to existing accounts
- Channel: recruiting new partners and supporting existing one throughout the sales cycle
- Now www.riverbed.com - UK
Business Development Executive (D.A.CH-EMEA)
Clearswift
07.2006 - 08.2007
- Company Overview: www.clearswift.com - Security Software, UK
- Business development for Germany, Austria, Switzerland, Middle East and North Africa region
- Developing sales opportunities, qualifying and maintaining appropriate ongoing communications with Accounts and Prospects, with the aim of providing high quality opportunities to regional offices and business partners channel support through tradeshows and exhibitions attendance
- Managing opportunity pipeline and liaise with local field sales office and channel business partners
- New channel business partner recruitment
- Www.clearswift.com - Security Software, UK
Business Development Executive (D.A.CH-EMEA)
Rhetorik Solutions
01.2005 - 07.2006
- Company Overview: www.rhetoriksolutions.co.uk - UK
- I.T & Telecom Technologies New Business: 'cold' leads into 'qualified' sales opportunities
- Lead-generation, lead-follow-up, lead qualification - essentially turning 'cold' leads into 'qualified' sales opportunities
- EMEA Channel development and support
- Www.rhetoriksolutions.co.uk - UK
Sales Executive France
SARL STIC Technologies
12.2002 - 12.2004
- Company Overview: France
- Developing B2B sales structure: B2B: Direct sales of our own developed business management software solutions to small- and midsize businesses, cold calling and to pre-existing customers
- B2B: Resale of Apple Mac and Dell products to small and midsize companies
- France
Sales Executive (D.A.CH-EMEA)
P.I.E Ltd
01.2000 - 06.2002
- Company Overview: Ireland
- Consumer Electronics and Computer products
- Marketing & Communications Europe, Sales and Business Development
- Ireland
Operations Executive
Trintech Group
Frankfurt, Germany
01.1996 - 12.1999
- Company Overview: credit card payment systems - Frankfurt, Germany
- Managing Distribution Activities
- Stock Management and Inventory
- Quality Control of Hard- and Software
- Managing shipment procedures
- Distributor and reseller support, and customer after-sales service
- Credit card payment systems - Frankfurt, Germany
Trainer
Chamber of Commerce and Industry
Giessen, Germany
01.1996 - 12.1996
- Company Overview: Giessen, Germany
- Business communication
- Giessen, Germany
Assistant Teacher (German & French)
Bootle High School
Merseyside, UK
01.1993 - 04.1993
- Company Overview: Merseyside, UK
- Merseyside, UK
Education
Certificate - Internet Technologies, Software Systems & Cybersecurity
Institute for Software Systems Engineering
01.2013 - 01.2014
Degree of Specialisation - Distribution System Management
Institute of Applied Information Technology (IAD)
01.1995 - 01.1997
Degree - German Studies
University of Siegen
01.1993 - 01.1994
BA - Trilingual faculty (German, English & French) of Applied Foreign Languages & International Business Management
John-Moores University
01.1989 - 01.1993
Skills
- Sales and market development
- Strategic prospecting
- Leadership aptitude
- Change implementation
- New account development
- New business acquisition
- Pan European sales
- Sales techniques
- Business development
Languages
German
Fluent
French
Fluent
English
Fluent
Standard & Literary Arabic
Fluent
Spanish (basic)
Beginner
Italian (basic)
Beginner
Personal Information
- Married & Father
- German national
Custom
- Jogging
- Cycling
- Reading
Accomplishments
● President's Club Award (2024) - Selected for highest recognition for outstanding sales performance and leadership excellence at www.kyriba.com ● Named top performer worldwide as D.A.CH & France Strategic Business Development Rep. of the year 2020 at www.vendavo.com with 140% of target achievement ● Named top performer worldwide as D.A.CH Target Account- Business Development Rep. of the year- 2018 at www.clicksoftware.com with 150% of target achievement ● Named EMEA top performer as D.A.CH- APAC-Japan Strategic Enterprise Customer Account Manager of the year 2017 at www.jiveSoftware.com with 120% of target achievement ● Named EMEA top performer as D.A.CH Target Account- Business Development Rep. of the year 2016 at www.jiveSoftware.com - with 150% of target achievement ● Named EMEA top performer as D.A.CH Inside Sales & Account Development Rep. 3 years in a row 2013, 2014 & 2015 first at www.coverity.com and after merger at https://www.synopsys.com/software-integrity.html Software Application Security with 150%-200% of target achievement
Timeline
Business Development Manager Multilingual
Kyriba
10.2021 - 02.2025
Senior Business Development Consultant & Team Lead EMEA & APAC
Vendavo
03.2020 - 10.2021
Senior Business Development Consultant & Team Lead EMEA
Salesforce.com
01.2018 - 02.2020
Enterprise Customer Account Manager (Renewals) (D.A.CH- APAC-Japan)
Jive Software
04.2017 - 01.2018
Senior Enterprise Target Account- Business Development Rep. (D.A.CH)
Jive Software
02.2016 - 03.2017
Inside Sales & Account Development Rep. (D.A.CH)
Coverity
09.2013 - 02.2016
Certificate - Internet Technologies, Software Systems & Cybersecurity
Institute for Software Systems Engineering
01.2013 - 01.2014
Business Development Manager (D.A.CH)
asp.BI
07.2012 - 08.2013
Channel Manager (D.A.CH-EMEA)
Maximizer
01.2010 - 05.2012
Inside Sales Account Manager (D.A.CH)
Webroot
09.2008 - 12.2009
Inside Sales Account Manager (D.A.CH / Central Europe)
Expand Networks
09.2007 - 08.2008
Business Development Executive (D.A.CH-EMEA)
Clearswift
07.2006 - 08.2007
Business Development Executive (D.A.CH-EMEA)
Rhetorik Solutions
01.2005 - 07.2006
Sales Executive France
SARL STIC Technologies
12.2002 - 12.2004
Sales Executive (D.A.CH-EMEA)
P.I.E Ltd
01.2000 - 06.2002
Operations Executive
Trintech Group
01.1996 - 12.1999
Trainer
Chamber of Commerce and Industry
01.1996 - 12.1996
Degree of Specialisation - Distribution System Management
Institute of Applied Information Technology (IAD)
01.1995 - 01.1997
Assistant Teacher (German & French)
Bootle High School
01.1993 - 04.1993
Degree - German Studies
University of Siegen
01.1993 - 01.1994
BA - Trilingual faculty (German, English & French) of Applied Foreign Languages & International Business Management
John-Moores University
01.1989 - 01.1993
Similar Profiles
Hamza SoldiHamza Soldi
Regional Chief Financial Officer - MEA Region at KyribaRegional Chief Financial Officer - MEA Region at Kyriba
Kristin PadbergKristin Padberg
Chief of Staff, Legal at KyribaChief of Staff, Legal at Kyriba
Olivier ILLOUZEOlivier ILLOUZE
Lead Solution Advisor, Global Center of Excellence at KyribaLead Solution Advisor, Global Center of Excellence at Kyriba
Carlos CortesCarlos Cortes
Global Practice Director, Bank Channels at KyribaGlobal Practice Director, Bank Channels at Kyriba
Taheri KothariTaheri Kothari
Business Development /Business Development Manager /Category Sales Manager at Fakhruddin General Trading | Dubai, UAEBusiness Development /Business Development Manager /Category Sales Manager at Fakhruddin General Trading | Dubai, UAE