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
2021.10 - 2025.02
- 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
2020.03 - 2021.10
- 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
2018.01 - 2020.02
- 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
2017.04 - 2018.01
- 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
2016.02 - 2017.03
- 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
2013.09 - 2016.02
- 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
2012.07 - 2013.08
- 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
2010.01 - 2012.05
- 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
2008.09 - 2009.12
- 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
2007.09 - 2008.08
- 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
2006.07 - 2007.08
- 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
2005.01 - 2006.07
- 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
2002.12 - 2004.12
- 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
2000.01 - 2002.06
- Company Overview: Ireland
- Consumer Electronics and Computer products
- Marketing & Communications Europe, Sales and Business Development
- Ireland
Operations Executive
Trintech Group
Frankfurt, Germany
1996.01 - 1999.12
- 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
1996.01 - 1996.12
- Company Overview: Giessen, Germany
- Business communication
- Giessen, Germany
Assistant Teacher (German & French)
Bootle High School
Merseyside, UK
1993.01 - 1993.04
- Company Overview: Merseyside, UK
- Merseyside, UK
Education
Certificate - Internet Technologies, Software Systems & Cybersecurity
Institute for Software Systems Engineering
2013.01 - 2014.01
Degree of Specialisation - Distribution System Management
Institute of Applied Information Technology (IAD)
1995.01 - 1997.01
Degree - German Studies
University of Siegen
1993.01 - 1994.01
BA - Trilingual faculty (German, English & French) of Applied Foreign Languages & International Business Management
John-Moores University
1989.01 - 1993.01
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
2021.10 - 2025.02
Senior Business Development Consultant & Team Lead EMEA & APAC
Vendavo
2020.03 - 2021.10
Senior Business Development Consultant & Team Lead EMEA
Salesforce.com
2018.01 - 2020.02
Enterprise Customer Account Manager (Renewals) (D.A.CH- APAC-Japan)
Jive Software
2017.04 - 2018.01
Senior Enterprise Target Account- Business Development Rep. (D.A.CH)
Jive Software
2016.02 - 2017.03
Inside Sales & Account Development Rep. (D.A.CH)
Coverity
2013.09 - 2016.02
Certificate - Internet Technologies, Software Systems & Cybersecurity
Institute for Software Systems Engineering
2013.01 - 2014.01
Business Development Manager (D.A.CH)
asp.BI
2012.07 - 2013.08
Channel Manager (D.A.CH-EMEA)
Maximizer
2010.01 - 2012.05
Inside Sales Account Manager (D.A.CH)
Webroot
2008.09 - 2009.12
Inside Sales Account Manager (D.A.CH / Central Europe)
Expand Networks
2007.09 - 2008.08
Business Development Executive (D.A.CH-EMEA)
Clearswift
2006.07 - 2007.08
Business Development Executive (D.A.CH-EMEA)
Rhetorik Solutions
2005.01 - 2006.07
Sales Executive France
SARL STIC Technologies
2002.12 - 2004.12
Sales Executive (D.A.CH-EMEA)
P.I.E Ltd
2000.01 - 2002.06
Operations Executive
Trintech Group
1996.01 - 1999.12
Trainer
Chamber of Commerce and Industry
1996.01 - 1996.12
Degree of Specialisation - Distribution System Management
Institute of Applied Information Technology (IAD)
1995.01 - 1997.01
Assistant Teacher (German & French)
Bootle High School
1993.01 - 1993.04
Degree - German Studies
University of Siegen
1993.01 - 1994.01
BA - Trilingual faculty (German, English & French) of Applied Foreign Languages & International Business Management
John-Moores University
1989.01 - 1993.01