Karim Kalaawi

Establish ZainTech's multi-cloud practice, driving growth through the acquisition of several leading providers in the region. Lead the development of ZainTech's multi-cloud service offerings, incorporating advisory, professional, and managed services across AWS, Azure, Google Cloud, Oracle Cloud, and ZainTech's own VMware-based cloud platform. Karim set the strategic direction for ZainTech Cloud, ensuring its role as the foundation for all services and guiding both acquisitions and organic growth.

• In the first 12 months, forged strategic partnerships with AWS, Microsoft, Oracle, Google, and VMware, addressing region-specific needs and expanding ZainTech's cloud ecosystem.

• Collaborated with M&A specialists from Strategy& and PwC on acquiring BIOS ME, Adfolks, STS, and Citrus Consulting. Assessed targets' capabilities, their alignment with ZainTech's strategy, and validated business models, setting earn-out targets. Post-acquisition, significantly contributed to PMI exercises for each acquisition.

• Consolidated and standardized cloud platforms and operations across 6 countries, integrating 12 data centres and 3 platforms (ZainTech, BIOS, and later STS).

• Overhauled sales engagement model, restructuring sales team into hunters (BDMs), farmers (AMs), and solution sellers (SSPs), supported by solution architects, and implemented a solution-selling methodology to drive performance.

• Established Enterprise Licensing business and integrated STS capabilities, expanding Microsoft LSP authorization to Kuwait and increasing transaction volume by over 50% within the first 12 months.

• As part of licensing, built the endpoint security offerings around MSSP capabilities, combining both endpoint offerings (e.g. M365E5) with cloud solutions (e.g. Azure Sentinel) to complete the solution portfolio.

• Cloud and licensing became ZainTech's largest revenue drivers, surpassing the 9-figure barrier in 2024, marking a significant milestone for the company's growth.

Elevate Cloud4C's engagement with hyperscale cloud providers, including Microsoft, AWS, GCP, and Oracle, with the goal of growing business 5X in 3 years. Successfully advanced Cloud4C's relationship with Microsoft to a global partner (MAPO), enrolling in multiple programs such as the Enterprise Skilling Initiative, and securing multi-million-dollar funding through programs like Data Centre Migration (DCM) and Accelerated Growth Initiative (AGI). Established Cloud4C as a subcontracting partner for Microsoft Consulting Services (MCS).

• More than doubled business generated through vendors in 2020, and achieved similar growth in 2021(86%).

• Grew Microsoft Azure Consumed Revenue (ACR) by 450% within 12 months.

• Leveraged executive connections to secure 9 large enterprise customer wins for Cloud4C, including top banks in the UAE, a large government entity in Abu Dhabi, major UAE conglomerates, and the largest conglomerate in Kuwait—multi-million-dollar deals secured for 3-year contracts.

Appointed by the CEO/founder to lead three strategic initiatives:

• Branding: Collaborated with Gartner to include Cloud4C in the Magic Quadrant, positioning the company as a visionary in the MQ, among the top 16 global managed services providers.

• Cloud Operations: Established new processes and SOPs to manage the quote-to-cash cycle, aiming to reduce revenue leakage and increase profitability, with an expected EBITDTA increase of $600K in 2021.

• Strategic Partnership with Microsoft: Secured $2.5M in Microsoft's funding for the region in 2021 and led the coordination with alliance managers across 25 countries to consolidate a global plan targeting $50M/year in ACR by June 2022.

Recruited from Microsoft to establish and lead Crayon's cloud channel operations across the Middle East and Africa, focusing on accelerating the partner transition to the cloud and driving digital transformation initiatives. Over the past 36 months, facilitated the cloud transition for partners, guiding them in helping customers embark on their digital journey by identifying suitable workloads for modernization and programmatically navigating them through the transformation phases. Strengthened Crayon's reputation as the most credible cloud distributor in the region, securing 8 new vendor distribution agreements, including Amazon Web Services, to enhance the channel business and support next-generation subscription models.

• Served as alliance lead for core cloud vendors (Microsoft, AWS, GCP), ensuring alignment of activities with vendor KPIs, securing between $250K-$500K of annual funding from Microsoft and AWS.

• Created and launched the Cloud Curator program for Microsoft Dynamics, a one-year academy-style transformation program for partners transitioning from on-premise to cloud. The program exceeded target by 230%, graduating 32 partners and becoming a global best practice for Microsoft.

• Established structured processes for business predictability and accountability, including weekly forecast calls and pipeline reviews, while driving the adoption of Dynamics CRM for sales management, consistently hitting +/- 3% forecast accuracy for 24 consecutive months.

• Implemented operational processes to minimize risk and accelerate collections, reducing 90-day past due receivables by 78% in H2 2017 and consistently improving collection times.

• Revamped Crayon MEA's compensation plan and introduced a quarterly performance review rhythm, eliminating negative attrition and fostering a positive work culture where employees became brand ambassadors, actively referring and recruiting new talent.