1. Could you introduce yourself and tell us about you? Your current / recent jobs and employers? Previous companies and jobs?
He began in IT sales and marketing at XXXX (2006) and then spent about 7 years at XXXX (2007 – 2013) as a corporate account manager covering SMB, enterprise, public sector and MNC accounts. He moved into channel sales at XXXX (2013 – 2018), a Hong Kong security distributor, selling Check Point, RSA and other security products through partners such as XXXX. After a nine-month spell at XXXX (2018 – 2019) on end-user accounts, he joined XXXX (2019 – 2022) to manage resellers and distributors in Hong Kong and Macau. Since 2022 he has been Partner Sales Manager at XXXX, covering XXXX, XXXX, XXXX and XXXX, and Hong Kong banks. His biggest deal is a Tokyo co-location contract for XXXX, selling a whole floor of a data center. It carries about USD 150K MRC and about USD 20M total value, and took about 12 months to close.
His strength is channel and partner management: building partner plans, driving partners to sell his products instead of competitors’, and recruiting new partners. He sells value rather than price, as with XXXX (premium pricing against its ecosystem) and Check Point. His biggest security deal was the CLP project, won against Fortinet, Palo Alto and Cisco through demonstrations and POCs. His telco background gives him strong relationships with telecom carriers and Hong Kong banks.
XXXX is a partial fit and his profile is channel-led rather than direct enterprise sales. He has 4.5 years selling security products through the channel at XXXX, where he also engaged end users directly on security design, and he has strong closing and negotiation skills. He is fluent in English, Cantonese and Mandarin and works with C-level and bank contacts. However, he has never sold cybersecurity directly for a vendor, and the role is pure hunting of end-user accounts in Hong Kong and Macau.
