1. Could you introduce yourself and tell us about you? Your current / recent jobs and employers? Previous companies and jobs?
She has more than 20 years of experience with sales role and channels role; started from XXXX in Singapore doing Southeast Asia sales then she moved to Hong Kong and has been there for more than 17 years now. She has been handling sales and channels at the same time and does a lot of business development as well. She started working in the software industry from XXXX, where she started with database application to security; also worked with XXXX, XXXX, XXXX, and now with XXXX. She’s having two roles in current company: working with partners and working directly. She is responsible for going and sourcing her own customer base up to closing then works with partners as well to do fulfilment, make sure they share business, collaborate ideas, meet customers in behalf of them; on a daily basis, she do calls with her partners and weekly with customers.
She works with many partners, be it local partners, resellers, and global on programs, incentive, and how to get them motivated to work with her and get the deal done. Some of the other partners she had globally includes PwC, Deloitte, BOC, and even HKJC which she considers one their strongest partners; a few of the smaller ones include Jardine, Nexus, Hutchison, where they worked on programs for their internal rollout. In choosing a partner, she looks at their capabilities, what is the coverage in terms of region, track record, and customer base; they have multiple tiers such as distributors and resellers.
2. What skill(s) / experience would you self-describe as strongest or specialist in?
Strongest skill would be her aggressive personality and the push for initiatives. She is good with coming up with a lot of new programs that can generate new customers or work with partners, good with getting partners motivated to work with her, and sell their product. One of her achievements in previous company was changing everything from reseller, distributor, because of the partner wasn’t selling a lot; after reprogramming and retraining, she was successful and they got 100% on targets the first year, 150% on second year, and 300% on the third year. One of the most notable achievements when it comes to number was the multi-year contract she signed with Jardine, which was 250K USD yearly for three consecutive years.
3. Do you have the lists of key criteria’s according to the clients’ requirements?
She has been doing partnerships and channel sales for more than 20 years now, has strong experience working with GSIs, MSSPs, and even telcos; she has worked with partners, resellers, distributors, and so on. Currently in XXXX and previously in XXXX, they have a mobile app security solution, linked with a desktop application, although she has more involvement on the mobile side, how to sell it, the cybersecurity part, and the regulations as well within APAC region; has more than 10 years of experience in cybersecurity in general.
Proficient with designing and executing GTM for partners and currently, she’s having two distributors and three focused resellers in each region/country as well as GTM and MSSP on top, mainly in APAC. She has experience working with partners, specifically telcos, in Thailand, and the rest of APAC as well including Hong Kong, Macau, Singapore, China, and more.
