1. Could you introduce yourself and tell us about you? Your current / recent jobs and employers? Previous companies and jobs?
He is currently working with XXXX as a Senior Product Solution Manager, managing the product and solutions of the Intelligent Collaboration including on-premises video conferencing, interactive whiteboard for the XXXX, and also looking after the products, solutions, and revenues for the whole Hong Kong offices; his direct reporting line will be to the HQ. On top of these, he also looks after channel management from pre-sales, selling, post-sales, and he works very closely with the account management team on approaching potential customers. He handles heavy components of video and audio, especially the AI-patented algorithm on enhancing video and audio. Before this, he was with XXXX as a Senior Enterprise Sales Lead, where he took care of all the top 30 accounts in Hong Kong including Hutchison, AIA Prudential, HSBC, and other Chinese banks; including all the subsidiaries, he handled over 1000 entities during that time. Back then, he was selling the cloud VC, AI companions, as well as meeting audio/video SDK so he did lots of integrations into other companies’ applications. For example, he worked with a hospital authority in Hong Kong where they developed their own telehealth platform and their video elements were provided by XXXX; also worked with one famous enterprise in Hong Kong where they integrated a lot of XXXX services for them.
He also worked for other Western companies before that, including XXXX as a Regional Sales Director, XXXX as a Senior Sales Account Manager, and XXXX as a Sales Manager for APAC. With these roles, he also had the experience being a team lead or leading regional teams and so on. In summary, he has been working in the Unified Communications for the past 20 years.
2. What skill(s) / experience would you self-describe as strongest or specialist in?
Strongest skill would be doing new business development from end-to-end from lead generation, penetration in the existing customers, finding new opportunities with new products or cross-selling into customer’s environment, up until closing deals. Apart from that, he has a lot of experience managing sales teams across Asia; has driven partnerships as well with distributors, telco partners, system integrators, and resellers.
Some of his achievements include the project he did with the telehealth platform for the hospital authority where the deal size is about 1M ACV for three years, so the TCV is 3M USD for them; he secured a multiple 3M+ USD TCV as well with enterprise contracts. On the other hand, he also consider his time with XXXX as an achievement since he helped them set up offices in Hong Kong, build the local business from the ground up including teams and clients. During the earlier years of his career, he also put up his own company and generated over 2M+ HKD revenue in just 1 year since his partner has a lot of good connections within the vendor market. Right now in XXXX, he has successfully developed their distribution channel from zero to 1M USD by far.
3. Do you have the lists of key criteria’s according to the clients’ requirements?
He has more than 15 years of experience in doing sales, business development, and account management; he has been in the audio industry for about 20 years as well and handled both hardware/software audio solutions. Right now, he is doing both product sales and solution sales so he also sell hardware products on top of the usual software solution. Previously in XXXX, it was more of software AV products as well; he would be willing to take up on audio tech hardware sales if ever.
The biggest team size he has handled so far is about 8 people across APAC, all were direct reports under him. His coverage is strong within North Asia (Hong Kong, Taiwan) and Southeast Asia (Singapore, Philippines); right now, he has a strong mix of exposure within product sales and solutions sales on a B2B approach.
