1. Could you introduce yourself and tell us about you? Your current / recent jobs and employers? Previous companies and jobs?
He carry about close to 15 years now of work experience, started back in 2011 with his degree in Mechanical Engineering then joining sales right after graduating; he first joined XXXX where he handled a portfolio of about 10M-11M USD at the time in hardware and mechanical sales. After some time, he switched into the pharmaceutical domain where the solutions that he used to sell was a combination of onsite vision inspection system plus software; he handled a portfolio of solutions back then called Track & Trace, Serialization solutions, which is a compliance-related, regulatory-related solution for pharmaceutical manufacturers. He started with the African market and slowly grew to Egypt, and more. During that time, he was responsible for growing their revenue in that market from zero to about 1.5M-2M annually; he also established a good customer base of 8-9 customers across the CIS market.
He’s currently with XXXX as the Regional Director where he’s responsible for the overall APAC business in IT services. He primarily looks after Hong Kong, and is also responsible for Singapore, Indonesia, and Malaysia, where they have existing clients. His role right here is a mix of managing existing accounts, growing them, as well as looking for newer accounts and opportunities across APAC; he’s leading a team of 3 people right now, and is doing a combination of business development, sales, account management, and sales operations all put together. Apart from that, he is also responsible for a business about 4.5M USD currently, and has helped the company grow from 2.4M to 4M USD in just a span of three to four years.
2. What skill(s) / experience would you self-describe as strongest or specialist in?
Strongest skill would be a combination of quite a few things including growing market from scratch, he’s good with building something where there is no business or no partner ecosystem; also proficient with identifying key target accounts, driving business across markets, and has been consistently doing it since his last role up to now. Apart from that, he is very skilled in driving hard negotiation for his company to get better revenue growth within existing accounts, closing new revenues, new deals, and then negotiate hard to close the earnings for the company.
In his current organization, he has two achievements including one from strategic and one from commercial; on the commercial side, he engaged with a big retailer and was able to scale up their capabilities to serve them; they were the only SI for them responsible for the overall APAC business support and grew the revenue from 5M-10M USD annually to closing a multi-year support agreement with them which was close to 1M USD for a three-year agreement. On the strategic level, they’ve partnered with another vendor for managing their offshore development center after six years of not having them onboard in their company. On his previous role with XXXX, he grew the business from zero revenue to their first ever closed deal of about 1.3M EUR.
3. Do you have the lists of key criteria’s according to the clients’ requirements?
Right now, he is in the opposite side of the table and is in the SI side rather than vendors; they have independent software vendors like Oracle, Infor, and Farai but he would be leaning more towards the vendor side. On his last role, he was identifying their local partners as well, setting the partnerships up, scaling them on the products, trying to drive value, and how they can get more business from them; he was doing 100% partner-led GTM on that role. His coverage right now would be on the IT services covering development, deployment, testing, infrastructure, and more; he would be willing to learn more about cybersecurity products as well if given the chance.
He has existing clients from Singapore, Malaysia, and Thailand as well including Bata Shoes, Lotus Tesco, CEVA Logistics, Mata Hari Group, and more.
