Summary
I have been in the technology industry for over 20 years, with great passion to sell and grow the business
aggressively. I have been involved in team transformations and leadership roles. My work experience can be
summarized as follows:
- Excellent sales track record in both the commercial and public sector accounts with C- Level
relationships. Experienced sales hunter. - Building and management of high-performance sales teams with knowledge in sales processes and
systems. - C-level relationship development skills across business and technology departments
- Solution selling: “helping customers solve their multi-million dollar problems with highly cost effective
solutions”
Experience
Talend June 2020 – date
Sales Director- Public Sector
Talend is a privately-held Data driven company, that provides data integration solutions to gain instant value from
their data by delivering timely and easy access to all historical, live and emerging data.
I am responsible for the sales and business growth of the public sector with priorities to help solve government
agencies’ data challenges and enable them to harness data clarity to drive effective decision making and business
outcomes.
MicroStrategy May 2017 – May 2020
Sales Director- Commercial and Public Sectors
MicroStrategy, Inc. is a provider of business intelligence (Bl), mobile software, and cloud-based services. It
develops software to analyze internal and external data in order to make business decisions and to develop
mobile apps. It is now ranked by Forester as a market leader in BI.
My sales responsibilities between May 2017 and Nov 2019 cover both enterprise and public sectors in 3 main
countries: Singapore, Malaysia and Indonesia:
- Astra International {USD800K) — Indonesia
- Department of Statistics Malaysia (USD1.2M} – Malaysia
- Accountant General’s Department (USD1.8M) Singapore
- Defence Science Technology Agency (USD1M}- Singapore
- Changi Airport Group (USD200K}
- Bank Rakyat — Malaysia (USD200k)
- Standard Chartered Bank — Singapore (USD100K}
- Ministry of Home Affairs
- Ministry of Health, HSA, National Healthcare Group
I achieved 210% YOY total revenue growth for 2019. With effect onwards from 2020, I am responsible for the
entire MicroStrategy sales in Malaysia and the public sector in Singapore with the plan to build a sales team for
higher sales growth.
Dotted Line Marketing Jan 2016 — May 2017
Founder and Consultant
Dotted Line Marketing is local marketing consulting services company targeted at the FSI and FMCG clients.
Services provided range from marketing strategy to creative campaign execution and analytics services. Acted
as consultant and project director to help clients achieve their marketing and sales objectives.
From ground zero I grew the business rapidly with 4 strategic wins in 6 months : AXA (SGD50kK), Great Eastern Life
Assurance (SGD50k), Singapore Environment Council (SGD60K) and Pilot Pen Singapore (SGD100K) as a result of
creative conceptualization and operational excellence.
Autodesk Asia Pte Lid Feb 2012 – Dec 2015
Country General Manager, Singapore , Brunei, Cambodia, Myanmar and Laos
Autodesk (NASDAQ ADSK) is a USD2.5B business and a pioneer in 3D design, engineering, and digital
entertainment solutions. Its AUtOCAD and Revit software is primarily used by architects, engineers, and structural
designers to design, draft, and model buildings and other structures. Maya is a 3D animation software that has
become the industry standard for film visual effects and game development.
Leading a 9 person sales and business operations team, I was responsible for recruitment, management and
business transformation for the ADSK business in Singapore and the Emerging Territories. I so spearheaded numerous
initiatives to transform the channel eco-system while developing new sales plans and processes to grow the
solution sales revenue.
Overcame all legacy challenges to finish the first year with strong double-digit growth. Elevated the software and
services sales from USD22 to USD25 within the first year for Singapore. Was rapidly promoted to be the country
manager for the Emerging Territories as well where I drove a high 300% YOY growth within the first year.
Closed record software and services deals such as Keppel Corp (USD1M), Rotary Engineering (USD500K)}, Semb
Corp (USD300K) and Brunei Economic Develooment Board (USD3M of which USD2.5M worth of consulting
services). Achieved the highest partner satisfaction scores in APAC in 2014 and 2015. I personally won 2 sales
awards for the largest deal in APAC for 2 years consecutively.
SAP Asia Pte Ltd Aug 2010 – Jan 2012
Channels Head- South East Asia
SAP is a European multinational software corporation that makes enterprise software to manage business
operations and customer relations. The 23B EUR per year company has over 335,000 customers in 190 countries.
The company is a component of the Euro Stoxx 50 stock market index.
Responsible for driving indirect sales, growing the channel eco-system, managing partner executives stationed
at distributors and master VARS for SAP Business One, Crystal Reports and Business Objects.
Within the first year, the channel eco system was doubled, Crystal Reports business itself grew YOY 30% in
Singapore and YOY 300% in Malaysia and Vietnam under my leadership. Some of the large deals closed with
resellers include the largest palm oil company in Malaysia, KL Kepong , Lup Dugangan (a subsidiary of Petronas),
Harley Davidson Singapore, Takashimaya, Mr Bean, KDK Fans, Pigeon baby supplies, Paris Silk and OCBC
Malaysia.
Microsoft Singapore Oct 2004 – Jul 2010
OEM Channels Manager Oct 2006 — Jul 2010
Microsoft Corporation is an American multinational technology company headquartered in Redmond,
Washington, that develops, manufactures, licenses, supports and sells computer software, consumer electronics
and personal computers and services. Its best known software products are the Microsoft Windows line of
operating systems, Microsoft Office suite, and Internet Explorer and Edge web browsers. Current revenue per year
is USD85B.
Responsible for all Microsoft OEM sales with from all MNC hardware vendors to Distributors to corporate
ISVs/resellers and retailers. Planned and implemented various channel sales incentive and marketing programs
to drive YOY double digit growth for partners.
Achieved annual sales targets: exceeded FY 2008 CEM revenue target by USD2M, exceeded FY2010 target by
320% and exceeded OEM Microsoft Office units by 20% in FY2008.
Integrated Marketing Communications (IMC) Head Oct 2004 – Sep 2006
Headed Microsoft Singapore’s marketing communications team who is responsible for every single marketing
activity planned and executed in the Singapore market, targeting at the public sector, commercial enterprises
to mid and small customers and partners. I was personally the brand custodian with the responsibility to ensure
standardized messaging and branding across all Microsoft products and services.
I was personally in-charged of executive visits including Bill Gates’ visit to Singapore that commanded over 7000
attendees and 15 ministers including the Minister Mentor Lee Kuan Yew and Prime Minister Lee Hsien Loong. A
round table session was also carried out for Bill Gates to have an intimate session with the officials from IDA which
resulted in the Microsoft win of the SOE project a year later.
Under my leadership, the IMC team achieved cost efficiency improvements of 20% YOY on agency rates and
30% increase in time savings through operational efficiency of agency relationship management process. I also
won 4 Microsoft Singapore awards on brand, execution efficiency and team collaboration.
IBM Singapore Pte Ltd Jun 2002 – Sep 2004
Singapore IMC Lead and ASEAN Software IMC Lead
Wunderman (previously known as Impiric Asia) Aug 2000 – Jun 2002
Account Director/ Loyalty Consultant
Singtel (Singapore Telecommunications Ltd) Feb 1997 — Jul 2000
Senior Product Marketing/Rewards Manager- Cards Division
Transmarco Limited Jun 1995 — Feb 1997
Business Manager- Transasia Telecom
Education
University of Nottingham 1993-1994
Achieved Masters in Economic Development and Policy Analysis
University of Leicester 1990-1993
B.A. Honours in Economics majoring in development economics, monetary economics and marketing
References
1. V.R. Srivatsan
Autodesk
2. Ben Tan
CEO, COURTS
3. Francis Choo,
SVP, Ingram Micro