Alex Kuan Email & Phone Number

Kuala Lumpur, Malaysia

Kuala Lumpur, Malaysia

• Reporting to Country Director. Vertical reporting to Regional Channels Director.• Managing a team of 8 Sales and Channels reps.• Responsible to deliver US$4.6M (commercial business) of new license revenue (solution and product portfolio from both Information Management and Information Security) : 15% Year-on-Year revenue growth• Responsible for Country Channels new license revenue of US$15.4M. Maintaining year-on-year 20% revenue growth.• Responsible for US$10M of Country Channels renewal revenue• Execute and deliver 10% new revenue growth via GEO expansion program.• Plan and ensure execution of Business and Channels Strategies including Competitive Winback, Channel marketing and enablement, Channel alliance solution program, Competitive partner recruitment, Product positioning strategy, etc.• Responsible for the development of Marketing Programs and execution of marketing events• Delivering at least 30% Distributor Revenue Growth• Ensuring a healthy 3 rolling quarter pipeline and Develop Yearly Business Plan and Strategies• Drive high value solution sales on Information Management (Netbackup and Information Availability) and Information Security (Data Loss Prevention, Advance Threat Prevention, Managed Security Services) • Collaborate, Build and Develop partners and regional business/technologies alliances relationships (e.g. HDS, PwC, HPES, TATA Consulting, CSC, VMware, Redhat)• Devise Go-to-Market strategies with Value Added partners• Facilitate Quarterly Business Reviews with Distributors and Primary Business Partners• Develop a highly motivated workforce with high revenue per head contribution

Kuala Lumpur, Malaysia

• Reporting to System and Technology Group (STG) Business Executive and ASEAN Brand Executive.• Managing a team of 11 people. • Regained No.2 Market Share from Dell• Delivered 15% Year-on-Year Revenue Growth (US$32M based on 2013 revenue target)• Delivered 5% to 8% Market Share growth (based on IDC Server Revenue Report)• Delivered 15% Year-on-Year Growth for Run Rate Business• Delivered a healthy 15% to 18% Ledger Profit• Execute and Delivered 20% new revenue growth via GEO expansion program• Plan and ensure execution of Business and Product Strategies including Competitive Winback, Incubation Program, First in Enterprise Program, Product Pricing Strategy, etc.• Responsible for the development of Marketing Programs and execution of marketing events• Delivering at least 20% Distributor Revenue Growth• Ensuring a healthy 3 rolling quarter pipeline and Develop Yearly Business Plan and Strategies• Drive high value solution sales on Flex System, iDataplex, SAP HANA, Platform Computing and System Networking• Build and develop partners and regional alliances relationships (e.g. SAP, Microsoft, VMware, Intel, Brocade and Emulex)• Devise Go-to-Market strategies with Value Added partners• Collaborate with other functions (Channels, Software, Services and Financing) within IBM to ensure healthy partner ecosystems• Facilitate Quarterly Business Reviews with Distributors• Develop a skilled workforce and with low attrition rate (< 5% annually)• Develop a highly motivated workforce with high revenue per head contribution

Kuala Lumpur, Malaysia

Responsibilities (Sales Manager, Enterprise Systems)Reporting to the Country Manager and South Asia Regional Manager. • Delivering Enterprise Revenue of US$14M per quarter with 25% QoQ growth (US$9M on Server, US$3M on Storage, US$2M on Services)• Storage Growth – to grow Storage business at 15% QoQ• Profitability Development. Focusing on high value and high margin products such as EMC and PowerVault Storage• Enterprise Account Acquisition / Products Expansion Metrics. • Develop & execute quarterly sales & marketing plans in close alignment with regional Center Of Competence & ASG guidance• Publishes and actively communicates a quarterly calendar of planned marketing activities• Development of content / materials required to execute marketing programs i.e. Power hours, business conversion activities, direct mail, plays and email plays • Coordination of regional Center of Competence resources required for marketing program execution• Providing guidance and input to monthly list and promotional pricing strategy setting with pricing team• Develop & execute quarterly Business Development plans • Develop gap plan analysis and recommended recovery actions• Publishes and actively communicates a quarterly calendar of planned marketing activities• Build and develop local partners and regional alliances relationships (e.g. Oracle, EMC, Vmware, Microsoft and SAP)• Devise Go-to-Market strategies with Dell internal and partner teams. • Secure necessary funding to support and drive SA Initiatives.• Facilitate Dell | Partner Quarterly Business Review (per Quarter, 1 per quarter) • Establish close working relationship with the APJ Partner teamResponsibilities (System Consultant – 2003 to 2006)• Ownership of ESG financial goals for (Large Corporate Accounts)• Delivering Enterprise Sales (Servers and Storage) of more than USD1.5 million per quarter with 20% QoQ growth (US$900K of Server, US$400K, US$200K)

Kuala Lumpur, Malaysia

• Reporting to Managing Director.• Project Managing – Plan, organize, risk analysis, cost control, and negotiation.• Sales Support (Negotiation, Technical Proposal, Pricing).• Bid Proposal Preparation (Government, Corporate).- Developing and Standardizing Costing Metric.• Evaluating new products and solution.- Product Development.- Establishing Data Center Operation.• Assist in implementing new Data Center IT infrastructure.• Managing the setup of Data Center.• Assist in developing Standard Operating Procedures.• Defining Hardware and Software usage and policiesAccomplishments:• Developed and Implemented regional costing metric.• Developed and Implemented reseller pricing metric• Successful negotiation for many sizable projects. Deals successfully closed to date are estimated to worth RM18million.• Successfully implemented multiple major projects such as;o Hong Leong Group Securitieso CIMB/BCB Securitieso JF Apex Securitieso Konsortium Logistik Berhado N2N Connect o JetFM o SJ Securitieso PriceWaterhouse Cooperso Western Digital Malaysiao Bracnell/Vigilynxo Procurehereo Saiwon TTS

Kuala Lumpur, Malaysia

• Reporting to Business Development Director.• Develop and implement new solutions and services. • Develop Multi Vendor Solutions and Services (e.g. Cisco, Microsoft, Novell, etc.).• Project costing and pricing.• Project Manager / Site Manager for Global Project.• Business and technical bid evaluation.• Managing and enhancing outsourcing programs.• Coordinating and Supporting local IT infrastructure.• Maintaining Regional Call Management Information System and Response Center (Malaysia, Thailand, Singapore, Hong Kong and Philippines).Accomplishment:• Successfully maintained programs and developed new business Opportunities such as;o Western Digital Malaysiao Philips Malaysiao Dell Computers APCCo Deutsche Bank• Successfully implemented new services and solutions for Malaysia SubsidiaryBusiness Support Consultant Responsibilities: - Reporting to Business Director.- IT solutions and services consulting.- Building Multi Vendor Solutions and Services.- Project costing and pricing.- Technical support on selected projects such as;o Hicom Teck-See Plastico Bank Islamo Infocomo RHB Bank- Technical evaluation in a bid process.- Building services and solutions in reply to a bid request.

Master'S Degree, Information Technology In Business

Bachelor'S Degree, Computer Science