Lai Leng Chow Email & Phone Number

Singapore

Drive sales cycle for customer acquisition. Establish and maintain executive level relationships to create qualified pipelines and drive revenue.

Singapore

Responsible for the growth of FireEye ecosystem of partners in Singapore.

• Managed a team of 4 Partner Business Managers.• Responsible for building the channel eco-system (5 distributors and >900 resellers and system integrators) and driving indirect sales into non-named commercial customers (~ 3000 customers).• Established USD10mil ‘low touch’ run rate business via distributors with healthy inventory.

Singapore

Singapore

• Managed top 3 partners to build sales strategies to ensure HPE and partners achieve our short and long term goals, objectives and quotas.• Grew 74% revenue from partners over 3 years with a total wallet share of more than USD40M, 40% of total country channel revenue.• Leveraged internal line of business to developed and enabled Partner Ecosystem.• Created and expanded HPE presence and maintained strong business relationship with the 1st Tier Partners.• Coached and aligned internal and focus partners’ sales teams to collaborate and achieved team win.• Planned and executed marketing activities with partners with focus on driving innovation solutions, pipelines and return on investments.• Developed and executed Joint Business Plans and marketing activities with 1st tier partners to enhance our go-to-market.

Singapore

• Managed DD’s largest local bank customers and foreign financial institutions.• Exceeded assigned sales quota in 2011 (US$8m), 2012 (US$10m) and 2013 (US$12m).• Grew blended margin to greater than 40%.• Built, grew and maintained strong business relationship with clients.• Identified key business/project sponsors and understood clients’ buying cycle and needs to increase win rates in all opportunities.• Formulated and executed go-to-market strategies for each account with different lines of business.• Worked closely with supporting teams to derive scope of work and negotiate on pricing to ensure profitability of all deals.• Conducted strategic planning with support teams to grow services and leverage on business partners to increase share of wallet in all accounts.• Leveraged on CRM tool to track and monitor progress of each opportunity and provided timely and accurate report to management.

• Focused on FMCG and High Tech accounts.• Grew annual sales revenue of 25%, exceeded assigned sales quota in 2009 (US$12m) and 2010 (US$15m). • Responsible in building and maintaining strong, lasting and cohesive relationship with clients.• Identify solutions requirements and work with the extended team to win the opportunities.• Close integration with the global, regional and local sales team and interface with all product and service specialists to ensure delivery of the most coherent, best in class solutions to clients.• Build robust sales pipeline to outperform assigned quota, deliver net profit as well as strong after- sales service.

Singaporew

• Responsible for driving sales of more than USD50M through In-direct model in HPE Mid-Market and Small & Medium Business Segment.• Manage a 5 member sales team to develop and grow the Segment.• Develop and drive an efficient partner leverage model to grow pipelines, enhancing our go-to-market and improving our business values. • Orchestrate between field and inside sales, line of business and channel marketing to deliver operational performance and business value through successful execution of strategic initiatives.• Joint development and execution of channel marketing plans and incentive programs with line of business to grow wallet share of resellers and distributors.• Engage and cover Mid-Market customers to gain mind and wallet shares through effective presentation of HPE value propositions to price negotiation to deal closure.• Leverage solution knowledge to create business value to the customers.• Work closely with line of business and technical consultants to formulate winning strategies and proposals.

Singapore