Gabriel Quek Email & Phone Number

Singapore

Mountain View, California, Us

Atlanta, Georgia, Us

• Manage 115 Global Service Partners across NAM, EMEA and APAC covering Pipeline Generation, Sales and Technical training• The objective is for these Partners to be enabled to pitch FullStory effectively by being empowered with all available resources• Screen all Partnership Requests to identify fit if they should be signed as a Partner• Work closely with the Partner Managers in NAM, EMEA and APAC on pipeline generation and deal progression

Atlanta, Georgia, Us

• Manage and execute the GTM of the GCP partnership working with ISV Leads based in Singapore, Australia, India and Hong Kong• Created the structure and operational cadence between stakeholders of FullStory and GCP• Work closely with GCP FSRs and Service Partners on lead generation and deal progression to increase the speed of deal closing and reduce risk e.g. budget, timeline, stakeholders etc.• Deal Desk and SME for Google Marketplace. Bridging the gap between AEs, FSRs, Customers and Service Partners• Extended scope to EMEA in Jan 2024 to lay the foundations for the day-to-day processesAchievements: • 256% Quota Attainment across 4 Qs• #1 Global Partner Manager • #1 GCP ISV for % via Marketplace 2023 • Global Partner Fast Start Award• 55% APAC Closed won with Partner involvement (referral / co-sell)

Boston, Massachusetts, Us

• Manage the Sales Development, Partner Development and Inside Sales (SMB) functions based in Singapore, Australia and Japan• Creation of the Partner Development function to focus primarily on enablement, joint prospecting and outreach initiatives to achieve a multiplier effect on the number of opportunities • Creation of the Inside Sales function to allow SDRs to source for larger deals while ISRs drive a low-touch 30-day Sales cycle for smaller deals• Developed a structured Enterprise prospecting motion to identify subsidiaries and the various BUs within each account • SDRs taking a more proactive approach in 'Progressing' deals forward together with Sales reps by taking ownership of value-adding activities for Mid-Market and Enterprise accountsAchievements: • 5x Partner Sourced opportunities • 38% increase in SDR-Sourced deals in the 'Progressing' stages• 30% increase in SDR-Sourced Average Deal Size

Boston, Massachusetts, Us

• Grew the SDR team from 6 to 24 SDRs across Australia, Singapore and Japan• Set up and ran the Outsourced SDR team in Japan• Promoted 2 SDRs to a Leadership position to directly manage the SDRs based in Australia and Singapore respectively • Creation of internal career pathways both within and outside of the SDR function to consistently drive high performance. 100% promotion success rate for SDRs >1 year in tenure to SDR Management, Channel and Alliances, Inside Sales and Expansion• Enable SDRs to qualify leads based on BANT and SPICED methodologies. Focused shifted from 'Quantity' to 'Quality' once confident of TAM and understanding of ICP• Worked closely with Regional and Global Sales Ops to identify opportunities and risks based on data-driven analysis • Grew network of internal senior stakeholders to develop strategic and measurable GTM strategy Achievements: • 150+ Net New Logos • $40m+ in Pipeline Generated • 73% ARR from SDR-Sourced Opportunities

Boston, Massachusetts, Us

• Employee number 4 in the region and part of the Senior Leadership Team tasked to build out the SDR function from scratch (hiring, enablement, data enrichment, ROE, outreach, SFDC dashboards etc.) • Hired and managed 6 SDRs based in Australia and Singapore to cover APJ • 90% Outbound-driven, focusing on identifying TAM and ICP to tap into greenfield territories• Clear alignment with Sales Leaders on 'what good looks like' • Purchased tools to drive efficiency and enrich the database • Generated a consistent and predictable pipeline across SMB, Mid-Market and Enterprise by splitting equal time between Personas and Account-Based Prospecting• Worked closely with Marketing to elevate Snyk’s brand awareness in the region based on cultural nuances and collaborate on campaigns to drive inbound leadsAchievements: • 50+ Net New Logos • $20m+ in Pipeline Generated • APJ 'Think Bigger' Award 2021

San Antonio, Texas, Us

• Player-Coach role managing the Sales Development team based in Singapore, Hong Kong, India and Australia • Ensured monthly team targets are met and exceeded by keeping track of weekly activities• Initiated SDR incentives in-sync with organisational objectives • Revamped the SDR Playbook that focuses on the fundamentals of what makes a successful SDR vs. the technicalities of the product • Conducted individual training on pipeline management and areas for improvement • Provided feedback on SDR pitch, catering to local market nuances and adjusting pitch based on the different mediums (Calls, Emails and LinkedIn)• Aligned with Sales, Marketing and Alliances to plan campaigns and strategise on go-to-market approach• Led the hiring process for team expansion • Sourced for productivity tools to enhance efficiency and manage the vendor relationship• Managed relationships and conducted joint campaigns with AWS, Google, Microsoft and Cloudflare Achievements:• Meetings Booked - Individual: 171% • Meetings Booked - Team: 133% • Opportunities - Individual: 180%• Opportunities - Team: 136%

Cambridge, Cambridgeshire, Gb

• Player-Coach role managing the Sales Development team with 9 SDRs in both Singapore and Australia• Conducted individual and group training on pipeline management and areas of improvement • Ensured weekly, monthly and quarterly team metrics are met and exceeded• Worked closely with the Marketing team to recruit C-suite prospects for all networking events • Led and restructured the hiring process, implementing 2 additional steps in the process• Conducted personal onboarding training for new members of the teamAchievements:• Sales Revenue from Leads: AUD$4.5m• Best Performing Team in APAC (FY19/20, Q3)• Best Performing ISR in APAC (FY19/20, Q3)• Highest Number of POVs in ANZ (FY19/20)

Cambridge, Cambridgeshire, Gb

• Identified decision-makers whilst developing and qualifying new opportunities within the targeted markets• Articulated the value proposition, helping customers understand how Darktrace improves their security posture• Developed relationships with senior executives by displaying knowledge, professionalism and relevance to business issues• Booked direct F2F/virtual meetings through cold calling, succinct emails and LinkedIn messagesKPIs: • 10 meetings booked per week• 20 outbound emails per day• 60 outbound calls per day

Singapore, Singapore, Sg

• Led a group of 5 officers on foot patrol to ensure the safety and security of Singapore’s public transport system• Conducted regular spot-checks on suspicious descriptive profiles• Behind multiple pro-active arrests involving wanted personnel’s, illegal bookmakers and loan sharks etc.• Delegated Divisional Operations Room specialist, managing and resolving inbound police reports from members of public

Master Of Science, International Management

Global Entrepreneurship

Bachelor Of Business, Logistics And Supply Chain Management (Distinction)