Michael Ma Email & Phone Number

Beijing, China

Responsibilities: Responsible for the whole sales of master data management software, sales & marketing strategy, client & partner development and management in great China region.1.Client Development & Management: help & management team to development key account (BAIC Foton / Yuchai / Weima / Irdeto / Changxin storage) and management existing client (renew & upsell)2.Strategic Partners Development: Develop strategic partners in cloud computing /data middle platform /business middle platform / consulting / data project implementation industry (Deloitte / PwC / Capgemini / Jinshan cloud / 301 Institute / ShuLan / Ucloud / Dipu / Hongyi / Tencent cloud- yinzhida / Sie / Jingtong / ASJ / Runlian) to establish relations and increase sales opportunities, 40% of new business are from partner.3.Develop New Reseller: develop sales channels (distributors - Digital China-shenzhou, integrators / local consulting companies - ed digital-aide) to help sales obtain more sales leads and opportunities（30%）4.Partner & Reseller Management: manage team to do partner project follow-up, provide resource support and accompany partners to visit and follow up customers 5.Sales Performance: the completion rate in 2020-2021 is 127%.

Responsibilities: Manage sales team and set up strategic & measurable sales plan, client management， regularly organized sales skill training and inspire team to reach to target and maintain the profit ratio.TEAM MANAGEMENTBusiness Management:A: Client management: responsible for 1000 customers in North & West China, set annual Top 20 plan for. each member and review the follow-up progress, involved the key account and bidding.B. Behavior management: according to pipeline to set daily behavior & new opportunities weekly KPIC. Performance management: tracking signing process, help internal process and deliver result on schedule.Team（Member）Management:A. Structure management: build a 3 levels pyramid team structure according to the ability, willingness and. expertise of team members, including charge players, basic players and substitute players.B. Participate in projects: manager participated in sales projects, understand the progress and situation sales facing, inspire sales and solve problems together to improve process and sales ability.C. Sales training & Assessment: regularly training of solution knowledge and selling skills, conduct demo and script examinations for sales to reach the qualified presentation level.D. Develop customers: develop customers independently by me, subsidize team performance and motivate sales member, and improve team confidence and cohesion.CHANEL SALES（Partner）1.Develop sales channels: develop sales channels (scanning/destruction/printing /OCR software company) to obtain more sales leads and opportunities. 7 new partners bring 40% new business for whole region. 2.E-document Project: responsible for e-document OEM, cooperation channel development, third-party partners, large group customers to help sales to obtain e-document sales leads.PERFORMANCE ：The annual team performance 129%；Annual personal performance 169%

Responsibilities: Manage KA sales team and set up strategic & measurable sales plan, client management，regularly organized sales skill training and inspire team to reach to target and maintain the profit ratio.CLIENT MANAGEMENTManaging 600+ existing clients, monthly review：contract renewal/upsell/ service feedback.Develop 100+ client annually, weekly review：key person/competitors/obstacles/next step/ schedule. Manage top 20 client plan and review key accounts follow up process. BEHAVIOR MANAGEMENTAbove 2 new leads & 15 clients visit weekly，manage pipeline according to behavior and win rate by month. Adjust the behavior / training /based on win rate and pipeline.PERFORMANCE MANAGEMENT Track the signing progress of key pipeline, involve key account to control the signing process and scheduleSolve issue of internal client side to achieve monthly sales goalsSALES CHANEL（Partner）：Responsible for product cooperation channel development, dealer / agentproject cooperation, and business cooperation of agent department（30% of business thought partner）.PERFORMANCE ：Team performance 123%（2017-2018）,134%（2018-2019）

CLIENT MANAGEMENTDevelop New Clients: Developed 10+ new group clients（over millions）,Amazon/BAIC/ ISoft Stone/JJL，British Embassy/Fresenius/Huatai InsuranceManage Existing Clients: maintain 200+ client’s relationship and find upsell opportunity among themMoney collection & Operation：Follow logistic delivery/payments/service matters in different cities. PERFORMANCE ：150% in 2015-16；169% in 2016-17, Winning to join the RICOH President Club

北京

Develop new clients in the designated area，clients：COFCO group，Kang Bi De pharmaceuticalProvide document management solutions for customers, including hardware and software Responsible for hardware and software demo/logistic delivery/ implementation/paymentsPERFORMANCE ： 136% in 2014-2015