Stephen L. Email & Phone Number

Singapore

Windsor, Ct, Us

Santa Clara, California, Us

DataStax is the real-time data company. With DataStax, any enterprise can mobilize real-time data and quickly build the smart, highly scalable applications required to be a data-driven business. With Astra DB and Astra Streaming, DataStax uniquely delivers the power of Apache Cassandra™—the world’s most scalable database—with the advanced Apache Pulsar™ streaming technology in an open data stack, available on any cloud. Hundreds of the world’s leading enterprises, including Verizon, Audi, ESL Gaming, and many more rely on DataStax to unleash the power of real-time data to create the in-the-moment digital experiences that can win new markets and change industries. With focus on 8 countries, my responsibilities included:+ Building ecosystem of system integrators, distributors/resellers, OEM and ISV partners + Launching new initiatives to drive indirect sales: financial incentives for partner resales, embedding staff within partners, and technical enablement+ Leveraging global partnerships to drive local sales with IBM, AWS, Microsoft, and Google Cloud.

Windsor, Connecticut, Us

A global leader in intelligent automation, Blue Prism (AIM: PRISM) is transforming the way people work. Our digital workforce offers high-scale automation for enterprise that is secure, smart, and accessible to all, thereby creating value with new ways to work and returning millions of hours of productivity back into their organizations.Responsibilities included:+ Leading innovative, scalable programs that drive ~50 alliance & channel partners’ success with Blue Prism throughout the geography. E.g., onboarding new partners, and certifying their capabilities with Blue Prism’s on-premise & cloud offerings.+ Driving technical enablement to accelerate partners' adoption of intelligent automation (IA) skills, like document processing, human-in-the-loop collaboration, and process assessment. Also, devising innovative GTMs to scale partners' existing customer projects.+ As a "citizen developer," I'm using the agile method to automate business processes for global partner programs that drive marketing, sales, & certification.

San Francisco, California, Us

< company profile >Improving the Internet for >12 million Websites, Cloudflare offers SaaS for content delivery network (CDN) and protection against cybersecurity attacks (ie, DDoS, SQLi, XSS & others against OSI model layers 3-7). We got VC funding of $182 million and now have ~900 staff, incl. >80 in Singapore. < role & responsibilities >I ensure customers & channel partners succeed with Cloudflare in SE Asia, Greater China, Japan & India. My responsibilities include:1. Exceeding quarterly targets for renewal (>85%), upsell & satisfaction (NPS).2. Managing a portfolio of >60 accounts (government, financial services, entertainment, media, etc.) throughout the customer lifecycle (on-boarding -> QBRs -> renewal)3. Resolving escalations for customer problems. Gleaming insights on competition and customers' asks for new products/features.4. Managing channel partners (BT, IBM, Accenture, Rackspace, VARs) to win big.

Arlington, Va, Us

< company profile >A "Cleantech 100" leader, Opower's SaaS helped leading utilities meet energy efficiency goals by using big data analytics and behavioral science to lower energy consumption. In 2016, Opower (NYSE: OPWR) was acquired by Oracle for US$ 532,000,000.< role & responsibilities >I led cross-functional teams to successfully implement & manage SaaS for utility clients in Greater China & Southeast Asia. I was accountable for:1. Driving adoption & satisfaction of Opower’s SaaS suite for customer engagement 2. Serving as trusted adviser to IT, marketing & customer service department heads. Led regular reviews with client’s steering committee, as well as periodic updates to execs.3. Serving as the main escalation point for all post-sales efforts, incl.: product features, marketing, analytics, training & support. 4. Collaborating with Sales & Regulatory Affairs colleagues to renew multiyear contracts & uncover new sales opportunities, each worth US$3-5M per utility client. In addition, I aided market development in China, Japan & Singapore. I joined as employee #3 in 2013, and after much hard work, we grew to 22 staff in Singapore & Tokyo!

< company profile >Business consultant to US & Canadian clients on market development in Asia. Book of work included:1. ​Microsoft ASEANPartnered with Indian system integrators (eg, Wipro, Tata Consultancy Srvc, HCL) to drive US$ 25,000,000 in sales opportunities for on-premise & SaaS solutions to financial services, public sector, etc., in Singapore, Malaysia, Indonesia & Thailand.2. 3AG Systems, Inc.Helped Vancouver-based firm to assess entry into Singapore & Indonesia with custom business intelligence (BI) solutions—eg, pipeline tracking dashboards, predictive analytics—for hi-tech, pharma, financial services.3. ​Tellus International, Inc.As lead consultant in Asia, consulted Chinese & Singaporean companies to transform on-premise software and business models to the cloud.

Redmond, Washington, Us

< responsibilities >Led 6-member team to deliver shared services to 120+ employees in marketing & sales roles. Provided the planning, execution & analysis of B2B marketing campaigns, like:o Telesales to qualify $7M/qtr. in opportunities from eventso Sales incentives & enablement for channel partners (VAR, SI, etc.)o Analytical modeling (e.g., next logical purchase) to improve campaign performance, as well as deployment of marketing automation systems. As Privacy Lead, led efforts to cleans customer database of 7,000,000+ records and increase CxO contacts by 40%. Also, worked closely with regional IT teams to mitigate vulnerabilities from "shadow Websites”.

Redmond, Washington, Us

< responsibilities >Led 8-person, cross-company teams to build marketing campaigns—e.g., Business Intelligence (BI), Infrastructure Optimization—which: -- Targeted enterprise customers with end-to-end solutions from Microsoft and channel partners -- Generated 10-20% in new sales opportunities averaging $25-40 million per month -- Competed against VMware, Google, Oracle & IBMAided rollout of strategies & IT systems to cascade billions of marketing budget to 65 subsidiaries, as well as to track leads from 500+ marketing campaigns.

Redmond, Washington, Us

Built demand generation & other sales enablement programs for channel partners in 18 countries, that: -- Generated US$1B target in sales leads for SaaS and on-premise LOB applications -- Relied heavily on disti/VARs, SIs & ISVs to close leads generated from Microsoft’s marketing to SMB customersHelped to roll out the “Top VAR” program to recruit & equip 10,000 value-added resellers (VARs) in 25 countries.

Redmond, Washington, Us

+ Customized sales & marketing resources for 40 global ISV partners, including SAP, Citrix & Business Objects. + Created far-reaching, technology evangelism programs, e.g., ISV Community Days (global budget of $3,500,000). Led execution of broad evangelism and recruitment to reach huge scale: 27,431 attendees at 508 events in 62 countries. + Drove efforts to evangelize 50,000 ISVs about smart clients built with Office 2003, Windows Forms, Tablet PC and Windows Mobile. Rolled out train-the-trainer sessions at >100 technical training centers.+ Aided rollout of annual research study in 65 countries, in order to understand drivers of partners’ satisfaction toward Microsoft. Led 6-member team to interview 109 ISVs to compare Microsoft’s programs against competitors’ (IBM, Oracle, etc.).

Austin, Texas, Us

+ Planned and executed joint campaigns with partners (IBM, Deloitte Consulting). Marketing tactics included Websites, in-person and online events, telemarketing, and case studies.+ Led direct marketing, event planning and response management for highly successful “Smart Sell” tele-prospecting with IBM, which resulted in 60 new opportunities at $5-10k per.+ Built forecast models for campaign planning and analysis. Tracked spend to determine marketing ROI.

+ Developed trademark licensing business in Japan, Greater China and SE Asia.+ Increased licensing revenues by 50% to US$1M and number of licensees by 100% to 20, despite '97 financial crisis.

Imported US$20M in Starter sportswear (NBA, NFL, MLB) for direct sales and distribution to wholesalers and retailers. Won new account at Mizuno for sales of US$1M in '96 Atlanta Olympic goods.

Minato-Ku, Tokyo, Jp

Debugged Toshiba T6400 computer's hardware & software. Performed various tests to obtain certifications in America and Germany. Interfaced with Intel Japan and hard disk drive vendors (Seagate, Conner).

Mba, Marketing And Strategy

Bachelor Of Science, Electrical Engineering

Education record

High School Diploma