Terry Smagh Email & Phone Number

Singapore

New York, Ny, Us

Woodland Hills, Ca, Us

I was responsible for resurrecting a declining APAC business with a global mandate of 40% growth. My responsibilities included:Towering critical AP functional operations -sales, pre-sales, marketing, customer success and consulting in APAC. Being a Principal Member of the WW GSL team, providing total predictability and visibility to the region. Resetting, expanding and growing the AP footprintStrategizing key GTM action plans to position/strengthen market foothold & propel sales revenue to leading heights. Building a high-performance team with sustainable, repeatable and executable sales. Since then, APAC has been one of the fastest growth region globally - generating over US$25m ARR (188% increase) adding over 90 net new logos since 2018. Key Achievements:Established offices in Singapore, HK, AN/Z - making it the best performing growth region internationally.Nurtured the APAC office headcount from 4 to 50+ within 4 years.Significantly increasing Average Selling (ASP) by 40%, yearly renewal to 90% (25% growth since 2018)Multiple million-dollar deals – Fortune 50 clients in APAC from HK, Indonesia, Australia, Singapore, IndiaOver 180% net new revenue growth since 2018, adding over 90 new logosInstrumental in introducing global expansion of strategic relationships with Deloitte, Accenture, E&Y and SAP.Brand amplification, awareness and digital leadership in marketplace. Established Blackline as a thought leader across multiple media – BBC, Money FM, Australian Financial Review, Business Times, CXO Asia, etc.

Armonk, New York, Ny, Us

Drawing from the previous role with the responsibility to cross pollinate engagements for a target portfolio worth >90Mn on transactions, I spearhead Cloud & Analytics across 4 consolidated BUs - Analytics Software, Hybrid Cloud Software, Cloud Services (Infrastructure) and Watson APIs; holding a key seat at the executive leadership table with direct reports to the Asia Pacific VP of Cloud & Software Group.

Armonk, New York, Ny, Us

Piloting USD49Bn worth commercial market place with an array of enterprise-class clients across the entire stack of analytics portfolio offerings, I managed the full landscape of channel business partner organization in the Asia-Pacific region. Strategically partnering with digital (inside sales) teams to deepen partner engagements & expand solution offerings, I identified offerings that addressed critical business needs; additionally, providing insightful data on market potential, demand and into the health of pipe creation, from conception to close.Key Achievements:o Industriously worked to increase wallet share, achieving a 70% increase in pipeline contribution with an overall push of 20% in incremental revenues; further rocketing the average selling price by 15% across multifarious markets/industries.

Armonk, New York, Ny, Us

In-charge of ensuring the perpetuity and acceleration of the Business Analytics brand portfolio across the Asia Pacific, I acted as an independent advisor for big data initiatives; engaging with specialized business partners of the larger channel ecosystem, along with the larger consultation system integrators to propel regional sales growth. Undertaking the full spectrum of client engagement activities across multifarious industries, I was involved in C-level client workshops with focus on strategic BA visions and critical action plans/road maps.Key Achievements:o Strategically led regional BA teams to deliver notable results by anticipating/removing hurdles, and enabling performance.o Provided a management system to support cross-functional business functions like services, marketing, consulting, etc.o Vitally contributed to the professional development and up-to-date industry training of various sales & delivery team.o Diligently advocated & propelled awareness of portfolio offerings, triggering many dormant clients/partners to restart.

King Of Prussia, Pa, Us

Pioneering sales with a USD 19Mn license revenue and 12 direct reports across hubs of Singapore, HK, Shanghai & Korea, I was responsible to tower key operations, pre-sales, marketing, inside sales hub and consulting in 6 countries. Key Member of the APAC GSL team effecting field recruitment and strategic AP functions, I expanded the Asian footprint from Singapore from scratch; strategizing key GTM action plans to position/strengthen market foothold and propel sales revenue to leading heights. Key Achievements:o Single handedly opened up offices in Singapore, HK, China & Korea, making it the best performing growth region.o Spread the company footprint to cover almost all the ASEAN countries including Vietnam, Sri Lanka & Bangladesh.o Nurtured the APJ office headcount from 4 to 200+ within 5 years, significantly increasing Average Selling (ASP) by 75%.o Represented Qlik in various Tier 1 publications/journals and News - Business Times, CNBC Squawk Box, The Edge, Today, My Paper, MIS Innovation, Capital Weekly, China Daily, CNA – Voice on News, 93.8 Live Radio, CIO Asia and The Peak. o Commenced key Enterprise marquee customers across industry with net license revenue US$2M each.o Secured partnerships with strategic accounts such as Deloitte - 1st Green House WW in SG, Accenture, KPMG, PWC.o Grew the ASEAN business by over 300% (S. Korean business by 350%/Greater China by 300%) with a >400% increase in revenues since 2011.

Redwood City, Ca, Us

Steering regional sales and market positioning for competitive markets within the SEA/Indian region, I undertook development/implementation of strategic business & GTM initiatives, proactively striking key partnerships with VARs & GSIs across industry verticals within the region. Key Achievements:o Drove deals worth USD 1 Million and more with key engagements across marquee account, generating both Indirect and Incremental revenue with both strategic and commercial accounts (across FMCG/FSI/MFG)

Waterloo, On, Ca

Executing key partnerships with GSI to drive strategic accounts and develop HNW business partners across the APAC, I created a partner model program with the global HQ; engaging focus partners with industry specific knowledge and developing Go-to-Market (GTM) strategy for key product offerings via product seminars, marketing events and C-level roundtables.Key Achievements:o Meticulously partnered with SIs, VARs & VADs to secure footprint in key developing markets of India, Korea, China & ANZ.

Austin, Texas, Us

o Establish key Go To Market strategies for different markets SEA/SAGEo Drive Incremental revenue through partnerso Collaborate tightly with various BUs across industry verticals within the organization o Achieved corporate aims of being a more partner centric organization.o Established Partner Model for various markets in ASEAN/India.o Achieved to streamline various partner mode of engagement.o Create and manage channel conflict mechanism.o Specific initiatives for Tier 1 (GSI) and Tier 2 (VAR/VAD) partnerso Develop strategic business relationships, establish business plans and execute joint marketing events.o Plan and execute specific Partner Enablement initiatives. (Training and certification programs/tailor specific product education)o Recruit partners for specific markets/verticals. Leverage on domain expertise with specific application sale.o Identify enterprise business opportunities and go to market strategies.o NAM leverage on partner expertise and reach.o Provide regular competitive analysis of competing companies.o Achieved market visibility and partner commitment through focus go to market initiatives.

o Plan and execute strategic entry into this region.o Pioneer staff in the setup of Stellent Asia Pacifico Evaluate and select quality System Integrators and Re-sellers.o Nurture and provide training to each business partner.o Engage enterprise sales calls with key C level execso Accountability on End to end sales cycle processo Developed business relationships and leverage on large professional networko Work with various technology partners/vendors to provide a holistic solutiono Achieved corporate aims of having an International presenceo Provided market visibility across Asia through key trade eventso Displayed solid commitment and understanding across various markets

Nanyang Business School, Executive Mba

Masters Of Science, Knowledge Management

B. Information Systems, Mis