Annie Sun
Singapore
Summary
A dynamic and resourceful sales professional with 10 years of extensive experience in the information technology industry. Proven ability to develop and manage all aspects of sales, partner recruitment, partner development, and account management. Excel at building awareness and taking a consultative approach to selling, managing conflicts, and solving complex challenges to achieve and surpass revenue targets. Highly skilled in cultivating strategic partnerships, driving market expansion, and enabling partner success across the ASIA region.
Overview
11
11
years of professional experience
Work History
Channel Manager, SEA
Darktrace
07.2023 - Current
- Recruited new partners in focus markets (Singapore, Philippines, Indonesia, Thailand, and Malaysia) by leveraging strategic partnership programs and targeted campaigns
- Drove comprehensive GTM activities, expanding market presence and accelerating pipeline growth across ASEAN
- Led partner onboarding, training, and enablement programs to build a high-performing partner network, ensuring partners have the skills and knowledge to effectively sell and support Darktrace solutions
- Conducted regular business reviews and strategy sessions with distributors and focus partners to align on sales targets and objectives
- Collaborated closely with marketing teams to design and implement partner-focused campaigns, generating new business opportunities
- Supported partners with joint business planning, lead generation activities, and opportunity management to optimize sales performance
- Successfully recruited new partners in strategic focus countries (SG, PH, ID, TH, MY) within the first 6 months
Senior Partner Account Manager (ASEAN, South Asia & Korea)
Progress
03.2021 - 07.2023
- Led sales efforts across ASEAN, South Asia, and Korea, driving year-over-year revenue growth and expanding Progress Software's presence in the region
- Managed relationships with distributors and tier-2 channel partners, ensuring alignment on business objectives and go-to-market strategies
- Facilitated joint business and marketing planning with partners, helping them develop effective strategies for demand generation and customer engagement
- Organized regular training sessions, technical enablement, and certification programs to equip partners with the skills to position Progress solutions effectively
- Implemented partner incentive programs to motivate partners and drive incremental sales
- Developed marketing campaigns and lead-generation initiatives to increase pipeline for focus products
- Coordinated partner events, webinars, and roadshows to increase market awareness and demand for Progress's solutions
- Provided ongoing sales support, including deal registration management, conflict resolution, and assistance in complex negotiations
- Achieved 100% of sales quota in FY21 and overachieved by 106% in FY22
- Onboarded several new strategic partners across South Asia and Korea, expanding Progress's partner ecosystem and driving incremental revenue
- Successfully executed multiple marketing and training campaigns, resulting in a 30% increase in partner-led opportunities
Account Manager
Logicalis Asia
07.2019 - 02.2021
- Built and managed profitable relationships with key customers, providing thought leadership and strategic direction for high-value engagements
- Developed tailored account strategies to identify and capture new business opportunities in line with customers' evolving needs
- Worked collaboratively across teams to design and deliver complex solutions, ensuring high levels of customer satisfaction and business success
- Managed sales targets, conducted accurate forecasting, and maintained a robust sales pipeline
- Negotiated complex contractual terms and conditions, ensuring favorable outcomes
- Served as the primary point of contact for escalations, ensuring smooth resolution of any issues and maintaining strong customer relationships
- Successfully acquired 6 new logos within 2 quarters, driving significant new business growth
- Achieved sales year-to-date target by penetrating new accounts with product, solution, and service offerings in the first year
- Overachieved quota by 160% in the second fiscal year through strategic account management and solution selling
Senior Product Executive
Ingram Micro
12.2017 - 06.2019
- Managed a diverse portfolio of channel partners for Cisco and Lenovo enterprise and mid-market business in Singapore
- Developed go-to-market strategies, product training, and growth plans in collaboration with channel partners
- Conducted regular product training sessions and solution workshops to build partner competency and drive sales success
- Worked closely with vendors on product solutions, including bill of materials, pricing, and solution configurations
- Designed and executed channel marketing campaigns to increase market share and drive demand for key products
- Analyzed performance metrics and developed initiatives to improve profitability and sales efficiency
- Increased Cisco run-rate volume by 40%, exceeding the Cisco FY sales target
- Successfully onboarded new partners and expanded the reseller network, boosting sales in the mid-market segment
Business Development Executive
ECS Computers Asia Pte Ltd
12.2013 - 07.2016
- Generated qualified sales opportunities and expanded business with existing customers through strategic account development
- Collaborated with Account Managers, Solution Engineers, and Marketing teams to support deal closure and ensure seamless execution of sales strategies
- Facilitated conflict management between different departments, ensuring smooth resolution of any issues and successful deal closure
- Managed partner programs, implementing marketing activities such as direct marketing, promotions, events, and trade shows
- Developed go-to-market strategies to identify and capture new market opportunities based on customer profiles and channel segmentation
- Engaged with vendors and management to plan and execute channel recruitment and enablement initiatives
- Successfully acquired new channel partners and developed new brands, expanding ECS's presence in the Singapore market
- Assisted channel sales teams in achieving KPIs on a quarterly basis through effective support and program management
Education
Master's Degree - Mass Communication
Nanyang Technological University
Singapore06.2017
Bachelor's Degree - Finance and Financial Management Services
University College Dublin
09.2010
Skills
- Strategic Partnerships
- Partner Recruitment
- Partner Enablement
- Channel Sales
- Business Forecasting
- Marketing Collaboration
- Value Selling
- Salesforce CRM
- Teamwork and Collaboration
- Microsoft 365
Languages
English
Chinese (Mandarin)
Timeline
Channel Manager, SEA
Darktrace
07.2023 - Current
Senior Partner Account Manager (ASEAN, South Asia & Korea)
Progress
03.2021 - 07.2023
Account Manager
Logicalis Asia
07.2019 - 02.2021
Senior Product Executive
Ingram Micro
12.2017 - 06.2019
Business Development Executive
ECS Computers Asia Pte Ltd
12.2013 - 07.2016
Master's Degree - Mass Communication
Nanyang Technological University
Bachelor's Degree - Finance and Financial Management Services
University College Dublin
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