Cassandra Chan, Meng Hong
Singapore
Summary
Sales professional with deep expertise in cybersecurity and enterprise software renewals. Proven track record in driving customer retention, negotiating multi-million-dollar contracts, and identifying upsell opportunities. Skilled in building strong C-level relationships and delivering consistent revenue growth through strategic renewal management.
Overview
33
33
years of professional experience
1
1
Certification
Work History
Account Director
Broadcom
03.2021 - 09.2024
- Managed a portfolio of high-profile clients, to drive revenue growth by 120% annually
- Developed and executed tailored account strategies to address client needs, leading to better account understanding for internal and increase customer satisfaction
- Led cross-functional team such as presales, services and product engineering to deliver complex projects
- Negotiated and closed multi-million-dollar contracts, such as creating Enterprise License Agreements (ELA). Managed the entire lifecycle of these contracts, from initial discussions to final execution, ensuring compliance and maximizing benefits for both parties.
- Proactively identified upselling and cross-selling opportunities within existing accounts, leading to increased product adoption and deeper client engagement.
- Achievement
- Standard Chartered Bank – Multi Million-dollar ELA for Broadcom products for 3 Years
- Strategic win in Government of Singapore - Multi Million-dollar contract
- BPI - Multi Million-dollar ELA for Broadcom products for 3 Years
Product Manager
Exclusive Networks Singapore Pte Ltd
08.2019 - 12.2020
- Meeting Quota assign by Company - Achieve 70% of assigned quota.
- Building Pipeline with strategic planning and execution through the following activities
- Marketing activities (such as social media marketing, webinar, events, campaign)
- Develop competitive swap out plan against competitor Direct End user coverage (Presentation, account coverage)
- Cold call (Refresh list, event customer list, new customer)
- Provide visibility to Management and Vendors on the business health
- Provide accurate forecast on pipeline closure to management and vendor for every quarter.
- Provide accurate billing and collection to management
- Marketing - Working closely with Internal/External marketing team to develop quarterly marketing plan.
- Development of soft and hard skills - Constantly on training provide by internal and external to involve on the personal and team development. Training included presentation, demo, sales pitch video, product update, social media marketing course and etc.
- Achievement
- Acquire new customers to adopt PANW solution.
- Swapping out the end point Acquire new customers to swap out the existing firewall to PANW solution.
Account Director
Meridian IT Solutions Pte Ltd
06.2018 - 02.2019
- The primary objective is to achieve sales target.
- Be held accountable for all end user relationships of the assigned accounts.
- Be required to create an account plan for each customer that has been assigned.
- Be responsible for developing accounts through planning, opportunity generation, providing customer support, proposal writing & effecting regular site visits.
- Be expected to complete all forms and tasks required to carry out the role including:
- Accurate use of the forecast & pipeline, via SalesForce.com application
- Updating of client profiling data & inter-actions on SalesForce.com application
- Correct & timing (48hrs) logging and following up of marketing leads.
- Ownership & management of all proposal’s documents including revisions accuracy & filing etc.
- To attend skills & product training sessions & meetings when requested.
- Achievement
- Surbana-Jurong – IT Hardware Maintenance Contract for 1 Year – contract value of S200k
Manager, Sales
NTC Integration (Pte) Ltd
08.2015 - 05.2018
- Lead a Sales team of 2 x Sales person with a quota of S$1,320,000 (Gross Profit)
- Industries – Commercial
- Strengthen NTC market shares in Singapore and Malaysia
- Vertical and Accounts planning for Sales team
- Strategize and planning for Team to achieve Sales Quota
- Vendors management and relationship building
- Senior Account Manager
- Identify new customers for commercial sectors
- Maintaining and serve the existing customer in Sales Opportunities, enquires and requirements, building closer relationship with customer
- Able to strategize and build strong rapport with customers
- Strategic sales presentation to customers for products and services identify from the company
- Identify new sales opportunities within existing accounts to remain a client-account manager relationship by up-selling and cross-selling
- Working closely with the technical team and Project Manager in implementing projects so as to meet customers’ satisfaction and project time line.
- Customers – GuocoLand, Surbana-Jurong, Phillip Securities and etc.
- Achievement
- Promoted to Manager, Sales 2017
- Year on Year achieving 70% of Quota (Gross Profit)
- Major Win
- GuocoLand – DataCenter & Office Relocation S$200K.
- Surbana-Jurong – Network upgrade & Server Consolidation S500k
Manager, Sales
Whizz-Work Pte Ltd
01.1998 - 05.2015
- Lead a Sales team of 2 x Sales person with a quota of S$1,800,000 (Gross Profit)
- Industries – Commercial (FSI, Manufacturing, Oil & Gas)
- Strengthen Whizzwork market shares in Singapore, Malaysia and Thailand
- Vertical and Accounts planning for Sales team
- Strategize and planning for Team to achieve Sales Quota
- Vendors management and relationship building
- Analyze sales result and reports for Sales Team
- Managing of AR and Backlog for Sales Team
- Develop program and marketing event to drive new products/services to existing and new prospects
- Set the Goal for individual Sale person.
- Account Manager
- Identify new customers for commercial sectors
- Maintaining and serve existing customer in Sales Opportunities, enquires and requirements, building closer relationship with customers
- Strategic sales presentation to customers for products and services identify from the company
- Involved in the whole spectrum of marketing and sales cycle-planning of IT products and services from consultancy to post sales (maintenance).
- Working closely with the technical team and Project Manager in implementing projects so as to meet customers’ satisfaction and project time line.
- Working closely with finance to ensure healthy AR Collection
- Customers – Halliburton, RIMS, American Express, Chubb, Deutsche Bank
- Achievement
- Promoted to Manager, Sales 2008
- Year on Year achieving 115% of Quota (Gross Profit)
- Major Win
- Phillip Securities Pte Ltd - Implementing of Email System S$500K.
- Mewah Oils & Fats Pte Ltd – Implementing SAP Infrastructure System S$500K (Partnering with FIT)
- Chubb – System Network Consolidation Project – S$ 300K
- RIMS – System Network Consolidation Project – S$1.4m
- Ascott – Infrastructure/ Storage Consolidation – S$800K
- LASALLE College of the Arts - Infrastructure/ Storage Consolidation – S$700K
Account Executive
Fullmark Pte Ltd
07.1994 - 12.1997
- Handle and develop assign accounts under Oil & Gas Industry / FSI
- Prepare weekly statistical sales data and analysis, highlighting trends, issues and key points from statistical information
- Responsible for the direct selling of IT products & services via receiving and making outbound calls.
- Handle sales enquiries and ensure timely distribution with accurate quotations as well as qualify opportunity and follow up on potential deals.
- Lead qualification for all leads and sales opportunities.
- Responsible for achieving revenue and business targets through good rapport in account management.
- Cultivate, maintain and grow relationships with established accounts that will ensure excellent client relations and increase existing business.
- Up-selling and leveraging business from new and established customer relationships
- Strategic sales presentation to customers for products and services set by the company to ensure marketing program would be a success.
- Key Customer: Halliburton, KBR, Bank Austria, A.T Kearney Pte Ltd, McKinsey
- Achievement
- Promote from Telesales to Account Executive in year 1995
- Year on Year achieving 120% of Quota
Sales Coordinator
TEC Communication Pte Ltd
01.1992 - 07.1994
- Assisting Outdoor Sales in sales related issues
- Issue Purchase Orders to suppliers
- Issue Invoices, Credit & Debit Notes for customers
- Source for suppliers for all purchasing needs
- Assisting Office Manager in all administrative duties
- Handle incoming calls and enquiries
- Update customers’ information and invoice data into CRM
- Coordinate Training scheduling and needs.
Education
Diploma - Sales & Marketing
London Chamber of Commerce and Industry (LCCI)
03.1994
GCE “O” Level Examination - undefined
Whitley Secondary School
07.1990
PSLE - undefined
Yuhua Primary School
12.1985
Skills
- Well versed in Microsoft Offices ranging from Excel, Word and PowerPoint
Certification
- HP Blade eLite Partners Sales Training
- HP Data Protection Solutions Training
- HP Proliant University
- Lenovo System X Sales Specialist Certification
- Lenovo Sales Advocate
- APC Certified Silver Reliability Provider
- VMWare Sales Professional (VSP) Certified
- Citrix Certified Sales Professional (CCSP)
- Cisco Foundation Express Sales Specialist
- EMC Sales Certification
- IBM Certified Specialist - Midrange Storage Sales V2
Languages
English
Mandarin
PERSONAL PARTICULARS
- Address: 8 Choa Chu Kang Grove #08-18 Singapore 688206
- Contact Number: 9389 6256 (Hp)
- Email: Cassandra_chan@outlook.sg
- Race: Chinese
- Date of Birth: 1973-01-07
- Age: 52+
- Nationality: Singaporean
- Marital Status: Married
- Driving License: Class 3
- Other Matters: International mobility and the ability to relocate if necessary
Hobbies and Interests
Yoga/Pilates, Gym, Travel, Movies, Window Shopping
Timeline
Account Director
Broadcom
03.2021 - 09.2024
Product Manager
Exclusive Networks Singapore Pte Ltd
08.2019 - 12.2020
Account Director
Meridian IT Solutions Pte Ltd
06.2018 - 02.2019
Manager, Sales
NTC Integration (Pte) Ltd
08.2015 - 05.2018
Manager, Sales
Whizz-Work Pte Ltd
01.1998 - 05.2015
Account Executive
Fullmark Pte Ltd
07.1994 - 12.1997
Sales Coordinator
TEC Communication Pte Ltd
01.1992 - 07.1994
GCE “O” Level Examination - undefined
Whitley Secondary School
PSLE - undefined
Yuhua Primary School
Diploma - Sales & Marketing
London Chamber of Commerce and Industry (LCCI)
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