GERALDINE LAM
Summary
A highly accomplished and result-driven individual with more than 26 years of experience in acquiring new partnerships, managing and developing channels and leading people. I am also energetic and goal-oriented, coupled with strong intercultural and collaborative business management skills that have proven to be an invaluable asset to the executive management team. I have led and guided business partnerships that have been crucial in enabling the organization to achieve immense success and growth both locally and regionally.
Overview
26
26
years of professional experience
Work History
Country Manager, Singapore
Exclusive Networks Singapore
01.2024 - Current
- Spearheaded the Singapore business unit of Exclusive Networks, managing comprehensive P&L ownership and executing strategic initiatives across sales, marketing, operations, and finance.
- Achieved a year-on-year revenue growth of 20% alongside a 14% enhancement in gross margin and an eBITA of 64% through targeted channel expansion and operational improvements.
- Built and led a team of 100 professionals across various functions including vendor management, sales, technical support functions, fostering a high-performance, collaborative culture.
- Regained substantial market share with top three cybersecurity vendors within the first six months of tenure.
- Developed and executed tailored go-to-market strategies for the Singaporean market, ensuring alignment with regional and global initiatives.
- Cultivated strategic relationships with system integrators, managed service providers (MSPs), managed security service providers (MSSPs), and enterprise customers to drive pipeline growth and enhance customer retention.
- Implemented data-driven forecasting, reporting, and business reviews, guaranteeing alignment with financial targets and KPIs.
- Successfully integrated the acquisition of NextGen, a regional cybersecurity distributor, over a six-month period.
Senior Partner Sales Manager, ASEAN
Salesforce.com Singapore
10.2021 - 12.2023
- Developed and managed comprehensive alliances strategies and go-to-market plans for the Enterprise, Financial, Commercial and Public Sector business segments.
- Aligned partner sales plays, offerings and industry-specific solutions with Salesforce teams including Partner Account Managers, Sales, Account Executives, Industry Teams, Mulesoft and Tableau.
- Served as a trusted advisor to the sales teams on existing partner capabilities and future needs, facilitating the execution of revenue-generating initiatives and programmes with partners across the territory.
- Planned and led partner enablement sessions with Accenture, CapGemini, Deloitte and KPMG on Net Zero Cloud and Sustainability initiatives.
Enterprise Sales Director, Singapore
Hitachi Vantara Singapore
01.2021 - 10.2021
- Oversaw the Hitachi Vantara enterprise storage and infrastructure business for major accounts in Singapore including Singapore Pools, Overseas-Chinese Banking Corporation, Central Provident Fund, MediaCorp, and the Ministry of Education as well as higher learning institutions.
- Executed strategic activities within the designated territory, collaborating closely with the Country Managing Director and applicable sales pathways.
- Provided leadership and direction to the extended team, optimising efficiencies in both pre-sale and post-sale activities within the assigned accounts.
- Ensured effective management of all business and technical risks to maintain high levels of customer satisfaction.
- Engaged with customers to understand Hitachi Vantara’s offerings, developing robust business cases and coverage strategies to successfully integrate solutions within the territory.
- Supported channel initiatives and corporate programmes within the specified territory.
Channel Sales Manager, Indirect Managed Print Services, Greater Asia
HP Inc., Singapore
01.2020 - 12.2020
- Established productive and professional relationships with key stakeholders in assigned partner accounts.
- Proactively lead a joint partner planning process with in-country teams to set mutual performance objectives, financial targets and critical milestones.
- Achieved targets for profitable sales volume and strategic objectives in assigned partner accounts.
- Continuously assessed, clarified and validated partner needs, driving process enhancements to optimise partner engagement activities.
- Educated partners regarding HP’s Managed Print Services product portfolio, updates, enhancements and complementary services offered.
- Managed sales pipeline, forecasted monthly sales and identified new business prospects including the recruitment and onboarding of qualifying partners.
- Evaluated partner sales performance and recommended improvement strategies.
- Supplied strategic market driven insights to in-country teams for business strategy and planning.
Global System Alliance Manager, Southeast Asia and Korea
HP Inc., Singapore
08.2018 - 08.2018
- Pioneered the global system integrator (GSI) alliance strategy and business plan for the Southeast Asia and Korea region, including sales, marketing, and go-to-market strategies, yielding over 60% revenue growth in the first year.
- Established and nurtured 360-degree partnerships with System Integrators including Hewlett Packard Enterprise, DXC, IBM, Accenture, Deloitte, KPMG, Wipro, TCS and Infosys.
- Sought out partnerships with complementary vendor offerings relevant for GSIs, exemplified by the initial SEA-K HP DaaS portfolio enablement workshop with Accenture, Avanade, and Microsoft, while also cultivating executive relationships to steer long-term strategic direction.
- Contributed to the development and execution of strategic account plans, encompassing extensive sales strategies across key verticals in collaboration with HP country leadership and sales teams.
- Secured critical consensus for HP by effectively positioning, educating, and marketing HP’s value proposition across GSI partnerships, integrating both traditional solutions and emerging technologies, including HP-As-A-Service engagement models.
Senior General Manager, Vendor Management (CISCO), APAC
Ingram Micro Asia Pacific Pte Ltd, Singapore
08.2014 - 08.2018
- Increased business revenue with CISCO from USD 550 million in 2014 to USD 800 million in 2018 across eight countries, achieving a 45% growth rate at a regional level.
- Collaborated closely with Ingram Micro's in-country vendor management teams to set business targets, develop rebate maximisation strategies, and streamline marketing programs to enhance operational excellence.
- Launched the APAC Business Intelligence marketing programme, achieving a return on investment of 64 times with an additional revenue of USD 20 million across four countries in 2017.
- Drove the initial APAC Security acceleration program, achieving 40% year-on-year growth and securing a top revenue region position at a global level in 2016.
- Facilitated the onboarding of CISCO into Ingram Micro Cloud Marketplace, integrating CISCO Umbrella and Webex licenses with Ingram Micro Education Centre training credits.
- Acted as the primary contact for Ingram Micro and CISCO in-country teams to address and resolve critical operational and senior management issues.
- Provided comprehensive executive reports to Ingram Micro and CISCO executive management team on vendor partnerships at a regional level to continually identify opportunities for business improvement.
Director, Sales and Product Management
Ingram Micro (China) Ltd, Hong Kong
11.2012 - 07.2014
- Managed a team of 30 personnel and oversaw an annual sales budget of USD 50 million.
- Formulated and executed a new vendor recruitment strategy tailored to the Commercial and Consumer business segment, resulting in an increase of USD 20 million in annual revenue across products, services and education.
- Oversaw annual vendor business plans and quarterly tactical plans to meet revenue and profit goals, achieving incremental gross profit increase of 1.5%.
- Created and maintained a Vendor and Customer Scorecard to systematically monitor business performance against all vendor and company KPIs.
- Provided leadership and coaching to product management teams in managing vendor and customer relationships, including setting vendors’ goals and contract terms and conditions.
Group General Manager, Product Management and Marketing
Ingram Micro Asia Ltd, Singapore
02.2003 - 10.2012
- Directed and strategised for a team of 45 professionals to achieve an annual sales revenue target of USD 150 million alongside 6% profit and operational objectives.
- Facilitated continuous business growth through the identification, establishment, and development of new channel and vendor partnerships.
- Demonstrated a successful track record of 11 years in expanding product portfolio divisions across software, unified communications, endpoint devices, networking, gaming, components and peripherals.
- Forged robust relationships with vendors and channel partners to incrementally increase product revenue, service offerings and the strategic significance of education and training programs within authorized distribution areas.
- Actively collaborated with education and services teams to identify new opportunities, developing new enablement programmes and training curricula for resellers and customers, notably onboarding the Ingram Micro Education Centre as a Pearson VUE Testing Centre for Microsoft.
Product Manager
Digiland Singapore Ltd, Singapore
03.2001 - 01.2003
- Oversaw the newly acquired distribution line of HP commercial printers and information storage products.
- Secured a leadership position in the HP color printer distribution market consistently throughout the tenure.
Account Manager & Team Leader, SMB & Commercial
SiS Technologies (S) Pte Ltd, Singapore
08.1999 - 12.2000
- Started as an Inside Sales Executive in a team of two and was promoted to Field Account Manager within three months.
- Effectively expanded channel coverage of SMEs, resulting in the team’s growth to five personnel under my leadership.
- Successfully generated new sales from dormant accounts and engaged in regional projects exceeding USD 1 million, encompassing VOIP, Unified Messaging Systems, and e-business solutions.
Education
Bachelor of Business - Marketing
Monash University
01.1999
Skills
- Country leadership and P&L management
- Strategic planning and execution
- Sales leadership and GTM strategy
- Business development and partnership building
- Digital transformation
- Cross-functional team leadership
- People’s leader with an eye to develop critical key talent
Accomplishments
- 2023: Finalist in 2023 Channel Asia Women ICT Awards for Entrepreneur category, Singapore
- 2011: Ingram Micro General Manager / Managing Director Program, Santa Ana, USA
- 2007: Six Sigma Green Belt, Singapore
- 1996: Golden Key National Honour Society, Melbourne, Australia
- 1995: Public Service Commission Scholarship, Singapore
Timeline
Country Manager, Singapore
Exclusive Networks Singapore
01.2024 - Current
Senior Partner Sales Manager, ASEAN
Salesforce.com Singapore
10.2021 - 12.2023
Enterprise Sales Director, Singapore
Hitachi Vantara Singapore
01.2021 - 10.2021
Channel Sales Manager, Indirect Managed Print Services, Greater Asia
HP Inc., Singapore
01.2020 - 12.2020
Global System Alliance Manager, Southeast Asia and Korea
HP Inc., Singapore
08.2018 - 08.2018
Senior General Manager, Vendor Management (CISCO), APAC
Ingram Micro Asia Pacific Pte Ltd, Singapore
08.2014 - 08.2018
Director, Sales and Product Management
Ingram Micro (China) Ltd, Hong Kong
11.2012 - 07.2014
Group General Manager, Product Management and Marketing
Ingram Micro Asia Ltd, Singapore
02.2003 - 10.2012
Product Manager
Digiland Singapore Ltd, Singapore
03.2001 - 01.2003
Account Manager & Team Leader, SMB & Commercial
SiS Technologies (S) Pte Ltd, Singapore
08.1999 - 12.2000
Bachelor of Business - Marketing
Monash University