Gwen Lee
Summary
A mature, self-motivated, and highly result-oriented sales executive with over 20 years of IT sales, business development and channel management experiences. Extensive clientele/channel/eco alliances network gained from Enterprise, territory accounts and strategic accounts management across Asia. Effectively assumed hunter role in majority of previous accounts handled in the early part of sales career. Good track record of consistently overachieving quotas given. Demonstrated ability to thrive in both independent and collaborative work environments. Comfortable to engage C-level executives in accounts and partners. Evangelizing strength for niche technology positioning in white space or specific verticals. Well rounded technology knowledge across full Data center, hybrid clouds/public cloud, service provider domains, cyber security and data analytic platform. Strong ability to translate technical to business conversation to key stake holders/C Level. Coaching sales managers on strategies against competitions/solutions/accounts coverage, assist in C level coverage. Guidance to BDR team on target prospects and review. Close engagement with channel and GSI team on GTM strategies with focused partners. Weekly forecasting activities and quarterly business review with APAC team. Close collaboration with e-Suite and cross function team (PLM, Engineering, support) at HQ for product's roadmap and engineering quality feedback.
Overview
24
24
years of professional experience
Work History
Regional Sales Director
Armis Inc.
12.2022 - Current
Sales Director, SAK
Teradata
12.2020 - 12.2021
- First headcount of newly formed Enterprise Greenfield team (new logo), build up 6 new territory AE across 4 countries for SAK
- Identify and target top 100 high potential and propensity accounts list of each country and work with BDR, Marketing team on outbound activities and tactics
- Working with BDR closely to land first call or first meeting
- Working closely with channel to align targeted resellers, planned tactics and programs with milestones and KPI
- Align verticals/accounts mapping, spiff program, joint funded headcount and online webinars
- Working with alliance team closely for the GTM strategies with key ecosystem partners
- Actionable plans with target timeline is set for HQ focus partners
- 7Millions ARR pipeline build up year to date for all new opportunities across territory
- Working closely with extended team to improve process and reduce latency of sales turnaround time to POC/trial
- Initiating T-Shirt size budgetary for fast quote process to new prospects.
Head of Mid-Territory and SMB, Singapore
Amazon Web Services
02.2020 - 12.2020
- Managing the largest segment quota within commercial team with 6 direct reports and 7 indirect reports, projecting highest pipeline of triple digit million in 2021.
- Attain 90% revenue quota for 2020 with exit pipeline growth of 40% FY2020 revenue closed at 79Millions
- Involved in high touch accounts, helping the sales team to strategise on winning and defending competitors
- Working closely with SSOE team and management team on weekly/monthly forecast and Monthly Business Review (use of SFDC and Tableau)
- Working with channel team closely for the GTM strategies with different channel model, Distributor led, Telco led and Key resellers focus play
- Key resellers engagement, planning and tactics on the GTM with them on different AWS services
- Key focus ISVs engagement, accounts planning and joint webinars activities to expand pipeline on monthly
- Plan SCALE@SMB with Program manager and marketing on quantifiable campaigns/activities that will accelerate revenue and scale across territories Identified different sales play for different target audiences within SMB
- Engagement with relevant government agencies/industry associates to expand closer engagement (nonsales)
- Managing the team remotely and new hires, onboarding new hires, coaching under performers
- Assisting more junior sales on joint sales call with C-level and establish C-suites relationship and coverage.
Country Manager, South East Asia
Gigamon
05.2013 - 02.2020
- Strategic wins and new logos win on SIA, MBS, RWS, Top banks, Top Telco, Top defense across ASEAN with high touch approach and channel-led
- First Singapore led win for worldwide sites deployment, Standard Chartered Bank (1.6Mil USD), SANDS (2Mil USD)
- Build the region up from zero base with two head counts to 15 (including cross functional)
- Take full responsibility of sales numbers for South East Asia and initial HK, Taiwan and India
- Coaching new sales joining territory under Japan, Korea, Australia and China
- Top performing region for most channel initiated and channel driven sales
- Build revenue of less than a million on 1st year to a solid pipeline of 40mil USD
- Attain top performing region in APAC for revenue
- Attain top performing region in APAC for top new logo 2019
- Take on leadership role in communicating with HQ engineering, product line management and eStaffs on strategies planning with frequent communications and planning
- Building up new key accounts from FSI, Large Enterprises, Government, Service Providers through strategic account plans and value added resellers initiation/planning
- A well rounded sales (business development, channel/alliances engagement and development) working closely with BDR, channel and marketing team to penetrate new vertical or targeted accounts
- Create value proposition to solve the client problem and present executive pitch to C level
- Account based marketing and target list marketing activities
- Strategize and plan activities of the sales function by managing sales resources and direct sales efforts
- Business development (different solutions pipeline) via close collaboration with market eco alliance from security, cloud vendors (FireEye, SourceFire, Palo Alto, RSA, ForeScout, SPLUNK, VMware, AWS, Azure)
- Building up the channel from scratch for the region, collaborating closely with in country distributors
- High touch with the relevant decision maker management of the targeted VAR
- Follow up on GTM strategies with the current solution portfolio and strategized with eco partners collaborations
- MSP initiative for competitive countries
- Extensive accounts alignment planning and door-opening activities for the VARs
- Responsible for Gigamon technology presentation extensively in seminars/workshop/events for region's partner activities initiative
- Educating partners and prospects the technology of Gigamon via in-house workshop and targeted seminar presentations
- Pipeline management and forecasting responsibility including P&L accountability.
Account Director
NetApp
07.2011 - 05.2013
- Sales Management of two vertical, healthcare and education (90% acquire accounts)
- Comprehensive account plans for both 'defense' and 'acquire' accounts
- Direct engagement with end users to build relationship and trust through team efforts
- Involve NetApp Cross functional teams in the sales cycle, executive management, presales, professional service, channel, USA product sales and support
- Go to market engagement with technology partners, Cisco, VMware, Citrix, Microsoft, SAP for joint turnkey solution
- Collaboration with marketing team on relevant industry events participation
- Engaging service provider partners like Amazon, T-system, NTT, Telstra, Fujitsu, Logicalis, Savvis for cloud, hybrid cloud opportunities (IaaS, SaaS, DRaaS etc) together with business development and channel colleagues.
Account Director
Alcatel Lucent
05.2009 - 06.2011
- Responsible for managing a portfolio of key accounts in the Healthcare and Strategic White space accounts penetration against incumbent vendors
- Collaborate with strategic channel RSI and distributors
- Established the channel relationship between Alcatel Lucent and HP (Technology Services/Enterprise Services) for Singapore
- Instrumental in executing the first Alcatel ASEAN win with HP technology services for digital Hospital (Farrerpark Hospital), initiating the collaboration between both technical teams, providing communication in driving coverage and sales strategies for this strategic win
- Working closely with the executives and VP in working out a sales pitch
- More than 10 million win for HP, positioning Alcatel Lucent end to end converged solution of Network and unified communication
- 1st public hospital win for Alexandra Hospital Campus Network upgrade, displacing strong incumbent vendor, Cisco
- Other competitive wins against Cisco Network and HP Procurve.
Sales Manager, Storage Practice
Sun Microsystems
04.2007 - 04.2009
- Responsible for managing a portfolio of 30 key accounts in the Healthcare / Education (Q2 FY09 onwards) / Manufacturing / Transportation industries
- Exceeded sales quotas by 50% and delivered $6 million in FY08 sales revenue
- Turned around 30% of underperforming accounts and increased sales revenue by $2 million, through direct account coverage and effective channel alignment strategies which includes thorough account planning
- Created 60% of new opportunities from languishing accounts and white space accounts through enhancing and strengthening relationship coverage and execution of the account plan strategies
- Enhanced brand awareness of Sun storage and portfolio introduction through extensive one to one coverage
- Successfully penetrated a healthcare account with the newly launched open storage
- Successfully engaged key decision makers and technical influencers of major global accounts, that led to re-evaluation of global storage standard and potential sales like STM, Infineon, Seagate, Schenkers.
Strategic Sales Manager / Senior Sales Manager
Datum Technologies
02.2004 - 03.2007
- Responsible for managing a portfolio of key accounts in Manufacturing/Education industry and hunter role in territory white space
- Established a solid base of enterprise and 2nd tier resellers through constant sales engagement, workshop training, lead generation
- Achieved $3 million in FY06 sales revenue
- Penetrated 80% of major strategic accounts (white space)
- Established strategic alliances with system integrators (e.g
- Frontline Technologies and Fujitsu Asia in participation of IDA Bulk tender in year 2005 / 2006), that resulted in account acquisition of various ministries/account like MOM, MTI, ASTAR etc
- Created substantial pipeline for channel that led to 80% revenue return
- Promoted to sales manager from account manager in 2006.
Enterprise Sales Manager
Singapore Engineering Technologies (STTS)
05.2000 - 10.2003
- One of the first sale to join a start-up spin off from ST Engineering, focus on training & simulation software solutions
- Established a solid pipeline of 5 million through extensive cold-calling and prospecting despite the training solutions (TRAINIUM) still in development and no case studies
- Gather customized requirement from Tier 1 clients like Temasek Holding, Raffles Training, Defense clients, Singapore Airline
- Work with key vendors like Oracle, Blackboard for their iLearning LMS to resell into net new accounts.
Education
Skills
- Sales Cycle Forecasting
- CRM Proficiency
- Solution Selling
- Competitive Analysis
- Pricing Strategy
- Cross-functional Collaboration
- Deal Structuring
- Territory Management
- New Business Development
- Account Acquisition
- Cross-Channel Marketing
- Brand-Building Strategies
- Channel Development
Awards
Overland Storage Top REO (Disk-Based Backup Appliance) Sales Achiever for APAC 2005 SunRise Club 2008 (Worldwide) NetApp "Never Say Die" Award 2012 Gigamon Top Seller Club 2014 World Wide Gigamon Top Seller Club 2015 World Wide Gigamon Top Seller Club 2016 World Wide Gigamon Top Seller Club 2017 World Wide Top Worldwide Winner for corporation overview mission contest 2018
Timeline
Regional Sales Director
Armis Inc.
12.2022 - Current
Sales Director, SAK
Teradata
12.2020 - 12.2021
Head of Mid-Territory and SMB, Singapore
Amazon Web Services
02.2020 - 12.2020
Country Manager, South East Asia
Gigamon
05.2013 - 02.2020
Account Director
NetApp
07.2011 - 05.2013
Account Director
Alcatel Lucent
05.2009 - 06.2011
Sales Manager, Storage Practice
Sun Microsystems
04.2007 - 04.2009
Strategic Sales Manager / Senior Sales Manager
Datum Technologies
02.2004 - 03.2007
Enterprise Sales Manager
Singapore Engineering Technologies (STTS)
05.2000 - 10.2003
Similar Profiles
Eli HarrisEli Harris
Customer Success Manager at ArmisCustomer Success Manager at Armis
Maliha RabbiMaliha Rabbi
Senior Customer Success Manager & Team Lead at ArmisSenior Customer Success Manager & Team Lead at Armis
MICHAEL PORTOMICHAEL PORTO
Manager, Onboarding Engineering at ArmisManager, Onboarding Engineering at Armis
LANDA CARROLLLANDA CARROLL
Regional Sales Director at SpyCloudRegional Sales Director at SpyCloud
Jose Luis HerreraJose Luis Herrera
Regional Sales Director at MEXICORP,LLCRegional Sales Director at MEXICORP,LLC