Joel Tan CHIN ANN
Seng Kang
Summary
A self-driven IT professional with a well-developed understanding of sales engagement, infrastructure solutions, business digitalization and process automation.
Highly experienced in Infrastructure, Virtualization, Storage, Network, wireless with 6 years’ industry experience in multiple verticals in the IT /ICT industry, and an ability to identify value proposition for end user and channel partners.
Overview
8
8
years of professional experience
1
1
Certification
Work History
Sales Specialists
Hewlett Packard Enterprise
05.2021 - 04.2023
- Hunt new opportunities and expands and enhances existing opportunities to build and manage the pipeline in specialty area
- Maintains knowledge of competitors in account to strategically position the company's products and services better
- Develop pursuit plans and manage the pipeline to ensure alignment with account managers
- Establish a professional, working, and consultative, relationship with the client, by developing a core understanding of the unique business needs of the client within their industry
- Contributes to proposal development, negotiations, and deal closings
- Work closely with and supports account manager, providing technical expertise and support, and participating in client engagements up to C- level engagements for more complex solutions in smaller accounts
- Interface with both internal and external/industry experts to anticipate customer needs and facilitate solutions development
- Build sales readiness and reduce client learning curves through effective knowledge transfer in area of specialization
- Establish proactively strong professional relationships and credibility with key IT and business executives
- Focus on senior business management challenges and strategies
- Maintain high-level of customer loyalty and builds trust and integrity
- Leverage full HPE portfolio to add significant value to customer´s business, continuously improve account profitability for HPE and expand HPE´s share of wallet of the customer spent
- Build, monitor and orchestrate sales pipeline activities to advance, invest in or divest of opportunities
- Develop, progress and drive closure in new HPE solutions opportunities
- Maintain strong pipeline and consistently meet quarterly and annual sales goals
- Drive integrated planning and coordinated sales execution effectively with pursuit team and extended business units.
Account Manager
3D Network Singapore Pte Ltd
05.2020 - 01.2021
- Developing sales plans based on local accounts like Education & Government sectors, planning and pipeline that accelerate the adoption of The Company’s Cloud Security & Internet of things technologies
- Fostering growth & tracking the sales pipeline by engaging with internal solutions teams, existing customers, net new prospects and key partners
- Maintaining an accurate overlaying forecast of business opportunities and bookings in your assigned sales revenue targets
- Prepare reports and communicate monthly summary of wins, losses, inhibitors and net-new opportunities
- Grow revenue and protect existing revenue stream to ensure maximum achievement of sales revenue targets
- Preparing and giving regular business reviews to the management team highlighting attainment progress and challenges to closing business
- Establish responsive business relationships with clients & support the management in meeting client expectations
- Increasing awareness of The Company’s solutions in the marketplace with partner teams (VMWare, Cisco, Aruba, Fortinet, and Palo Alto, etc.), local customers and distributors, existing and net new accounts, and technology consultants
- Helping to develop relationships with new Born-in-the-Cloud who are critical to Cloud products growth as well support relationship expansion with top existing customers for Public Cloud, like Singapore Institute of Technology
- Ensuring an active presence at relevant industry Trade Shows and The Company organized events
- Delivering regular Webinars and Event keynote business and technical presentations
- Developing and leveraging executive relationships for my success.
Account Manager
Huawei International Pte Ltd
07.2018 - 05.2020
- Take charge of management and operations of one domain (e.g., profitability management/ clauses/ risks/ competition) concerning customers/channel partners/partners/projects
- Responsible for commercial accounts Education, Real Estate & Manufacturing
- Quota – USD 2 million revenue per year
- As of now, USD 1,200,000
- To design commercial solution independently
- Reply to commercial bids and/or draft contracts for rep office-level complex projects
- Manage and execute product strategy in all market segments
- Act as a chief negotiator focusing on the commercial part of rep office-level projects, and assume responsibilities for negotiation tactic production and implementation
- Take part in routine review and optimization of authorization
- Review and support decision-making on rep office-level complex sales projects
- Take responsibilities for the signing of cooperation agreements with channel partners, as well as optimization and implementation of channel policies and promotion tactics
- Engage with our clients to understand the needs and requirements
- Solution presentation to our clients
- Lead and work with various product managers in designing systems and network solutions
- Liaise with company R&D on solution or product customization.
Product Manager (HPE & Aruba products)
Ingram Micro Asia Ltd
06.2017 - 07.2018
- Responsible for public sector account (GVT_16005) & Singapore Telco
- Key account like Accenture, Delteq, Fuji Xerox, M1, NCS, NEC, PCS & STE, SingTel, Starhub
- Develops and executes sales strategies focused on HPE Networking and Aruba Clearpass & Airwave
- Creates a team-based demand generation plan that addresses the vertical market opportunities within commercial sector
- Manage and execute product strategy in all market segments
- Product and inventory management for HPE
- Conceptualizing of marketing programs, developing of channel and end-customer demand generation
- Engagement and cultivation of strong rapport with partners and vendors
- Gathering of market intelligence on new products, industry trends, competitive development, and constant evaluation of potential new product lines
- Channel development and training
- Go to market planning and execution of vendor’s initiatives
- Able to pitch value proposition of initiatives to both reseller and end user
- To plan execute program to drive sales and channel intimacy
- Identify New Business Opportunities
- Grow and maintain fruitful relationships with partners
- Support vendor’s strategies by aligning solutions with resellers to maximize profitable growth and reseller expansion
- Conducts business reviews with assigned accounts to track progress toward revenue and growth goals and owns execution of business plan.
Product Manager / Account Manager
Avnet Technology Solution (S) Pte Ltd
04.2015 - 06.2017
- Responsible for weekly booking/revenue quota with significant growth in subsequent of 3 months
- Develops and executes sales strategies focused on advanced technology solutions
- Creates a team-based demand generation plan that addresses the vertical market opportunities within commercial sector
- Developing and implementing a company-wide go-to-market plan, working with all departments to execute
- Prepare a variety of status reports, including activity, closings, follow-up, and adherence to goals
- Present and sell IT products and services to current and potential clients
- Prepare action plans and schedules to identify specific targets and to project the number of contacts to be made
- Develop, establish, and maintain current client and potential client relationships
- Identify and plan sales prospects with business partners to have annual growth in revenues
- Managing the entire product line life cycle from strategic planning to tactical activities
- Specifying market requirements for current and future products by conducting market research supported by on-going visits to current and potential clients
- Driving a solution set across development teams (primarily Development/Engineering, and Marketing Communications) through market requirements, product contract, and positioning
- Analyzing potential partner relationships for the product
- Keep track of inventory and sales
- Liaise with manufacturer for more discount rates for sales department.
Education
Diploma in Electrical And Mechanical Engineering -
Management Development Institute of Singapore
01.2013
Skills
- Top achievements for Hewlett Packard Enterprise mission critical system in Asia Pacific
- Grew Ingram Micro’s market share of Hewlett Packard Enterprise distribution
- Grew Huawei’s market share of local education school
- Grew channel partner ecosystem in distribution
- Maintained healthy gross margin for both company and business partners by ensuring products meet client needs and sustaining profitable long-term relationships
Certification
- Jun 2019 - Certified Huawei Sales ICT Enterprise (HCNA), Singapore, Networking & wireless (IP), Server & Storage (IT)
- Nov 2017 - Certified HPE Sales Data Centre for Product Manager, Singapore
Timeline
Sales Specialists
Hewlett Packard Enterprise
05.2021 - 04.2023
Account Manager
3D Network Singapore Pte Ltd
05.2020 - 01.2021
Account Manager
Huawei International Pte Ltd
07.2018 - 05.2020
Product Manager (HPE & Aruba products)
Ingram Micro Asia Ltd
06.2017 - 07.2018
Product Manager / Account Manager
Avnet Technology Solution (S) Pte Ltd
04.2015 - 06.2017
Diploma in Electrical And Mechanical Engineering -
Management Development Institute of Singapore
Similar Profiles
Abdulla TS PMPAbdulla TS PMP
Project Lead/Scrum Master at Hewlett Packard EnterpriseProject Lead/Scrum Master at Hewlett Packard Enterprise
Akshay GaneshAkshay Ganesh
Demand Planner at Hewlett Packard EnterpriseDemand Planner at Hewlett Packard Enterprise
Tomáš RekTomáš Rek
Supply Chain Project Manager at Hewlett Packard EnterpriseSupply Chain Project Manager at Hewlett Packard Enterprise