Junie Toh

 To Strategies and develop the Go To Market Plan for Services in ASEAN
 Lead and Manage a team of Specialists to achieve the yearly aggressive budget
 To growth the services Revenue aggressive, at least 30% YOY in ASEAN
 To build a strong services sales team across ASEAN
 To cultivate and grow Regional Strategic Accounts spend with SoftwareONE

Increased customer engagement to drive interest and boost sales opportunities.

• Coordinated solutions for new and existing customers to meet unmet needs and resolve various issues.
• Promoted company's brand and cultivated new relationships by delivering expert presentations.
• Achieved sales metrics consistently by creating SMART goals based on available sales data.
• Established and oversaw collaborative relationships with independent sales representatives and market-specific dealers.
• Acquired and maintained full knowledge of product technical and functional aspects to better serve customers' needs.

•  To Strategies and develop the Go To Market Plan for Singapore Operation
   Lead and Manage Singapore Team to achieve the yearly aggressive budget
   Delivering steady growth in EBITA by double digit yearly – 61% YoY for FY22
   To growth the services Revenue aggressive - YoY 37% for FY22
   To build a strong services delivery team – Headcount Growth from 4 to 25 in FY22
   To cultivate and grow the Strategic Accounts spend with SoftwareONEMet with clients, delivering presentations, and educating on product and service features and offerings.
• Maintained relationships with customers and found new ones by identifying needs and offering appropriate services.
• Established and cultivated solid business relationships with new or existing customers.
• Closed lucrative sales deals using strong negotiation and persuasion skills.
• Attended industry shows, conventions, and other meetings with primary mission of expanding market opportunities.
• Resolved customer issues quickly to close deals and boost client satisfaction.

•  Closed the first total Managed Services Contract (USD20 Mil +) that encompassed infrastructure to Application Managed Services with the biggest property developer in Singapore
   Closed a “Container as a Service” contract of USD4mil in SGX as part of their digital transformation strategy
   Managed to achieve 9% YoY growth in Business during Covid year.Exceeded targets by building, directing, and motivating high-performing sales team.
• Established successful account relationships by building rapport and maintaining consistent communication.
• Monitored customer buying trends, market conditions, and competitor actions to adjust strategies and achieve sales goals.
• Achieved sales goals and service targets by cultivating and securing new customer relationships.
• Communicated regularly with territory, regional, and strategic managers for daily support and strategic planning for accounts.
• Analyzed sales data to identify areas for territory improvement and implemented strategies to maximize sales growth.

•  Built the FSI business from USD45mil to USD 130 mil
   Developed DBS from a hunting account to a key account that contributed USD30 mil yearly
   Closed the Maybank (a Hunting Account) Data Center Transformation Project with the contract value at USD 40mil+
   Strong relationship with DBS, UOB, OCBC, SGX and Maybank
   Enabled Dimension Data to be the key Solution Provider in FSI sector
   Capture around 20% of Total Addressable Market in Singapore FSI sector (Data provided by Mackenzie)
   Constantly met the yearly targetHandled customer relations issues, enabling quick resolution, and client satisfaction.
• Resolved customer issues quickly to close deals and boost client satisfaction.
• Maintained relationships with customers and found new ones by identifying needs and offering appropriate services.
• Conducted team meetings to reinforce goals and objectives and set clear expectations about policies and procedures.
• Coached and counseled sales personnel, assisting with individual selling efforts and helping sales representatives reach targets.
• Coached employees in successful selling methods and encouraged cross-selling to drive revenue.

• Responsible for sales and account management in Enterprise Segment
• Accounts include Standard Chartered Bank (Global responsibility), ANZ (APJ responsibility) and Maybank and UBS (local responsibility)
• Achieved 86% of 1H FY 2015 Product and Services Target
• Collaboration with in-country Account Managers and execution of Global and Regional goals and plans
• Achieved the 1st Sourcefire win in Korea for Standard Chartered Bank
• Total Contract Value (TCV) of USD1M.

• Responsible for sales and account management for FSI and High Tech in Commercial Sector
• Deliver on growth plans according to booking target
• Met booking and quota target consistently for Q1, Q2, Q3 and Q4 for FY13
• Achieved 114% for FY13
• Achieved more than 30% year-on-year for FY13
• Met booking and quota target consistently for Q1, Q2, Q3 and Q4 of FY12
• Achieved 120% for FY12
• Achieved more than 30% year-on-year growth for FY12
• Executed the short-term and long-term plan for each Named Account
• Worked closely with extended team to deliver sound methodology for customers to build a strong foundation for IT-as-a-Service and also improve customer’s operational readiness
• Achieved by understanding customer’s infrastructure landscape and operational challenges and working out an end-to-end solution with extended team and partners in the ecosystem
• Key wins include Rolls-Royce in virtualizing their MES application (FY12) and Mizuho for a competitive take-out on Citrix (FY13).

• Responsible for sales and account management in the set of accounts in Global Enterprise Theater
• Achieved 104% of FY 2011 Product and Services Target
• Collaboration with HQ Client teams and in-region Global Account Managers and execution of regional goals and globally driven plans as directed by Client Directors
• Achieved the 1st Cisco UCS win in AXA by collaborating with HQ Client team and Cisco Capital
• Total Contract Value (TCV) on Product and Services of USD1.5M for Singapore
• Achieved a competitive win against Avaya through collaboration with HQ Client team for Citi’s Global Voice Operation project in Asia Pacific region
• TCV of USD6M (Product and Services) for Singapore
• Responsible for identifying and developing transformational opportunities that are replicable, & significant to regional and global business
• Achieved by developing a Cisco Digital Media Signage business architectural approach for Citi’s Smart Banking initiative that will be replicated across Asia Pacific region
• Responsible for Operational Excellence through sales pipeline build and management, and Forecast Accuracy of 95% - 110%.

• Responsible for executing IBM strategies for Mid Market to accelerate growth and increase the rate of new client acquisition
• Drive consistent 15% + growth for Mid-Market
• Leveraging all routes to market to build sufficient pipeline to drive to budget each quarter
• Manage key operational parameters with focus on: USD1.25m net new revenue per quarter via mid market accounts
• Average USD0.25m Validated Pipeline leads per week, with focus on services signings
• Responsible for driving Revenue and Profit targets in the Mid Market Industrial and Distribution Territories
• Demonstrate Operational Excellence and Execution Effectiveness through account planning, sufficient long-term and short-term pipelines, and leading and driving extended teams and Business Partners.

Responsible for the sales and business development in the set of focus accounts in the Industrial Territory.

Achievements Include :
1) Achieved 1st half 2009 137.65% Revenue Target, and 92.27% Profit Target.
Achieved 2nd half 2009 107.08% Revenue Target and 103.73% Profit Target.
Achieved 1st half 2008 120% Revenue Target.
Achieved 2nd half 2008 130% Revenue Target.
2) Executed IBM’s Growth Strategy by growing segments/opportunities and cross brand plays within the set of accounts and ensured operational excellence by delivering quarterly execution.
- achieved by gaining share and grow profit 40% year on year iwith portfolio in services and hardware.
3) Drive large deals and signings, and small deal management system
- achieved by growing Keppel Offshore & Marine at 50% year on year for 2008, Canon Singapore at 75% growth year on year for 2008.
- achieved by closing the Keppel Smart Surveillance project signings of TCV USD540K and also strategic deals in Network Operational Framework and Resident Engineers for year 2009. Resulted in signings pipeline of TCVUSD1.2M for year 2010.

Responsible for sales and business development of enterprise accounts in the Industrial sector.

Achievement for year 2007 includes:

• Achieved 118% revenue target and exceed quarterly budgeted revenue.
• Won 1st infrastructure services project in Siemens IT Solutions & Services for their new data centre project against Datacraft and HP (TCV USD600K)
• Won the biggest Informix project in Solectron (TCV USD1.5M).
• Increased IBM’s marketshare in Solectron by more than 50% year on year (TCV USD1.55M for year 2007).
• Convinced TECH to upgrade their System z (Mainframe) against moving the application to Wintel (TCV USD300K).
• Achieved Perfect 10 score in Customer Satisfaction Survey in TECH
• Increased IBM’s marketshare in Siemens against DELL, HP, and Accenture by more than 30% year on year (TCV USD1.1M).
• Jumpstarted the Halliburton account after they have relocated their data centre back to Houston by closing GTS Services (TCV USD250K).
Achievement for year 2006 includes:

• Achieved 122% revenue target and exceed quarterly budgeted revenue.
• Won Solectron SpeedServer project on high-end Wintel servers against HP (TCV USD400K)
• Won 1st Tivoli project in Solectron against Redwood software and Sun Microsystem hardware.
• Won 1st DB2 DataStage software in TECH against CA (TCV USD300K).
• Won the 1st Business Recovery Consulting signing in Siemens against Accenture (TCV USD160K for 2 years).
Achievement for year 2005 includes:
• Achieved and exceed quarterly budgeted revenue. Dec YTD 2005 at 161%
• Won Siemens Schenker-Hosting project on xSeries blade servers against DELL (TCV USD700K)
• Total of 11 HPQ winback of more than USD100K each in ST Electronics Info-Software

Responsibilities
• Managing of Strategic Accounts
• To grow the generated revenue from these strategic accounts
• Sales of Fujitsu ‘s range of IT products and solutions that meet customers’ requirements and needs in these strategic account
• Ensure high level of customer satisfaction

Responsibilities
• Sales of IT products and solutions that meet customers’ requirements and needs
• Ensure high level of customer satisfaction
• Building partnerships with principals and Software Integrators to ensure positive working relationship
• Sales proposals and presentations
• Responsible for managing and developing existing and new accounts
• Handle sales quotations and orders
• Managing a variety of task to meet deadlines
• Coordinate with operations department
• Key accounts : TECH, Micron and Ministry of Defence

Products and Solutions include

Hardware
* Sun Microsystems entire range of products
* Hewlett Packard
* IBM
* EMC Storage
* HDS Storage Products

Software
* Solaris
* Oracle
* Sun ONE/Netscape Alliance
* Microsoft
* Novell
* Legato Software, Backup and High Availability solutions
* Veritas Software

Responsibilities
• Sales of data warehousing solutions to meet customers’ requirements
• Ensure high level of customer satisfaction
• Building partnerships with principals to ensure positive working relationship
• Sales proposals and presentations
• Responsible for managing and developing existing and new accounts
• Handle sales quotations and orders
• Managing a variety of task to meet deadlines
• Coordinate with operations department

Products and Solutions include

Services
* Data Warehousing Services

Software
* Ascential Software
* BusinessObjects Software

Percentage of Sales Quota Achieved
• Achieved 100% of sales quota for year 2001

Responsibilities
• Sales of the in-house developed insurance broking system
• Post-sales support for the in-house developed insurance broking system
• Ensure high level of customer satisfaction
• Sales proposals and presentations
• Responsible for managing and developing existing and new accounts
• Handle sales quotations and orders
• Managing a variety of task to meet deadlines
• Coordinate with operations department

Percentage of Sales Quota Achieved
• Achieved 100% of sales quota for year 2000

Responsibilities
• Sales of banking products
• Ensure high level of customer satisfaction
• Responsible for managing and developing existing and new customer base
• Coordinate with other banking departments

Products include

* Deposit Accounts
* Current Accounts
* Credit Cards
* Housing Loans
* Personal Insurances and Unit Trusts

Percentage of Sales Quota Achieved
• Achieved 100% of sales quota for year 1998