KENNY CHIANG
Senior Sales Manager
Summary
ACCOMPLISHED SALES PROFESSIONAL WITH PROVEN TRACK RECORDS, SPECIALIZATIONS IN NETWORK INFRASTRUCTURE, NETWORK SECURITY, CYBERSECURITY, CLOUD COMPUTING, IOT, AND DIGITAL TRANSFORMATIONS.
Client-focused leader with expert business acumen and strong record selling multi-million-dollars projects to high profile and rapidly growing enterprises. History of driving comprehensive enhancements to healthcare, private education, hospitality, oil & gas, and transportation networks. Passion for supporting modernization strategies that cut costs and realize business goals for ecological stewardship. Recognized for integrity, persuasive communication, and consummate understanding of business-technology landscape. Proven ability to forge highly productive relationships with clients across backgrounds and levels. Fluent in English and Mandarin.
Highlighted Skills & Key Profile Offerings:
► Keen strategist with demonstrated expertise selling end-to-end solutions for complex environments.
► Extensive knowledge of leading-edge hardware solutions, network security and software applications.
► Results-driven sales performer with solid history of success in bringing in new customers, managing revenue streams and maintaining solid account relationships.
► History of finalizing/winning challenging and complex projects.
► Performance-oriented Sales Leader offering exceptional record of achievement over 16-year career. Tenacious manager with strategic and analytical approach to solving problems, bringing in customers and accomplishing profit targets. Talented in identifying and capitalizing on emerging market trends and revenue opportunities.
Core Competencies
New Account Development | Go-to-Market Strategies | High-Dollar and Complex Contract Negotiations
Cloud Digital Technology | End-to-End Solution Sales | Datacom (DCHP/OSFP/SDN/NFV, DWDM) | Data Security (Layer 1-2) | Network SECURITY (Layer 1-7) | 5G IoT (eLTE-IoT, NB-IoT & Hi-PLC IoT) | Data Centre Builds | Cybersecurity | Artificial Intelligent| Product Demonstrations
Technical Project Management | Direct & Reseller Sales | Channel Partnership Development
Skills
· AWS Cloud Practitioner Essentials (Second Edition)
· Network Security Expert Certification NSE 1 Fortinet
· VMware Sales Professional 5 (VSP 5) | VMware Sales
· Professional Program IBM Certified Specialist –Enterprise Storage Sales V3
· IBM Integrity Business Partner Relationship
· Accelerate GTS with Red Hat
· IBM Application Modernizations
· IBM Global Sales School and Lead Client Success Kick-off
· Collaboration Account Manager Representative | Cisco
· Unified Computing Technology Account Manager Representative | Cisco
· Advanced Security Architecture Account Manager Representative | Cisco
· EBG Strategic Elite Team | Huawei
· Fast Track Boot camp | EMC
· Security Accreditation Assessment Sales Role | F5
· HP ProLiant University Assessment | Hewlett-Packard Singapore
· HP Blade University Assessment | Hewlett-Packard Singapore
· PSG Sales Odyssey Achievement IBM Storage Certification | Hewlett-Packard
· Juniper Networks Sales Associate
Overview
18
18
years of professional experience
Work History
SENIOR SALES MANAGER, APAC
BLACK BOX NETWORK SERVICES SINGAPORE PTE LTD
01.2023 - Current
- Manage team of 1 Senior Business Manager with achievement of 85% of KPI set in first three months and maintain strategic focus on top one account strengthening loyalty and leveraging cross-selling opportunities
- Reporting to VP, Head of Business APAC, collaborate and participate in building competencies with focus partners' sales pitch and GTM strategies like high level presentation and initiate Proof of Concept on network infrastructure, security and cybersecurity solution
- Built pipelines of USD 4mil in first quarter starting from 1 April 2023 of fiscal year
- Built two partners and succeeded in getting GOLD Partnership or equivalent status
- Organized CIO meetings with two key focus clients
- Oversaw sales team and assigned vertical that generated $10 million (US) in new business pipelines
- Structured Government bidding tenders processes
- Established ambitious sales targets, managed deployment strategies, and developed go-to-market plans to capitalize on every revenue opportunity
HEAD OF SALES FOR GTU
NERA TELECOMMUNICATION LTD
01.2021 - 12.2022
- Managed team of 4 Senior Account Managers with most over-achieved their sales quota and maintain strategic focus on top five accounts strengthening loyalty and leveraging cross-selling opportunities
- Negotiate complex multi-years contracts with new/existing key accounts through effective sales presentations, sound knowledge and product demonstrations
- Increased organizational revenue by 191% 1H 2022 by reviving public healthcare/education/IHL vertical
- Won four new accounts on second year of hire, generating $6 million (SGD) in new business revenue and closed off with revenue of $16 million (SGD) till date
- Oversaw sales team and assigned vertical that generated $50 million (US) in new business pipelines
- Succeeded in renewing 70% of off-site contracts
- Handled customer relations issues, enabling quick resolution, and client satisfaction.
- Conducted team meetings to reinforce goals and objectives and set clear expectations about policies and procedures.
- Coached employees in successful selling methods and encouraged cross-selling to drive revenue.
- Closed lucrative sales deals using strong negotiation and persuasion skills.
DEPUTY HEAD OF SALES -GTU
NERA TELECOMMUNICATION LTD
11.2020 - 12.2021
- Managed team of 4 Senior Account Managers with most over-achieved their sales quota and maintain strategic focus on top five accounts strengthening loyalty and leveraging cross-selling opportunities
- Negotiate complex multi-years contracts with new/existing key accounts through effective sales presentations, sound knowledge and product demonstrations
- Increased organizational revenue by 135% within first 12 months by reviving public healthcare/education vertical
- Won 3 new named accounts within 12 months of hire, generating $7 million (SGD) individually in new business revenue and closed off with revenue of $12million (SGD)
- Oversaw sales team and assigned vertical that generated $30 million in new business pipelines
- Succeeded in renewing 80% of offsite contracts
- Secured Public Healthcare/Education/Utilities/Transportation account with projected revenue of $15 million on second year.
ACCOUNT DIRECTOR, ENTERPRISE/HEALTHCARE
3D NETWORKS SINGAPORE PTE LTD
07.2019 - 11.2020
- Maintained strategic focus on top five accounts strengthening loyalty and leveraging cross-selling opportunities
- Negotiate complex contracts with existing key accounts through effective sales presentations and product demonstrations
- Increased organizational revenue by 20% within first six months by reviving public healthcare vertical
- Won five new named accounts within 8 months of hire, generating $2.8 million (US) in new business revenue
- Oversaw sales territory that generated 20 million in new business pipelines
- Succeeded in renewing 80% of offsite contracts
- Secured Public Healthcare account with projected revenue of $20 million
- Established and cultivated solid business relationships with new or existing customers.
SENIOR SALES SPECIALIST , Workplace Solutions
IBM Singapore Ltd
11.2018 - 06.2019
- Enterprise Network Infrastructure & Distributed, (Seller), IBM Singapore PTE LTD; Won multi-million-dollar contract for network transformation (SD-WAN/SDN and LAN/WLAN)
- Created proposals for new and repeat customer business transactions.
- Developed sales strategy based on research of consumer buying trends and market conditions.
- Forecasted sales and established processes to achieve sales objectives and related metrics.
- Built client relationships by acting as liaison between customer service and sales teams.
- Consulted with clients after sales and contract signings to resolve problems and provide ongoing support.
- Oversaw sales forecasting, goal setting and performance reporting for all accounts.
- Increased revenue by 30% to provide top product quality control and eliminate downtown
SALES DIRECTOR, COMMERCIAL/HEALTHCARE SECTOR
HUAWEI INTERNATIONAL PTE LTD
07.2016 - 10.2018
- Coordinated with pre-sale consultants, product managers, channel partners and service delivery manager to introduce enterprise healthcare ICT infrastructure platform to industry-leading healthcare companies, private healthcare providers, utility companies, hotels, and resorts
- Monitored key performance indicators and competitive landscape to strategically optimize brand health and equity for multi-year maintenance contracts
- Maintained long-term contracts within oil and gas industry, major healthcare providers, and industry leaders in hospitality
- Advised C-level and Mid-Level leaders of technological capabilities to ensure solutions met business needs
- Guided design, implementation, and maintenance of hardware, software and network infrastructure for enterprise clients and channel partners
- Led cross-functional team to win bids and secure complex deals to support local business development
- Established strong relationships with IT teams, clients, vendors, stakeholders, and external partners to drive breakthroughs in business technologies
- Spearheaded strategies that added value across diverse network, hardware, software, and telecommunications products
- Reason to Leave: Preferred seller role.
- Secured high-value accounts through consultative selling, effective customer solutions, and promoting compelling business opportunities.
- Facilitated strategic meetings with key stakeholders to understand customer needs and develop action plans.
- Gained customer trust and confidence by demonstrating compelling, persuasive and composed professional demeanor.
- Increased revenue by 50% to provide top product quality control and eliminate downtown
SENIOR SALES MANAGER, ENTERPRISE TEAM
3D NETWORKS SINGAPORE PTE LTD
10.2012 - 03.2016
- Directed multi-million-dollar implementation of network, VC and UC solution for healthcare, oil and gas, transportation, and other industries
- Estimated scope of work, pitched solutions, negotiated pricing, and planned testing
- Trained two team members to understand global market trends, competitor activity, and industry standards
- Instilled culture of accountability to achieve high level of customer satisfaction
- Guided sales team to evaluate technologies suitable for each client's needs and environment
- Analyzed customer preference to ensure full technological alignment with business requirements
- Maintained accurate database of prospects, deals, and existing customers
- Utilized SFDC system to track weekly progress
- Coached sales team to develop “client stickiness” through frequent communication related to new offerings and tailored support based on in-depth understanding of client landscape
- Guided team to present scalable and adaptable systems and tools in response to business needs
- Targeted and secured relationships with numerous high-value companies
- Established key strategic named account in healthcare organization and generated $20 million by selling world-class enterprise solution
- Consistently exceeded quotas and closed multi-year contracts for top private education campus network, co-locations datacentre network, transportation network, multi-million-dollar onshore oil and gas project, financial trading software company, major public healthcare provider, and defense system and storage project among others
- Recognized as Cisco Top Sales Professional for Asia Pacific region, 2013
ACCOUNT MANAGER
NEC ASIA PACIFIC PTE LTD
06.2011 - 09.2012
- Measurably enhanced performance of existing MHA and commercial accounts
- Delivered reliable advice to clients regarding capabilities of currently available technologies
- Streamlined migrations and upgrades by assessing and resolving risks
- Led global cross-functional team to win bids, strike innovative deals, and consistently meet strict project timelines and budgets
- Generated millions of dollars in sales across public and private sector, specializing in datacenter builds, campus networks, telecommunications, and video technologies
- Acquired and developed multiple brands across broad range of industries and sectors
- Achieved 110% of quota (top and bottom line) for two straight years
- Won multi-year tech refresh and network revamp contracts for top educational campus, defense datacenters, web hosting provider, manufacturing facility, and financial trading software company with deployments across Singapore and Asia Pacific region
- Secured contract for next-generation and Cisco firewall appliances for Singapore Power Grid
- Earned Cisco award for top sales across Asia Pacific region, 2010
- Reason to leave: Better Prospect
ASSISTANT ACCOUNT MANAGER
NEXWAVE TELECOM & NETWORK SOLUTIONS
11.2009 - 05.2011
- Serving direct clients and resellers in hybrid environment, solidified and maintained long-term relationships within telecom industry
- Earned confidence of resellers and initiated productive collaborations on various solutions
- Cultivated strategic alliances and channels partnerships in healthcare, retail, education, hospitality, SMB, and commercial sectors
- Achieved 195% of quota in second year following 100% in first year
- Won high-dollar contracts with IBM, a private educator, and a high-profile hotel.
- Maintained high standards of customer service by answering pricing, availability, use and credit questions accurately
Account Manager
Jardine One Solutions
01.2006 - 01.2009
- Secured multiple high-value projects and achieved challenging annual quota
- Created proposals for new and repeat customer business transactions.
- Worked diligently to resolve unique and recurring complaints, promoting loyalty, and enhancing operations.
- Forecasted sales and established processes to achieve sales objectives and related metrics.
- Anticipated clients' needs by staying in touch on regular basis.
- Organized joint sales calls with current customers and outside vendors.
Senior Account Manager
NTC Integration Pte Ltd
01.2016 - 06.2016
- Achieved 100% of quota in first year
- Secured and deployed high-dollar projects including pharmaceutical LAN project, hospitality system and storage project, and LAN & cabling project for financial company
- Built and maintained strong client relationships to drive business growth.
- Developed thorough understanding of key clients' needs and requirements to prepare customized solutions.
- Provided extensive support in sales, technical and business areas to key accounts
Education
Republic Polytechnic
Singapore Bachelor of Arts - Marketing & Management
NORTHUMBRIA UNIVERSITY
Newcastle, United Kingdom/Singapore03.2012
Diploma - Sales and Marketing
MARKETING INSTITUTE OF SINGAPORE
Singapore 07.2006
Skills
- AWS Cloud Practitioner Essentials (Second Edition) AWS Core Services & AWS Integrated Services
- Network Security Expert Certification NSE 1 Fortinet
- VMware Sales Professional 5 (VSP 5) VMware Sales
- Professional Program IBM Certified Specialist –Enterprise Storage Sales V3
- IBM Integrity Business Partner Relationship
- Accelerate GTS with Red Hat
- IBM Application Modernizations
- IBM Global Sales School and Lead Client Success Kick-off
- Collaboration Account Manager Representative Cisco
- Unified Computing Technology Account Manager Representative Cisco
- Advanced Security Architecture Account Manager Representative Cisco
- EBG Strategic Elite Team Huawei
- Fast Track Boot camp EMC
- Security Accreditation Assessment Sales Role F5
- HP ProLiant University Assessment Hewlett-Packard Singapore
- HP Blade University Assessment Hewlett-Packard Singapore
- PSG Sales Odyssey Achievement IBM Storage Certification Hewlett-Packard
- Juniper Networks Sales Associate
Languages
English
Advanced (C1)
Chinese (Mandarin)
Upper intermediate (B2)
Affiliations
NTUC Union Member
SAFRA Associate Member
Additional Information
- Male, married with 1 child
- Singaporean
- To base in Singapore
- Social drinker
- Highly motivated and self-driven
- Professional driver
- Exceptional writing and interpersonal skill with strategic thinking
Timeline
SENIOR SALES MANAGER, APAC
BLACK BOX NETWORK SERVICES SINGAPORE PTE LTD
01.2023 - Current
HEAD OF SALES FOR GTU
NERA TELECOMMUNICATION LTD
01.2021 - 12.2022
DEPUTY HEAD OF SALES -GTU
NERA TELECOMMUNICATION LTD
11.2020 - 12.2021
ACCOUNT DIRECTOR, ENTERPRISE/HEALTHCARE
3D NETWORKS SINGAPORE PTE LTD
07.2019 - 11.2020
SENIOR SALES SPECIALIST , Workplace Solutions
IBM Singapore Ltd
11.2018 - 06.2019
SALES DIRECTOR, COMMERCIAL/HEALTHCARE SECTOR
HUAWEI INTERNATIONAL PTE LTD
07.2016 - 10.2018
Senior Account Manager
NTC Integration Pte Ltd
01.2016 - 06.2016
SENIOR SALES MANAGER, ENTERPRISE TEAM
3D NETWORKS SINGAPORE PTE LTD
10.2012 - 03.2016
ACCOUNT MANAGER
NEC ASIA PACIFIC PTE LTD
06.2011 - 09.2012
ASSISTANT ACCOUNT MANAGER
NEXWAVE TELECOM & NETWORK SOLUTIONS
11.2009 - 05.2011
Account Manager
Jardine One Solutions
01.2006 - 01.2009
Republic Polytechnic
Bachelor of Arts - Marketing & Management
NORTHUMBRIA UNIVERSITY
Diploma - Sales and Marketing
MARKETING INSTITUTE OF SINGAPORE
Golfing, Tennis and Singing
Amateur golfer, intermediate tennis player and karaoke singer
Golfing, Tennis and Singing
Amateur golfer, intermediate tennis player and karaoke singer
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