Kian Kwan Chang
Singapore
Summary
With over 20 years of experience as a mobile communication specialist, this candidate has honed their skills and knowledge in various areas including business development, technical presale, mobile network deployment, and post-sales activities within the cellular domain. Throughout their career, they have worked for multinational companies, gaining valuable experience in handling large-scale projects and tenders. Notably, they have consistently achieved impressive sales targets, surpassing $20 million USD over the past five years.
Overview
29
29
years of professional experience
Work History
Head, Domain Sales
Ericsson Cloud Core and service(CSS)
04.2024 - Current
- To meet the Regional( Singapore , Brunei, Philippines and Thailand) CSS domain sales target with the support of the Domain Sales Manager in the region
- To provide directive and strategy way in order to win business
- Cultivate deep client business and technical relationships with C-suite, decision makers and influencers
- Drive the client’s innovation agenda, around strategic Ericsson offerings, technology and platforms
- To share related industry information and support long term sales objectives
- This Sales Leadership role with the Ericsson Cloud Core and service(CSS) organization in addition to the primary role of a domain sales manager that is responsible for the maturing and directing professional sales activities for CSS in conjunction with Marketing and Strategy departments, as well as ensuring a structured and focused sales approach to ensure all Market & Business Development, Hunting and Funnel Creation is captured, driven and executed on
- This is a special focus role that is an opportunity for an existing strong leader to develop their sales leadership experience in a broad market
Domain Sales Manager
Ericsson Telecommunications Pte Ltd
09.2019 - 03.2024
- Cultivate deep client business and technical relationships with C-suite, decision makers and influencers
- Drive the client’s innovation agenda, around strategic Ericsson offerings, technology and platforms
- To share related industry information and support long term sales objectives
- To drive activities and collaboration in pursuit of technology objectives
- Build close working relations with key stakeholders
- To Drive Ericsson organization to position global material, roadmap and technology offerings
- To engage early (pre-tender) to influence the outcome of the tender process
- To Lead Market Analysis, Competitive Intelligence and Portfolio Development and management
- To Lead Domain Funnel Management & Business Development
- Drive Digital Services Domain sales by supporting the Key Account Manager organization with business development and domain specific sales activities securing that Ericsson is perceived as a preferred partner
- Work on strategic level identifying leads and opportunities as well as taking the role of Account Lead or Technical Lead in a specific engagement
- Primary focus are
Director, Core Infrastructure
TPG Telecom Pte Ltd
01.2018 - 05.2019
- Element acceptance testing to roll out of mobile services
- Interact with local operator with interconnection agreement
- Discuss and and implement of international carrier and roaming partner inter-connection
- Lead tead team of task assignment in the area of
- Mobile packet core
- Mobile voice call
- IP RAN
- IT cloud infrastructure
- Interface person for any local (IMDA regulatory matter pertaining to mobile core )
- Being recruited as part of the team to take care of the mobile core /IT team for the TPG Telecom(4th mobile operator in Singapore
- Job responsibility include
Strategy Marketing Manager
Huawei Technologies Pty Ltd
01.2016 - 12.2017
- Promoting Narrow band IoT for telco and suitable vertical market( logistics , utilities , smart farm) .Reaching out to potential vertical which wiling to partner with Huawei for a Go to market for IoT
- Business case plan for the whole eco system of IoT
- This include
- Market insight for that particular industries in this region
- Market segmentation of that particular industries
- Start up of Huawei south pacific Incubation project (15 labs) at NUS enterprise
- System Competencies engagement within internal and external parties
- Preparing technical proposal and costing for a proof of concept of a technologies
- Trade show and events
- Being part of the Global Elite Solutioning team for South Pacific Region( Australia, New Zealand, Indonesia, Singapore, Malaysia and Philippines), The main objective is to promote possible new technologies in the region towards existing and new telco customers , also to extend such technologies enabling function towards the telco vertical’s customer stream
- New area of technologies include Internet of Things(IoT) ; private trunking radio, smart city initiative , smart home program
- The objective of these activities is to market for sales lead
- Some of my job scope include
Senior Account Manager
Huawei International Pte Ltd
10.2011 - 12.2015
- Strategizing the product and service portfolio to be present and able to sell to customer and able to help customer in their annual budgeting round
- Understand of customer organization in order to create and nurturing more leads and opportunity
- Understand of major competitor activities within the accounts domain
- To recognize revenue and quick revenue collection to be a profitable project delivery phase
- Build up close customer relationship which StarHub value Huawei as a strategic partner across all Huawei product and services
- I ,part of the key account team in Singapore office, handling all account matter for a local operator, StarHub Singapore
- The key responsibility to maintain existing customer relationship from Senior Manager to CxO( exclude CEO and CFO)
- Individual key performance index is to bring in a prefine sale target of existing project and breakthrough in newer domain of newer technology
- Although there is no direct report, this role required to lead the solution and the delivery team to fulfill customer requirement
- Basic task of Huawei Account Manager include
Business Development Manager
Tellabs Asia Pacific, Singapore
03.2010 - 03.2011
- Opened up UQ communication Japan as a potential2nd core vendor for Home Agent with a sale volume of10 million USD for a period of5 years
- I led the demonstration of Tellabs gateway solution in the Japan branch office, which opened up a business leads for NTT Comm Japan for MVNO enterprise solution
- Demonstrated market analytics solution which opened up the business leads for BTEL , Indonesia with having a potential of USD1 million
- Deployed Phase2 Wimax ASN GW for WiTribe ,Philippines, which enable them to migrate from Wimax to TD-LTE by2012 within a same platform, saving capital expenditure and operation expenditure for about1 million USD
- Lead the technical team in customer RFx for LTE end to end solution which include IMS
- Led technical evaluation team for partner PCRF vendor(Bridgewater System)
- I identified and developed new business opportunities for mobile transport and mobile core gateway solutions with Tellabs’ new and existing products portfolio
- I also created specific key-win strategy with the APAC management team and identified potential customers whom Tellabs needed to engage with on a6-monthly basis
- I was also involved in partner management of identifying new vendor partnership opportunity with Tellabs, which included the validation of partnership technical capabilities support .I covered the following countries: Japan, China, Taiwan, Malaysia, India(on specific account only)
Core Solution Manager
Nokia Siemens Networks Pte Ltd, Singapore
04.2005 - 03.2010
- Influence StarHub decision maker, lead them via customer reference visit and customize the solution , we won StarHub, Singapore Mobile Number Portability project(2xHiST700) :7 million SGD
- Influence on StarHub planning team to stick with NSN rather than Huawei, lead them by providing different configuration options , we secured StarHub, Singapore core modernization project(2xMSS,4xMGW,1x SGSN,2xFISN):2 million SGD
- BSS on charging gateway customerization (CAMEL gateway) : SGD750K
- Advised on the different legal interception project for StarHub/iDA and Mobile one/iDA
- Introduce3G and2G location based service features(MSS features) for tracking purposes:500k SGD
- I proposed and won Mobile One, Singapore Core2G core modernization project(MSS expansion, HLR expansion) :2 million SGD
- Participated in Globe Telecom ,Philippines Core modernization project( one-NDS, several MSS project)
- Engaged with StarHub team to Taiwan visit for their Mobile Number portability deployment
- Engaged with San Miguel , Philippines on NSN core products
- I provided existing/ potential customer with Nokia Siemens Networks(NSN) core product information
- This could in the form of identifying their pain point and resolving them by the best solution available
- Information provided can be a form of product presentation, roadmap presentation, planning and dimensioning exercise
- In addition, I also support the any sales related activities in term of the account specific requirement
- This included the influencing of customer decision making process before any RFx
Core Team Leader
Nokia Networks Pte Ltd, Singapore
09.2002 - 03.2005
- Completed all StarHub expansion project within the given timeline
- Completed StarHub3G roll out by July2004,1 month ahead of deadline
- Making1 Iu-CS call toward Singtel Ericson switch during Singtel3G trial
- Successfully completed all M11/M12 software upgrade in StarHub
- I lead a group of core network engineers in various projects in Asia Pacific
- Also to provide technical expertise in the area of circuit switch core
- Managed and co-ordinate team daily work as such to achieve the short term plan (6 months) of a specific customer
- I’m also the lead core technical personnel to overseas all project implementation activities in StarHub Singapore
- This include
NSS Engineer
Nokia Networks Pte Ltd, Singapore
01.1999 - 03.2002
System Application Engineer
Glenayre Electronics Pte Ltd, Singapore
10.1997 - 12.1998
Product Engineer
Motorola Electronics Pte Ltd, Singapore
01.1996 - 10.1997
Education
High School Diploma -
Singapore Institute of Management
Singapore, Singapore04-2004
Bachelor of Engineering - Electrical
Queensland University of Technology
Brisbane, Queensland12-1995
Diploma - Electronics and Communication Engineering
Singapore Polytechnic
Singapore01-1989
Skills
- Friendly, positive attitude
- Teamwork and collaboration
- Customer service
- Problem-solving
- Flexible and adaptable
- Multitasking
- Active listening
- Organization and time management
- Decision-making
- Problem resolution
- Verbal communication
Awards
Gold Award: Represent Motorola in QC convention, Singapore, Merit Award : Represent University in Australia Research Institute in Space
Timeline
Head, Domain Sales
Ericsson Cloud Core and service(CSS)
04.2024 - Current
Domain Sales Manager
Ericsson Telecommunications Pte Ltd
09.2019 - 03.2024
Director, Core Infrastructure
TPG Telecom Pte Ltd
01.2018 - 05.2019
Strategy Marketing Manager
Huawei Technologies Pty Ltd
01.2016 - 12.2017
Senior Account Manager
Huawei International Pte Ltd
10.2011 - 12.2015
Business Development Manager
Tellabs Asia Pacific, Singapore
03.2010 - 03.2011
Core Solution Manager
Nokia Siemens Networks Pte Ltd, Singapore
04.2005 - 03.2010
Core Team Leader
Nokia Networks Pte Ltd, Singapore
09.2002 - 03.2005
NSS Engineer
Nokia Networks Pte Ltd, Singapore
01.1999 - 03.2002
System Application Engineer
Glenayre Electronics Pte Ltd, Singapore
10.1997 - 12.1998
Product Engineer
Motorola Electronics Pte Ltd, Singapore
01.1996 - 10.1997
High School Diploma -
Singapore Institute of Management
Bachelor of Engineering - Electrical
Queensland University of Technology
Diploma - Electronics and Communication Engineering
Singapore Polytechnic
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