Summary
Overview
Work History
Education
Skills
Certification
Interests
Hobbies
Timeline
Generic
Raymond Lean Tze Keong

Raymond Lean Tze Keong

Singapore

Summary

Dynamic IT sales professional with over 25 years of experience across diverse sectors, including manufacturing, oil and gas, travel and transport, and banking. Expertise includes planning and executing effective sales strategies, qualifying opportunities, and converting them into tangible results. Proven track record in transitioning from hardware reselling to solution-oriented and transformational selling, integrating consulting and managed services to meet evolving client needs. Committed to leveraging innovative technologies such as AI/ML, IoT, 5G, analytics, and RPA to drive market growth while aligning client business initiatives with strategic IT solutions.

Overview

31
31
years of professional experience
6
6
Certifications
1
1
Language

Work History

Account Executive (Enterprise)

Mimecast Singapore
01.2025 - Current
  • Responsible for developing new enterprise go-to-market strategies in collaboration with Solution Pre-Sales and Business Development teams to expand the enterprise market (user base of 3,000+).
  • Collaborates with channel partners to introduce Mimecast Human Risk Management solutions within the enterprise sector.
  • Qualifies and develops client business go-to-market strategies to support Mimecast solutions.
  • Manages objection handling regarding incumbent solutions and identifies opportunities for market entry.
  • Coordinates with Deal Desk to provide competitive pricing for solution replacement.
  • Managed multiple accounts simultaneously while maintaining organization and prioritizing tasks efficiently.
  • Established long-lasting relationships with key decision-makers within client organizations, solidifying the company''s reputation as a trusted partner in their respective industries.
  • Conducted regular check-ins with existing clients to assess their needs and identify upselling opportunities.
  • Boosted client satisfaction by developing and maintaining strong relationships through effective communication.
  • Trained junior team members on best practices for account executive responsibilities, fostering a collaborative work environment focused on continuous improvement.
  • Maintained up-to-date knowledge on product offerings, ensuring accurate representation during sales pitches or negotiations with clients.
  • Delivered informative presentations to potential clients, showcasing the unique value of products or services offered.
  • Negotiated contracts successfully, securing favorable terms for both the company and clients.
  • Provided exceptional customer service, addressing client concerns promptly and effectively to ensure long-term loyalty.
  • Developed detailed reports analyzing account performance data, providing valuable insights for future strategy adjustments or improvements.
  • Collaborated with cross-functional teams to develop comprehensive marketing strategies, resulting in increased brand awareness and revenue growth.
  • Participated actively in networking events and trade shows, representing the company professionally and expanding its reach within target markets.
  • Assisted in the onboarding process for new clients, ensuring a smooth transition into the company''s roster of accounts.
  • Monitored industry trends and competition, adjusting sales strategies accordingly to maintain a competitive edge in the market.
  • Developed a solid pipeline of prospects through diligent research and targeted outreach efforts.
  • Optimized sales pipeline management, ensuring steady flow of opportunities through careful planning and follow-up activities.
  • Led negotiations, securing deals that aligned with both client expectations and company goals.

Account Director (Enterprise)

Fortinet Singapore Pte Ltd
01.2023 - 01.2025
  • Developed and executed enterprise-focused go-to-market strategies, working closely with channel partner ecosystems to expand the Fortinet product portfolio.
  • Covered verticals including manufacturing, hospitality and gaming, and aviation.
  • Mapped Fortinet solutions to client business and IT requirements, identifying and addressing use case gaps.
  • Built strategic relationships with partners and customers to demonstrate Fortinet's value proposition.
  • Coordinated with business units to address competitive displacement.
  • Secured projects in SD WAN and OT from competing providers.
  • Worked with legal, commercial, and compliance teams on global project rollouts.
  • Introduced Fortinet AS services into critical customer environments.
  • Conducted cybersecurity assessments to address identified gaps.
  • Built strong rapport with clients through regular check-ins, status updates, and proactive problem-solving approaches.
  • Expanded revenue streams with the development of strategic partnerships and cross-functional collaborations.
  • Motivated team members to meet and exceed sales targets.
  • Presented insightful reports to clients on campaign progress and results, demonstrating the value of services provided.
  • Secured new business through targeted prospecting efforts, expanding the company''s client base and market share.
  • Delivered measurable success by consistently meeting or exceeding client expectations, solidifying reputation as a reliable account partner.
  • Met with clients to discuss advertising options and future growth goals.
  • Maintained deep understanding of company services and products in order to offer most knowledgeable customer support.
  • Negotiated favorable contract terms with clients, securing long-term business relationships and revenue growth.
  • Collaborated with internal departments to develop integrated marketing communications plans that drove desired outcomes.
  • Led successful marketing campaigns for diverse industries, driving brand awareness and customer engagement.
  • Established trusted relationships with key stakeholders by providing consistent communication and exceptional service throughout the account lifecycle.
  • Developed comprehensive account plans to align client objectives with actionable strategies for success.
  • Mentored junior team members, fostering a collaborative environment that encouraged professional growth.

Sales Manager (Enterprise)

Cisco Systems
01.2021 - 10.2023
  • Developed and implemented global go-to-market strategies across 55 countries for a global banking client.
  • Managed accounts in manufacturing, hospitality and gaming, and banking sectors.
  • Aligned Cisco solutions with client business and IT needs.
  • Established strategic agreements with client executives to strengthen Cisco’s position.
  • Worked with internal business units to increase Cisco’s market share.
  • Secured global data centre builds and rollout projects.
  • Collaborated on risk and compliance issues for international projects.
  • Integrated Cisco services with key product offerings for mission-critical environments.
  • Supported customer sustainability initiatives toward carbon emissions reduction.
  • Handled customer relations issues, enabling quick resolution, and client satisfaction.
  • Maintained relationships with customers and found new ones by identifying needs and offering appropriate services.
  • Built long-lasting client relationships through excellent customer service and consistent followups.
  • Increased sales revenue by developing and implementing effective sales strategies.
  • Managed key accounts with strategic planning and relationship building, resulting in increased customer loyalty and repeat business.
  • Negotiated contracts with vendors and suppliers, ensuring the best pricing and terms for company profitability.
  • Negotiated partnerships with complementary businesses, creating synergies and expanding customer base.

Client Manager

NTT Data Ltd
01.2012 - 01.2021
  • Designed global go-to-market strategies for multinational clients, ensuring compliance with legal and taxation requirements.
  • Responsible for accounts in manufacturing, professional services, and travel/transport.
  • Led consulting-driven sales, engaging early to align with client business cases at executive levels.
  • Recognized for leading the first Managed Cloud Service in APAC for Philips Healthcare in 2018, collaborating with AWS.
  • Negotiated regional Master Service Agreements with top 100 multinational corporations.
  • Developed new consulting offerings, including CISO-as-a-Service.
  • Delivered PCI advisory, penetration testing, and security assessment services.
  • Secured large-scale SAP HAC service contracts.
  • Implemented IoT/AI/RPA/Data Lake solutions for integrated resort clients.
  • Co-developed 5G Go-to-Market solutions within the NTT group.
  • Managed profit/loss in existing accounts and reviewed commercial cost structures.
  • Built client relationships by responding to inquiries, identifying and assessing clients' needs, resolving problems, and following up with potential and existing clients.
  • Handled complaints, provided appropriate solutions, and alternatives within appropriate timeframes and followed up to achieve resolution.
  • Partnered with business leaders to deliver services that support company objectives and consistent with corporate values.
  • Collaborated with cross-functional teams to identify opportunities for growth and expansion of services offered.
  • Provided comprehensive reports on account performance, offering insight into areas of improvement and potential growth opportunities.
  • Facilitated successful contract negotiations, securing favorable terms for both parties while maintaining strong relationships with clients.
  • Streamlined internal communication processes, resulting in more efficient collaboration between team members and improved client outcomes.

Senior Account Manager

Fujitsu Asia Pte Ltd
01.2008 - 01.2012
  • Established new client relationships and secured accounts.
  • Planned and executed sales and account management strategies to achieve targets.
  • Initiated new sales approaches to drive individual account growth.
  • Managed tender bids and RFPs, ensuring timely submission and follow-up.
  • Collaborated with marketing, product teams, and solution partners to deliver comprehensive IT solutions.
  • Main clients included SITA, FMC Technologies, Emerson Process, ABB Industry Ltd, GE Pacific, and CSC.
  • Developed deep knowledge of customer businesses and relationship to company objectives.
  • Expanded market share by identifying new business opportunities and securing high-value accounts.
  • Analyzed data on client behavior patterns to inform future account management strategies, resulting in higher retention rates.

Account Manager

Jardine One Solution
01.2006 - 01.2008
  • Developed and maintained client relationships.
  • Conducted presentations for prospective and existing clients.
  • Created strategies based on client requirements.
  • Provided consultancy in customer experience for audio solutions.
  • Oversaw market introduction and penetration for new solutions in Asia.
  • Collaborated with product development teams for solution improvement.
  • Met sales and new account acquisition targets.
  • Principal clients included ComfortDelgro, SBS Transit, HSBC, Marina Bay Sands, Saipem, and CIMB Bank.
  • Gained customer trust and confidence by demonstrating compelling, persuasive and composed professional demeanor.
  • Stayed current on company offerings and industry trends.

Sales Manager

Idealsoft
01.2005 - 01.2006
  • Promoted and cross-sold MS CRM solutions to diverse sectors.
  • Managed project rollouts independently.
  • Adapted to new environments and fostered teamwork.
  • Implemented CRM systems for better tracking of leads, improving follow-up processes and communication within the team.
  • Attended industry events and conventions to expain sales opportunities.

Sales Manager

Whizzwork Pte Ltd
01.1997 - 01.2004
  • Early member of a start-up SI team, contributing to business growth from USD 1 million to USD 33 million over seven years.
  • Expanded account base through partnerships with IBM and HP among major manufacturers.
  • Increased active accounts from three to one hundred during tenure.
  • Implemented cost-saving and business models for clients.
  • Maintained consistent sales performance in a competitive environment.
  • Managed key accounts with strategic planning and relationship building, resulting in increased customer loyalty and repeat business.
  • Negotiated partnerships with complementary businesses, creating synergies and expanding customer base.

System Engineer

Fullmark Micro Pte Ltd
01.1995 - 01.1997
  • Led technical department operations.
  • Managed WTO and NCB projects, including IBM equipment deployment for government agencies.
  • Resolved complex technical issues through effective problem-solving techniques and root cause analysis.
  • Provided expert support for end-users, ensuring optimal system performance and user satisfaction.
  • Improved system efficiency by implementing and optimizing hardware and software components.

Education

Degree - Business Management

Edinburgh Napier University
01.2022

Skills

  • Proficient in Microsoft Office Suite

  • Salesforce proficiency

  • Clari proficiency

Client account management

Client support

Financial analysis and reporting

Strategic account planning

Strategic business development

Client account management

Effective contract negotiation

Client engagement strategies

Client presentations

Geographic territory oversight

Lead development

Pipeline process optimization

Sales acumen

Supplier relationship management

Business growth strategy

Certification

External Sales Training and Life Coaching course (company-sponsored)

Interests

Metaphysics studies, Golf, Volunteering for life transformation coaching with underprivileged students

Hobbies

· Metaphysics studies

· Golf

· Volunteering for life transformation coaching with underprivileged students

Timeline

Account Executive (Enterprise)

Mimecast Singapore
01.2025 - Current

Account Director (Enterprise)

Fortinet Singapore Pte Ltd
01.2023 - 01.2025

Sales Manager (Enterprise)

Cisco Systems
01.2021 - 10.2023

Client Manager

NTT Data Ltd
01.2012 - 01.2021

Senior Account Manager

Fujitsu Asia Pte Ltd
01.2008 - 01.2012

Account Manager

Jardine One Solution
01.2006 - 01.2008

Sales Manager

Idealsoft
01.2005 - 01.2006

Sales Manager

Whizzwork Pte Ltd
01.1997 - 01.2004

System Engineer

Fullmark Micro Pte Ltd
01.1995 - 01.1997

Degree - Business Management

Edinburgh Napier University

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Raymond Lean Tze Keong