Regine Chen

• Achieved YoY overall renewal rate improvement by 3% for one of the managed regions and maintained renewal rate for the rest of the managed regions.
• Primary point of contact throughout the customer lifecycle, developing strong relationships with key stakeholders and maintaining a focus on driving business value from onboarding, adoption to renewal.
• Owned the entire sales cycle (including renewal process) for assigned regions, proactively reaching out to distributors, channel partners, customers and internal sales teams on onboarding, adoption and usage, and renewal - understanding the customers' unique requirements and challenges.
• Streamlined the renewal process with improved communication and collaboration across cross-functional teams, e.g., marketing, finance, technical, operations and other counterparts to ensure a dedicated and seamless renewal experience.
• Crafted compelling renewal proposals and promotes value proposition of upgrades and renewals to maximize return on Adobe products and solutions.
• Built strong relationships with internal/external stakeholders while acting as a valuable resource and advocate for distributors/partners/customers' continued success with Adobe, resulting in increased customer loyalty.
• Gathered feedback and insights from various stakeholders to identify opportunities for improvement and advocating Adobe's Customer Lifecycle Management to optimize the renewal process and identify growth, expansions and new opportunities.
• Analyzed and review renewal data to identify trends, track key metrics, and develops upsell, cross-sell close plan strategies to improve customer success metrics and retention rates - conduct regular account reviews to assess progress and strategize future growth opportunities.
• Focused on maximizing retention rates and mitigate churn risks by proactively addressing attrition risks and identifying/resolving potential issues.
• Provided accurate updates of sales pipeline and forecast to the business leader and prepared detailed reports on renewal activities, analyzing trends for insights into improving departmental processes or strategies.

Reason for leaving: Contract ended.

• Achieved 95% of engagement, together with assigned sales quotas and attained ANZ Renewal Rates at 80% for first quarter.
• Successfully negotiated with partners on deals closure - managed to bring down the margins by 10-15%.
• Managed pipelines and forecast management for a portfolio of accounts inclusive of e-commerce accounts while driving partner forecasting for territory business in the dedicated regions - ensuring all renewals were completed accurately and on-time.
• Provided deal-specific primary and secondary sales support, i.e., deal creation, development, presentation, negotiation, and closure.
• Engaged and collaborated with the cross-functional teams, e.g., marketing, finance, technical, operations and other counterparts; while supporting the external stakeholders - partners, and customers.
• Served as an escalation point for all renewal issues that impact the customer's retention and be responsible to drive risk mitigation execution.
• Proactively engaging with customers - understanding their challenges and/or pain points, perform adoption health checks and reviews on best practices.
• Involved in driving adoption, increasing customer's satisfaction while managing retention and growth.
• Identified potential upsell and expansion opportunities.
• Identified at-risk accounts through diligent monitoring and analysis, implementing corrective actions to prevent churn.
• Coordinated and executed collaborative channel partner, direct/indirect sales, and customer sales meetings to increase renewals performance and upsell/cross sell opportunities.
• Evaluate, analyze present and past data to maximize renewal rate and mitigate churn risks - identify trends, track key metrics to better upsell and develop business strategies for the assigned territories.

Reason for leaving: Caregiver for critically ill family member.

• Achieved 90-100% of committed quotas within second month of the first quarter.
• Identified, developed and advanced opportunities, new logos and growth through high outbound sales activities for APAC.
• Conducted high level conversations with senior executives (e.g C-levels, directors) in customer and prospects accounts (commercial, enterprise & public sectors) and setting up introductory meetings.
• Communicated with clients and prospects to understand their needs and promoted product value, while established relationships with the customers and prospects to promote solution understanding and drive sales growth.
• Identified customer's business plans, process challenges/pains, business objectives and related impacts on customers and prospects.
• Used data analytics and performed research to identify and track sales trends while developing actionable insights on both inbound and outbound potential customers - strategized through email and/or phone campaigns to engage with the prospects.
• Collaborated with various internal or external stakeholders to determine the necessary strategic sales approaches, means and channels to better the existing solution(s).
• Prioritized the account lists within the defined territory to build and grow the sales pipeline, identify potential growth and expansions.
• Establishing and maintaining detailed and accurate pipeline with constant updates in Salesforce.com.
• Maintained up-to-date knowledge of market trends, competitor activities, and global development issues relevant to client industries-informing strategic decision-making processes accordingly.

Reason of leaving: Organization restructured.

• Managed and oversee customer acquisition and retention campaigns - achieved committed renewal goals of 90-100%.
• Proactively engaged in weekly cadences, well-disciplined in territory and account planning, forecasting, and monthly/quarterly quotas while maintaining a high level of customer/partner satisfaction.
• Drove customer decision-making by connecting with clients on a shared vision and proactively linking the dots on the value proposition.
• Acted as a client advocate with a focus on improving the customer experience while resolving inquiries and proactively mitigating churn risk by adopting a customer-centric approach.
• Built good communication and relationships with clients and partners to understand their needs and promote business value, while driving customer growth by identifying opportunities to deliver greater customer value.
• Researched and analyzed data to learn more about consumer behaviours, at the same time identifying industry trends and understanding consumer behaviours.
• Building rapport and collaborating with internal and external departments to facilitate client need fulfillment - e.g. Customer Success, Billing, other Sales and etc.
• Established accurate and updated records for Salesforce hygiene with best practices applied.
• Maintained updated knowledge of company products and services.

• Managed end-to-end sales while exceeding assigned goals with 100-110%.
• Successfully qualifying prospective leads to increase sales pipeline and overachieving account renewals while earning continual recognition, awards, and bonuses for top performance and customer service excellence.
• Leveraging top verticals and social media channels to source and qualify leads; delivering qualified opportunities and monitoring activity in Salesforce.
• Utilizing superior communication, project management, and organizational skills to achieve maximum sales and the highest level of customer satisfaction and retention.
• Accelerated and drove customer adoption of Google Cloud services by leading the implementation journey.
• Provided consultation and guidance - develop strategic relationships with clients and partners to understand their business requirements and translate them into technological solutions.
• Managed migration goals, milestones, timelines, and business transformation strategies.
• Advocate for client needs in order to overcome adoption blockers and drive new facet development.
• Developed best practices and resources that help accelerate cloud adoption and support initiatives to scale through partners.
• Drove business, territory planning and increase sales pipeline management with the internal/external sales team.

• Collaborated with partners to manage and oversee customer acquisition and retention campaigns - achieved committed renewal goals of 110-120%.
• Acting as a client advocate with a focus on improving the customer experience while resolving inquiries and proactively mitigating churn risk by adopting a customer-centric approach.
• Proactively engaged in weekly cadences, well-disciplined in territory and account planning, forecasting, and monthly/quarterly quotas while maintaining a high level of customer/partner satisfaction.
• Drove customer decision-making by connecting with clients on a shared vision and proactively linking the dots on the value proposition.
• Researched and analyzed data to learn more about consumer behaviours, at the same time identifying industry trends and understanding consumer behaviours.
• Building rapport and collaborating with internal and external departments to facilitate client need fulfillment - e.g. Customer Success, Billing, other Sales and etc.
• Communicating with clients and partners to understand their needs and promote product value, while building good relationships with clients and partners based on trust and respect.
• Established and ensured accurate forecasting by regularly updating CRM systems with up-to-date details and updated records for Salesforce hygiene with best practices applied.
• Maintaining updated knowledge of company products and services.
• Great adaptability, strong problem-solving skills and excellent active listening skills.

• Top sales of ANZ region - 120% achieved.
• Cultivated business relationships with new and existing clients, and build partnership with channels.
• Responsible for the renewal and overall sales of hi-tech service and support agreements to an established customer base.
• Used databases to research accounts and uncover new opportunities and to work effectively with 150-200 accounts per quarter.
• Generated sales quotations for customers, using dedicated sales database systems.
• Ensured the integrity of client information maintained in the CRM database systems.
• Assisted with streamlining of systems and processes to further enhance automation and efficiency.
• Weekly pipeline forecasting, territory review, detailed pipeline report.

• Provided training for new team members on account products and services.
• Guided team members on account requirements and processes - pipeline forecasting, territory review, detailed pipeline reporting.
• Performed shadowing sessions with teammates to improve on sales call productivity and customer service.
• Conducted regular one-on-one sessions to provide personalized feedback and support for each team member.
• Encouraged the adoption of new sales techniques and technologies to help team members stay ahead in a competitive market.
• Cultivated strong relationships with team members, fostering trust, respect, and collaboration that led to increased productivity.
• Developed customized coaching plans, addressing specific skill gaps and needs within the sales force.
• Revamped outdated sales scripts, resulting in higher quality interactions with prospects during cold calls or followups.