Saw Ean Tan
Singapore
Summary
Experienced in sales and channel/partner management, seeking a dynamic and growth-oriented company to leverage said skills for contributing to organizational objectives, driving revenue, fostering strategic partnerships, and positioning for continuous career advancement and personal growth.
Overview
28
28
years of professional experience
Work History
ASEAN Partner Account Manager
Alteryx Singapore Pte Ltd
07.2022 - Current
- Evaluated potential partnership opportunities based on strategic fit and revenue potential, ensuring alignment with company objectives;
- Onboarded new partners efficiently, providing them with necessary resources and support to succeed in their respective markets;
- Provided product training for partner sales and technical teams, ensuring they were well-equipped to sell our offerings effectively;
- Coordinated sales activities with partners to minimize channel conflict and maximize revenue potential;
- Analyzed market trends to inform partnership strategies, staying ahead of competitors in the industry landscape;
- Served as a liaison between internal teams and channel partners, fostering a seamless working relationship;
- Built solid relationships with key decision-makers within partner organizations driving trust-based collaborations that benefited both parties;
- Resolved partner disputes professionally, preserving long-term relationships while addressing issues at hand promptly;
- Negotiated profitable contracts with partners, protecting company interests while incentivizing collaboration;
- Conducted bi-weekly cadence to ensure deal progression/closure;
- Conducted quarterly business reviews with partners, assessing performance and aligning on future strategies.
- Grew the ASEAN Partner business with a 11% YOY between 2022 and 2023, and again grew 24% YOY between H12023 and H12024.
ASEAN Segment Leader for Information Architecture & OEM
IBM Global Services Pte Ltd
01.2020 - 01.2022
- Overall responsible in driving the IBM Information Architecture Segment (that comprises solutions like DB2, Informix, Data Warehouse Appliances, Data Integration Tools, OEM Solutions like EDB Postgres, MongoDB, Cloudera, Virtual Data Pipeline, Palantir, Datastax) businesses across ASEAN, covering Singapore, Malaysia, Indonesia, Philippines, Thailand, and Vietnam, Was also responsible in shaping the strategy for the business, framing the product landscape against competitors and defining the partner ecosystem across ASEAN, Achieved FY20 Budget in ASEAN of $22.2M against a total budget $37.1M.
ASEAN Channel Leader for Analytics
IBM Global Services Pte Ltd
01.2019 - 01.2020
- Recruit and develop Analytics Business Partners (BP) across ASEAN to cultivate a strong/healthy partner ecosystem for the Analytics business in support of IBM’s Hybrid Cloud direction, Develop a team of capable Analytics Business Partner Representative (BPR) who are able to drive a strong Analytics partner ecosystem in their respective countries by coaching and mentoring them from time to time to strive for greater heights in their respective roles, Ensure that the BPRs are responsible for Channels sustainable skillset development, analyze the coverage and channel capacity of each territory (gap, plan and execution) to achieve a channel sustainable growth and demonstrate BP’s value to the brand, Develop and continuously improve the High Value Partner (HVP) Plans for the identified High Value Partners across ASEAN, Conduct bi-weekly cadence with Analytics BPs on their forecast/pipeline as well as quarterly business review with some strategic partner and VADs, Improve lead passing to the appropriate route to market with greater speed as well as the distribution of leads amongst qualified BPs, Work closely with the ASEAN Channel Marketing Team and Value-Added Distributors (VAD) to inculcate active participation in co-marketing with IM BP eco-system to generate a strong demand/pipeline, Worked with IBM back-office team to ensure end-to-end delivery that will determine timely closure of deals.
Country Manager for Analytics and Hybrid Cloud
PT. IBM Indonesia
01.2016 - 01.2018
- Overall responsible in leading and driving the Analytics and Hybrid Cloud Business for IBM Indonesia (On-Assignment), Achieved FY17 budget in Indonesia of USD12.69Mio against a budget of USD12.66Mio, Was responsible in growing and expanding our key business, e.g., Hadoop (where we have partnered with Hortonworks), Db2, Data Warehouse, Unified Integration and Governance, MDM, DataStage, QualityStage, CDC, Optim, Cognos, SPSS, Data Science Experience, RPA, Datacap, Filenet, MQ, ICP, API, Netcool, Rational, DataPower, the entire solution portfolio in Hybrid Cloud, in the Indonesia market.
ASEAN Data Management & Big Data Segment Sales Leader for Analytics
IBM Global Services Pte Ltd
01.2015 - 01.2017
- Overall responsible in driving the IBM Data Management (DB2, Informix, PureData System for Analytics powered by Netezza technology) and IBM Big Data (Big Insights for Apache Hadoop, Streams, Data Warehouse Industry Models) including Cloud Data Services (DB2 on Cloud, Big Insight on Cloud, DashDB, Cloudant, Spark, Dataworks, Compose) businesses across Malaysia, Indonesia and Thailand, Overall FY15 Achievement of USD16.66M (93% Attainment), Was responsible in growing the IBM Database (both DB2 and Informix) business, Continuously monitor market trends and keep a close eye on competitive products in the marketplace, Drive programs and special offerings to increase the take-up of DB2 and Informix in the market, Some notable Oracle and Microsoft Database take-out/attack Wins (value > USD100K), i.e
- Digi Telecom (MY), Indofood (ID), Wings Surya (ID), Meratus Line (ID), Bank Syariah Mandiri (ID), Bank Muamalat (ID), Kasikorn Bank (TH), Global Foundries (SG), PDRM (MY), Card MRI (PH), SacomBank (VN).
ASEAN Channel Leader for Information Management Software
IBM Global Services Pte Ltd
01.2012 - 01.2014
- Relocated to Singapore in June 2012, Overall FY14 Achievement of USD20.8M (YTY 26% Growth), Overall FY13 Achievement of USD17.2M (YTY 17% Growth), Overall FY12 Achievement of USD14.8M (YTY 7% Growth).
ASEAN Channel Leader for Information Management Software
IBM Malaysia Sdn Bhd
01.2011 - 01.2012
- Recruit and develop IM Business Partners (BP) across ASEAN to cultivate a strong/healthy partner ecosystem for the IM business, Develop a team of capable IM Business Partner Representative (BPR) who are able to drive a strong IM partner ecosystem in their respective countries by coaching and mentoring them from time to time to be successful in their respective roles, Ensure that the BPRs are responsible for Channels sustainable skills development, analyse the coverage and channel capacity of each territory (gap, plan and execution) and achieve channels sustainable growth and show BP value to the brand, Develop and continuously improve the High Value Partner (HVP) Plans for the identified High Value Partners across ASEAN, Conduct bi-weekly cadence with IM BPs on their forecast as well as quarterly business review with HVP, Improve lead passing to the appropriate route to market with greater speed as well as the distribution of leads amongst qualified BPs, Work closely with the ASEAN Channels/IM Marketing Team and Value Added Distributors (VAD) to inculcate active participation in co-marketing with IM BP eco-system to generate a strong demand/pipeline, Worked with IBM back-office team to ensure end-to-end delivery that will determine timely closure of deals, In 2011, achieved 164%, 98% and 97% against the IM Channel Metrics of Application-Specific Licensing (ASL), Total GB (General Business) Channels and Total IM Channels respectively.
Country Brand Leader for Information Management Software
IBM Malaysia Sdn Bhd
01.2007 - 01.2011
- Managed a healthy sales pipeline and strong forecast in meeting the IM Brand’s business goals and objectives, Attending weekly country and ASEAN cadence calls to discuss the progression of transactions, Developed a team of capable sellers that has the passion for the success of the IM business by coaching and mentoring them from time to time to be successful in their respective roles, Worked closely with the Marketing Team to grow the strength of the IM Brand, Coordinated and worked with respective IBM business units to come out with innovative solutions for clients, thus demonstrating “One IBM”, Worked with IBM back-office team to ensure end-to-end delivery that will determine timely closure of deals, Worked closely with Business Partners to develop a strong partner ecosystem for the IM business, Developed close working relationship with customers to cultivate new opportunities as well as upsell to existing installed base, In 2008, achieved 110% of the IM Brand’s budget that also helped IBM Software Group in meeting its Q4 2008 target
- Was again inducted into Hundred Percent Club (HPC) and rewarded USD1000 for the stellar performance.
Coverage Software Sales Representative
IBM Malaysia Sdn Bhd
01.2004 - 01.2007
- Under the Software Group Team, was involved in managing corporate account in the Industrial, Distribution, and Communications industry, e.g
- PETRONAS, MISC, Proton, Malaysia Airlines, Malaysia Airports, Telekom, Celcom and etc
- In 2005, closed the largest ELA that year, which accelerated my achievement of 132% against my budgeted revenue
- Subsequently won the coveted Q3/2005 IBM Summit Award with a weekend getaway in New York City
- In addition to the Summit Award, was inducted into Hundred Percent Club (HPC), and was invited to the Asia Pacific Recognition Event which was held in Hawaii, USA
- In 2006, made Hundred Percent Club (HPC) again and was invited to the Asia Pacific Recognition Event which was held in Perth, Australia.
Account Manager
Global IMP-ACT Sdn Bhd (IBM Business Partner)
01.2001 - 01.2004
- Involved in managing corporate account in the financial industry, e.g
- Alliance Bank, Standard Chartered Bank, RHB Delta Finance and EON Bank where activities such as identifying, developing, cultivating new markets and business opportunities as well as progressing qualified opportunities to a timely closure with the said clients Involved in writing proposals to meet the requirements of 'Request For Proposal (RFP)' tendered by Banks / Organisations acquiring new systems or solutions Involved in sourcing for business and/or system solutions that will best meet the needs of my Clients Experienced in conducting presentations as well as contract negotiations Established and maintain long-term working relationships with Business/Strategic Alliance Partners and Vendors In the Year 2002, achieved the sales target of RM28mio
- In the Year 2003, closed RM15mio worth of sales.
Project Leader
Global IMP-ACT Sdn Bhd (IBM Business Partner)
01.2000 - 01.2001
- Involved in managing projects in EON Bank, namely the ATM Project that utilises the Silverlake Integrated Banking System and the Call Center Project that involved integration of various systems from vendors such as IT Partners and FCS
System Engineer
Global IMP-ACT Sdn Bhd (IBM Business Partner)
01.1997 - 01.2000
- Seconded to the National Savings Bank (Bank Simpanan Nasional) Involved in the development of Giro applications in an OS/390 Mainframe environment Most applications were developed using Cobol MVS with embedded SQL Involved in using IBM's Universal Database (an RDBMS product), SAS Institute Products for DB2, Omegamon, Candle DB2 Explain Tool, VSAM (Virtual Storage Access Method), Easytrieve, JCL (Job Control Language) and etc.
Education
Bachelor of Science (Hons) in Information Systems -
Staffordshire University
Stafford, United Kingdom01.1997
Higher Diploma in Business Information Technology -
Asia Pacific Institute of Information Technology
Kuala Lumpur, Malaysia01.1995
Diploma in Computer Studies -
ICL Training Centre
Kuala Lumpur, Malaysia01.1993
Sijil Pelajaran Malaysia (SPM) -
Damansara Jaya Secondary School
Petaling Jaya, Malaysia01.1991
Skills
- Wharton-SMU-IBM Business & Industry Insight Program,
- IBM Signature Selling Methodology
- The 7 Habits of Highly Effective People®: Leadership Course
Accomplishments
- Selected as the top 30 Software seller globally to win the coveted Q3/2005 IBM Summit Award with a weekend getaway in New York City hosted by IBM's SVP, Steve Mills;
- Inducted into Hundred Percent Club in 2005, held in Hawaii;
- Inducted into Hundred Percent Club in 2006, held in Perth;
- Selected as part of IBM Malaysia Top Talent Program in 2006;
- Inducted into Hundred Percent Club in 2008, and awarded with USD1000;
Languagedialect
English, Malay, Hokkien, Cantonese
Personal Information
- Hobbies: Sports, Fitness & Health, Reading, Travelling, Outdoor/Nature Excursions, Exploring my Gastronomy and Culinary Skills
- Date of Birth: 07/29/74
- Gender: Female
- Nationality: Malaysian
- Marital Status: Single
Timeline
ASEAN Partner Account Manager
Alteryx Singapore Pte Ltd
07.2022 - Current
ASEAN Segment Leader for Information Architecture & OEM
IBM Global Services Pte Ltd
01.2020 - 01.2022
ASEAN Channel Leader for Analytics
IBM Global Services Pte Ltd
01.2019 - 01.2020
Country Manager for Analytics and Hybrid Cloud
PT. IBM Indonesia
01.2016 - 01.2018
ASEAN Data Management & Big Data Segment Sales Leader for Analytics
IBM Global Services Pte Ltd
01.2015 - 01.2017
ASEAN Channel Leader for Information Management Software
IBM Global Services Pte Ltd
01.2012 - 01.2014
ASEAN Channel Leader for Information Management Software
IBM Malaysia Sdn Bhd
01.2011 - 01.2012
Country Brand Leader for Information Management Software
IBM Malaysia Sdn Bhd
01.2007 - 01.2011
Coverage Software Sales Representative
IBM Malaysia Sdn Bhd
01.2004 - 01.2007
Account Manager
Global IMP-ACT Sdn Bhd (IBM Business Partner)
01.2001 - 01.2004
Project Leader
Global IMP-ACT Sdn Bhd (IBM Business Partner)
01.2000 - 01.2001
System Engineer
Global IMP-ACT Sdn Bhd (IBM Business Partner)
01.1997 - 01.2000
Bachelor of Science (Hons) in Information Systems -
Staffordshire University
Higher Diploma in Business Information Technology -
Asia Pacific Institute of Information Technology
Diploma in Computer Studies -
ICL Training Centre
Sijil Pelajaran Malaysia (SPM) -
Damansara Jaya Secondary School
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