Salesforce
Simon Mok
Regional Channel & Alliance Leader
Singapore
Summary
A proactive professional with over 25 years of experience in Enterprise Software Solutions and SaaS Industry. Skilled in identifying business opportunities and partners, implementing effective strategies, and achieving year-on-year growth. An accomplished leader with a talent for innovative strategies and resource optimization to enhance market engagement and deliver results. A confident communicator and negotiator who commands respect through a professional image. Consistently exceeded Region Sales Quota, with strong contacts in Asia Pacific and success in creating strategic alliances for Go-To-Market strategies. Extensive knowledge in Enterprise Software Solutions, including Cloud Solutions, Data Management, Network Security, Imaging & Document Management, Workflow, Output Management, Social Big Data Analytics, Enterprise Server Architecture, UPS, and Virtualization (Server, Storage & Desktop), across various Heterogeneous OS platforms.
Pursuing full-time role that presents professional challenges and leverages interpersonal skills, effective time management, and problem-solving expertise.
Overview
28
28
years of professional experience
12
12
Certifications
3
3
Languages
Work History
Head of Channels & Alliance – Asia Pacific & Japan
Vasion Inc
01.2024 - Current
- Identify and onboard Strategic Focus Partners to meet and exceed assigned targets in Asia Pacific
- Work with HQ to develop Partner Programs to fit MSPs, MPS and GSI partners
- Head Global Engagement for Indian GSIs
- Ensuring proper cadence calls and QBR with partners to ensure the Sales teams are on top of key deals for every quarter.
- Ensuring all Channel Partners are constantly updated and having certified Engineers to grow the business.
- Managing Technology Alliance with AWS APAC, HP Inc, FujiFilm Business Innovation, HP Inc, SAP
- Managing Global System Integrators in APJ – TCS, HCL, Tech Mahindra, NCS, NTT Ltd, CTC Global
- Notable Accomplishment:
- Secured Large Global deals TCS, HCL, Tech Mahindra
- Secured a Global Technology Alliance with HCL for their Digital Workplace Solution
- Secured APAC Partnership with HP Inc in APAC to position our automation platform with their partners
- Worked with AWS to secure Govtech WOG Data Management and Automation projects.
- Reason for Leaving: Explore new challenges
Regional Head of Channels – Asia Pacific & Japan
Blancco Technology
03.2020 - 12.2023
- Work with a Team of Channel Account Managers and Sales Account Managers to collaborate with Strategic Focus Partners to grow the business in my market of coverage.
- Identify and onboard Strategic Focus Partners to meet and exceed assigned targets in every country.
- Create and execute Partner Programs together with Channel Marketing to ensure constant lead generation from partners for the Sales Team.
- Manage Partner conflict in the region and enforcing Deal Registration process is practiced by partners.
- Ensuring proper cadence calls and QBR with partners to ensure the team is on top of key deals for every quarter.
- Ensuring all Channel Partners are constantly updated and having certified Engineers to support the business.
- Managing Technology Alliance with Lenovo, Accusys Beijing, AWS and ServiceNow
- Managing Global System Integrators in APJ – Infosys, Wipro, TCS, HCL, E&Y, Tech Mahindra & DXC
- Notable Accomplishment:
- Secured a Large Global deal with Infosys for Daimler
- Secured a Global Technology Alliance with Lenovo
- Secured APAC Partnership with HP Inc in APAC to resell Blancco Data Security Solutions
- Secured a White Labeling Partnership with HCL Hybrid Cloud Division
- Reason for Leaving: Head-huntered to join Vasion Inc
Regional Channel Manager – South Asia & India
Formlabs Inc
05.2018 - 02.2020
- Develop new Value-Added Distributors and Value-Added Resellers in South East Asia and India region
- Grow Revenue through Channel Partners through Channel Programs, Lead Generation Campaign, Events etc
- Identify Key Market to fit the value proposition of Formlabs solutions and work with Channel Partners to actively hunt for new customer acquisition
- Manage Partner conflict in the region and enforcing Deal Registration protocol
- Continually evaluate Channel Partner’s quarterly performance to ensure they are on track to deliver their committed Quarterly Business Target
- Ensuring all Channel Partners have Certified Formlabs Engineers, Marketing and Sales folks through Partner Enablement Training
- Notable Accomplishment:
- Work with HQ to Develop and Manage Global Accounts – Dyson, Continental Automotive, Hilti etc
- Exceeding Sales Targets with Channel Partners in my region for FY 2018 with Revenue of US$2.1M
- Developed new Application Business in Dental, Jewelry and Manufacturing Industry
- Continually bringing on new Channel Partners to grow the business in assigned countries
- Reason for Leaving: Open to Explore New Challenges
Regional Director – South Asia & ANZ
FalconStor Inc
09.2014 - 04.2018
- P&L Management for the Region
- Lead a Team of Sales, Pre-Sales & Marketing in growing the business in the region for Software Defined Storage & Data Abstraction deals.
- Provided Sales and Pre-Sales Technical Training to Partners
- Worked with Partners in Demo or PoC for potential clients.
- Redevelop and execute a new OEM & Channel Strategy
- Lead the Team in Developing new Software Defined Storage solution Partners and Customers in the Region
- Worked with HQ to Create and Launch Programs to ensure successful Go To Market with Channel Technology partners and Value Added Resellers
- Focused Sector: FSI, Legal, Telco, Oil & Gas, Managed Services & Outsourcing, Government and Education
- Notable Accomplishment:
- Secured a deal with Hitachi Managed Services in Australia for US$1.2M
- Secured a Cloud Partnership with ICITA Pty Ltd for business worth US$250K
- Lead the Singapore Team to secure new Government & FSI Deals of US$1.7M
- Lead the SE Asia Team in securing one of the largest Oil & Gas Data Center deal in Malaysia, worth US$600K
- Reason for Leaving: Company in Financial Trouble, due to limited Capital Investment from Board.
Business Development Director – Asia Pacific (1Yr+ Consulting Arrangement)
Open Bee Asia Pacific
05.2013 - 09.2014
- Develop Technology Partners like Konica Minolta, Ricoh & Brother to adopt Open Bee Portal Server and Cloud Solution for the market
- Provide Sales and Pre-Sales Technical Training on Open Bee Cloud DMS
- Develop Value Added Resellers like Computech Japan, ServTouch SE Asia, PT Asaba Indonesia, Ricoh IT Services APAC and others
- Enable Channel Partners through Sales and Pre-Sales Certification Training
- Worked with HQ to Create and Launch Programs to ensure successful Go To Market with Channel Technology partners and Value Added Resellers
- Focused Sector: FSI, Legal, Telco, Logistic, Service Bureau, Retail and Education
- Notable Accomplishment:
- Secured Strategic Partnership with Key partners in Asia Pacific in less than 6 months
- Concluded a Bundle Program with Ricoh IT Services for US$370K for Open Bee Cloud Solution
- Secured Projects with Value Added Resellers worth US$110K
- Reason for Leaving: Only a 1-Year Consulting Contract Engagement to evaluate the business
Regional Sales Manager – Asia (Excluding Japan)
Nuance Communications
04.2008 - 05.2013
- P&L Management
- Provided Sales Enablement Training to Partners and OEMs
- Lead Sales and Technical Consultants in Asia for Nuance Communications
- Develop and advance OEM business with Global Channel and OEM partners like HP, Softbank, Naver, Baidu, Avision, Samsung etc
- Develop partnership with Strategic Technology Alliance Partners like Canon, HP, Lenovo, EMC, Microsoft, Samsung, Ricoh, Fuji Xerox, Konica Minolta etc in the region
- Develop and enable new Solution Channels for Workflow and Output Management solution with Partners like PT Asaba, Ricoh IT Services, Lanxum China, ServTouch SE Asia, Serial Data, Ambersoft, ST Electronics, NCS, Computech Japan, BT, LG CNS, Infosys, Tata Consulting and many others
- Grew Revenue for Asia via Channels through Value-Added Solution positioning and Partner Programs (SPIFF, Volume Rebate etc).
- Develop new business plan for growing new territories – 1st to launch Nuance Cloud Service with a Technology Partner
- Worked with HQ to develop a Successful Sales Tool for the Asian partners
- Grew Asia business dramatically through intensive Partner Enablement and Marketing program.
- Focused Sector: FSI, Legal, Telco, Manufacturing, Government and Education
- Notable Accomplishment:
- 1st Region in Nuance to Launch and Secure Cloud Solution Revenue of more than US$100K annually
- Positioned Equitrac solution directly with Citibank without MFP partners.
- Negotiated and closed JP Morgan Chase Project, APAC – US$200K
- Grew Productivity & Output Management software business from US$110K to US$1.6M Annually
- Reason for Leaving: Needed to take a year break doing consulting roles.
Director – Business Development & Planning
ST Electronics (Info-Software Systems) Pte Ltd
03.2006 - 03.2008
- P&L Management
- Reporting directly to the President, I led a team of Business Development Managers in Strategic Planning / M&A to meet company’s long and short term financial growth.
- Building Strategic Alliances with Global Technology Partners (BEA, Oracle, SAP, Microsoft, EMC Software, HDS, Quantum, Sun Microsystem etc) to enable business units to achieve complete software and system solutions capability
- Create Solution Center for e-Government Solution Capability
- Lead Team in joint business unit’s engagement of key Large Scale Defense and Government projects that are more than S$10M in size
- Conceived and executed the business plan in forming ST Electronics (Data Center Solutions) though acquisition of PM-B Solutions and merger of Enterprise Systems Division in ST Electronics Info-Software Systems
- Leading of Global Strategic M&A direction of the company to acquire companies with strong technology synergy, to achieve acquisitive growth target.
- Notable Accomplishment:
- Jointly led a Cross Functional Team in winning a BPO Tender for MINDEF HR Outsourcing and F&A with S$255M
- Jointly led my team and an Overseas Business unit in winning the Bangladesh Bank Project worth S$15M
- Jointly led my team and another Business Unit in collaborating with HP Singapore to engage in a Singapore Government SOE Project worth S$1.5B
- Lead my M&A team in successful acquisition of 3 Companies in Singapore
- Reason for Leaving: Head-Huntered to join Nuance
Channel Business Development Manager – Asia Pacific (Excluding Japan)
Xiotech Corporation ( A Seagate Company then)
01.2002 - 02.2006
- Started the Xiotech business as a Start-up in Asia Pacific
- Lead a team of Seagate System Engineers and Sales Manager in Asia Pacific
- Met and over achieved Sales Quota by at least 25% annually.
- Developed and enabled Channel Business Partners in Sales and Technical Solutions aspects for Xiotech Solutions.
- Helped Partners create a Demo Environment for Clients in their Solution Centers
- Help in PoC setup with Partners whenever required
- Created Industry Specific solutions for Healthcare, Telcos and Manufacturing sectors with Technology Partners.
- Attended Certified Xiotech Systems Engineer Course – Strong FC SAN Architecture knowledge.
- Worked closely with Partner to ensure smooth deployment of Xiotech Solutions in China, Korea, Malaysia, India, Taiwan, Thailand, Singapore, Australia & New Zealand
- Worked with Xiotech HQ to develop a ROI Tool and SPIFF Programs specific to Asia Pacific requirements
- Developed Business Partnership with Siemens Medical Solution & AGFA Medical in the region. Secured Major Projects in the Region in Sectors pertaining to Government, Education, Healthcare, Manufacturing & Telco
- Direct Sales Major Accounts: Seagate Technology International & Siemens Medical (Solution Partners for HIPAA Certified PACS).
- Channel Sales Major Accounts: LG CNS Korea, SK Communication, Bechtel, Hyundai, Shenzhen Daily, Sabah Port, Samsung Data System, Tsinghua University etc
- Focused Sectors: Manufacturing, Healthcare, Education, Telco and Government
- Notable Accomplishment:
- Grew storage solutions business across the Asia Pacific, and generated more than US$1.5 million of sales in the 1st year with Channels
- Grew Seagate IT & FIS deals in the Region from zero to US$7.6M
- Secured monthly run-rate Deals with LG CNS worth an estimated US$50K per deal size
- Secured a Large Deal with SK Telecom worth around US$210K with a local channel partner
- Reason for Leaving: Company consolidated operation to focus on US Market after Spin-Off from Seagate.
Channel Sales Manager – Enterprise Distribution
ECS Computers Asia
01.2001 - 12.2001
- Develop new accounts for Enterprise Server Solution Sales Team in the Commercial Sector
- Consulted and sold solutions from Sun Microsystem(Server/Storage), Emerson Network Powers, Veritas, Checkpoint, HP Hardware/Software, IBM Software(Tivoli), Symantec, Trend-Micro, Nokia etc
- Worked with Partners on Technical PoC and Solution Concept
- Good knowledge in Network Security Solutions e.g. Intrusion Detection System (IDS), Firewall, Content Filtering and anti-spoofing solutions.
- Strong knowledge of Enterprise Management Software for HP Openview Operations (HPOV), BMC Patrol, Tivoli, CA Unicenter.
- Develop Channels for Enterprise Solution Sales
- Mostly worked alone on solutions for Storage and Backup. Require no pre-sales support for proposing solutions to customers
- Handle customer accounts from point of sales to delivery of projects
- Enterprise Sales Major Accounts: SeagateTechnology International, Beyonics, STATS, AMD, National Semiconductor, Agilent, BASF, Siemens, ST Microelectronics, LG International, iAspire.Net, Worldcom, Pfizer, Thames Water etc
- Notable Accomplishment:
- Clinched almost S$1 Million worth of Enterprise Deal in the 1st year.
- Reason for Leaving: Head-Huntered by Seagate to join Xiotech
Account Sales Manager
CSA Automated - A Computer Science Corporation Company
06.1998 - 12.2000
- Develop new accounts for Professional Service/Solution Sales Team in the Commercial Sector (Manufacturing, Healthcare and Law Firms)
- Consulted and architected solutions from Sun Microsystem(Server/Storage), Legato, Checkpoint, StorageTek, Cisco, Symantec and APC UPS
- Strong knowledge of Enterprise Management Software for BMC Patrol and CA Unicenter.
- Handled mostly direct sales major accounts in Solutions and Services
- Mostly worked alone on Technical Solutions and required or no pre-sales support for proposing solutions to customers
- Handle customer accounts from point of sales to delivery of projects
- Direct Sales Account: SeagateTechnology International, Beyonics, ST Microelectronics, Agere Systems, Infineon, AMD, National Semiconductor, ROHM, Zagro, Glaxo-Smith-Kline. Motorola, Apple, Allen & Glendhill, Lawton & Yeo etc
- Notable Accomplishment:
- Clinched almost S$1.5 Million worth of Enterprise Deal in the 1st year
- Reason for Leaving: Career Development
Education
Diploma of Engineering - Computer/Telecommunication
Ngee Ann Polytechnic
Singapore06-1994
Primary/Secondary School/"O" Level - Science & Technology
Mayflower Secondary School
Singapore12-1989
Skills
Sales & Channel Development in Asia Pacific
Channel and OEM Development, Enablement & Management
Global Account Management
Strong C-Level Business Relationship Development
Autonomous P&L control with responsibility for maximizing year-on-year turnover & profitability
People management with strong focus on teamwork and business efficiency
Design sales strategies, marketing programs and performance metrics
Cooperating with senior executives – Cross-functional team management experience
Excellent organizational, presentation, negotiation and multitasking skills
Outstanding written and verbal communication skills (English, Mandarin, Cantonese and Bahasa)
Have a good handle on Multi-Cultural and Complex business engagement
Teamwork and collaboration
Problem-solving
Team management
Multitasking Abilities
Supervision and leadership
Excellent communication
Affiliations
SNIA South Asia – Singapore (April 2004 to December 2005) Board of Director – Helped in forming the SNIA South Asia Charter for South Asia with leading Enterprise Storage Vendors for South Asia. With Current affiliates in India and Pakistan.
Software
Slack
Office 365
Certification
FalconStor University – DR, BCP, Back Up Solutions
Timeline
Head of Channels & Alliance – Asia Pacific & Japan
Vasion Inc
01.2024 - Current
Regional Head of Channels – Asia Pacific & Japan
Blancco Technology
03.2020 - 12.2023
Regional Channel Manager – South Asia & India
Formlabs Inc
05.2018 - 02.2020
Regional Director – South Asia & ANZ
FalconStor Inc
09.2014 - 04.2018
Business Development Director – Asia Pacific (1Yr+ Consulting Arrangement)
Open Bee Asia Pacific
05.2013 - 09.2014
Regional Sales Manager – Asia (Excluding Japan)
Nuance Communications
04.2008 - 05.2013
Director – Business Development & Planning
ST Electronics (Info-Software Systems) Pte Ltd
03.2006 - 03.2008
Channel Business Development Manager – Asia Pacific (Excluding Japan)
Xiotech Corporation ( A Seagate Company then)
01.2002 - 02.2006
Channel Sales Manager – Enterprise Distribution
ECS Computers Asia
01.2001 - 12.2001
Account Sales Manager
CSA Automated - A Computer Science Corporation Company
06.1998 - 12.2000
Primary/Secondary School/"O" Level - Science & Technology
Mayflower Secondary School
Diploma of Engineering - Computer/Telecommunication
Ngee Ann Polytechnic
Military Service
Served in the Republic of Singapore Air Force from June 1994 – May 1998 as a Radar & Air Defense Specialist
Referral
- Wong Wai Meng – CEO of Keppel DC
- James Lee – VP of Sales – VSTECS Computers Asia
Other Certifications
Certified on I courses for Prompt Engineering with ChatGPT, Gemini, Claude etc