Donovan Wu

PRINCIPAL DUTIES AND RESPONSIBILITIES Executes and educates partner community on programs and influences the adoption of Dell Technologies solutions Manages the channel partner relationship, engagement, and achievement of joint objectives through the partner planning process. Develops and implements advanced strategies for targeted accounts. May include large, complex partner accounts, with broad geographic scope Builds, maintains and leverages a network among field sales, across the channels organization, as well as cross functional colleagues and partners to advance the Channels agenda. Position partner(s) into the local/regional/theatre Go-to-market and coverage model Provides guidance and leadership in program management and strategic initiatives Works with cross functional peers to assess value/impact of channels programs and support; develops and shares best practices Works autonomously & acts as a source of expertise for others Advanced knowledge and practice of the Integrated Sales Cycle and all areas of the Channel Strong business/sales acumen and In-depth knowledge of Dell Technologies products/solutions, competitive products and industry trends Provides guidance and leadership as it relates to issues and business priorities that affect Partners stakeholder as well as Dell Technologies. Advanced understanding in Partner financials, profitability and business models. Builds & manages strategic business plans for increasing mutual profitability

Develop and manage relationship with major alliance partner, NetApp in ASEAN. Build new and develop channel partners with programs and adoption of Syncsort Backup solutions (later known as Catalogic Software). Manages the channel partner relationship, product enablement and demo, and achievement of joint objectives through the partner planning process. Identifies targeted accounts, not limited to large, complex partner accounts, with broad geographic scope jointly with NetApp sales for product pitch. Close follow-ups virtually or onsite through product demonstrations. Interact with prospect at all levels including Directors and C-levels, develop and executes responses to queries from prospects and clients. Plan and design marketing programs with distributors and resellers such as reseller incentive programs and distributor sales incentive program. Drive sales revenue through channel sales and direct sales engagement with customers. Participate in seminars and conferences together with channel partners to increase product awareness and demand generation. Defines sales strategy and Go-To-Market for ASEAN. Prioritizes sales effort and define target market sectors to maximize revenue.

Manage several Enterprise accounts in the commercial sector. Develop Tier 1 focused partners such as NCS, Pro-Datech and PTC. Develop reseller incentive programs for Tier 1 focus partners. Assist partners in closing deals. Increase market visibility through cold-calling, demand generation through events/seminars/conferences. Qualify opportunities, work with technical team on proposals/RFPs, presentation to customers. Responsible for meeting and exceeding assigned revenue quotas for the company. Identify and prioritize top accounts within the local territory market. Develop new business relationships, generate and negotiate new revenues Strategize, prioritize and monitor business plans to meet sales goals and objective