Kenneth Poh

Responsible for Managing the sales and channel teams, actively engage in territory planning driving revenue by supporting and assisting the sales account manager in closing opportunities. Grow revenue in SG and PH by maximising the potential of existing relationships while concurrently seeking to gain additional buyers and accounts. identify long-term market needs and develop distinctive strategies to achieve a competitive advantages. Build good sales discipline - implementing strong sales cadence to deliver growth and accurate sales forecasting. Drive operational and sales cadence Increase the capability of Netapp to successfully sell in an evolving, multi-products and services environment, and in a highly competitive and demanding market. Work closely and effectively with NetApp's strategic partners and lead the relationships with specific partner community to maximise revenue and customer satisfaction. Experience carrying significant revenue, responsibility in a high value, high transactional velocity setting, while developing and executing sales strategies to profitably grow revenues and expand the account base in target markets. Disrupts the mindset of customers and sales teams by brining innovative ideas that showcase Netapp's unique value proposition. Influence and educate customers to align them on best practices. identify ways to optimise each step in the customer lifecycle and drive engagement. Build trust-based relationships with Sales Leaders Product Engineering. Product Management, Centralised Commercial office, Customer Success, Partner Management, and Marketing. Lead talent and development initiatives to support and align talent needs with future business objectives; assess the key talent, strengths and gaps ensure long-term succession and internal talent pipeline. Create a fun, cohesive environment and forester innovation and collaboration.

Responsible in leading & coaching a high performance sales team in exceeding revenue quotas. Build great talent, sales development, demand generation, revenue production, brand values, cross selling within Dell Technologies. Drives Sales Strategies, campaigns and responsible for career development/planning, performance and pay adjustment/increment of team members. Delight customers, expand business portfolio and build strong partnership/relationship with partners. Awards and Achievements: 2024: Over Achiever 2022: Over Achiever 2021: APJ Unstoppable Award - Sales Leadership & Excellence 2021 : Over Achiever 2020 : Over Achiever

• Responsible for achieving assigned sales quotas and goals located within Singapore Government and Commercial account list. Prospects and develops business, assists in RFP responses, and develops proposals for presentation to customers. • Build and promote strong, long-lasting customer relationships, influencing buying behavior and promote customer loyalty. • Understand customer requirements and needs to propose the best of breed solutions and grow new and existing business. • Assists in RFP responses by influencing Solution and Business benefit with the key stake holders. • Build technical credibility by developing and delivering high impact technical presentations and solutions. • Organize impactful workshop to generate pipeline for business growth • Ability to influence others to achieve results • Effectively interaction with senior managers within the organization. • Subject matter expertise on Scale out Storage, for Media and Entertainment, Government Landscape, Healthcare, Life Science, Education, Telco, FSI, EDA, Mfg sector • Strong HPC, Hadoop, Big data, AI/Machine & Deep Learning. • Successfully builds relationship with sales team members, partners and customers. • Mentor and coaching to Junior Representative Awards and Achievements: 2013: EMC APJ Club 2013: EMC Geo Award 2014: Over Achiever 2015: Almost Achieve 2016: EMC President Club 2017: Almost Achieve 2018: DellEMC President Club

• Develop and Build Strong relationship with Key customers/Partners to drive Storage opportunities. • Influence Partners / Presales / Sales in position Oracle Storages and Tapes, run solution sell for the Country. • Run Country Storage Events, Solution Workshop to gain mind share and influence Storage behavior. • Understand the Storage industry and solution; provide counter Competitive information to the Field /Inside Sales Representative. . • Provide Country Key initiatives and drive Country Storage Numbers • Part of the Country Management Team to drive Storage numbers, initiatives and advice Revenue Call and number reporting to the ASEAN team. • Drive Storage promo programs and campaigns

• Build Strong relationship with customers and carrying a HP Corporation hats as a Sales leads for certain major accounts. • Be an IT Advisor translating solution technical benefit to sales benefit for CIO, IT directors. • Provide ongoing information and technology driven to meet growing demands on customer need. • Competitive presentation to customers includes road maps, up-coming solutions and products related information. • Handled Product related issues and escalation channel to Post Sales support. • Provide winning comments to Presales and Core team to win deals. • Trying to cover all angles in a Request for Proposal. • Be an evangelist to promote the Business advantages of the HP servers and Solutions. Awards: FY11Q1: Best Sales Specialist FY10: MVP (Most Valuable Player)

• Be an IT Advisor to customers and influence decision and adoption. • Influence tender specification and adoption of SUN Technology, Solution and Portfolio. • Provide ongoing information and technology driven to meet growing demands on customer need. • Tailor strategy and architect solutions to meet the needs of the client, and interface with both internal and external/industry experts to anticipate customer needs and facilitate solution development. • Writes high-level solution descriptions as part of the business case and detailed solution descriptions for the proposal, including associated costs. Ensures that the solution design and architecture is accurately reflected in plans. • Competitive presentation to customer and advice customer of the pros and cons of products. • Drive adoption and influence customer purchasing and IT spending. • Dictate Enterprise Architecture, using TOGAF or ITIL methodology • Liaises with Partners, System Integrator for Hardware requirements, taking into consideration of Software and Hardware Stack. • Educate open source community and Sun’s unique open source strategy.

• Perform storages and systems sizing for customers • Propose solution of customer requirements and proposal writes up. • Assumes technical leadership role with aligned sales teams and accounts. • Serves as overall technical interface for customer, liaising with all other presales resources (Sub-Region/Region and partners) including service and consulting organizations in HPS, engaging appropriate resources throughout the sales cycle. • Be the domain expert and advising clients on best practices and implementation approaches • Responsible for effectively applying technical knowledge to a sales situation and crafting solutions for clients. • Establish and maintain a professional working relationship at multiple levels both internally and with the client by developing a core understanding of the client’s unique business needs and competitive challenges. • Tailor strategy and architect solutions to meet the needs of the client, and interface with both internal and external/industry experts to anticipate customer needs and facilitate solution development. • Perform Proof of Concept and demo on the products and proposed solution. • Involve working exceptionally closely with customers, sharing knowledge, leveraging hp's experience and knowledge, and driving the creation of structured intellectual capital. • Competitive presentation to customer and advice customer of the pros and cons of products. • Builds value-based relationships with customers based on credibility and trust. • Participates in solution architecture definition, sales strategy planning and service delivery positioning.