Sheng Guan Chua

• Partner with account teams to drive presales technical strategy for mid-market and enterprise clients across highly regulated industries, focusing on data compliance and information governance. • Conduct structured discovery and technical assessments to map complex customer requirements to Iron Mountain’s secure digitization, document management, and workflow automation solutions. • Architect end-to-end data lifecycle strategies, helping clients modernize legacy physical archives, enforce strict data retention policies, and execute secure data destruction protocols. • Author comprehensive Statements of Work (SOWs), technical proposals, and ROI analyses that align technical architecture with business value and risk mitigation. • Deliver technical presentations and solution demonstrations to ensure alignment with client compliance frameworks, security standards, and Iron Mountain organizational practices.

-Executed high-volume outbound prospecting targeting enterprise and mid-market clients across APAC. -Generate qualified pipeline opportunities by conducting discovery conversations and understanding prospects’ digital transformation objectives. -Advise organizations on automation strategies including intelligent document processing (IDP), workflow automation, and secure PDF solutions. -Collaborate closely with Account Executives (AE) to develop account strategies, accelerate deal cycles and improve conversion rates. -Conduct initial needs analysis to uncover pain points related to manual processes, compliance, operational efficiency, and cost optimization. -Support marketing-driven campaigns by following up on inbound leads, report downloads, and event-driven prospects. -Maintain accurate CRM reporting, pipeline tracking, and activity metrics to ensure consistent quota attainment.

-Drove outbound prospecting and lead generation activities to support enterprise sales of SAP solutions across key industries. -Engaged decision-makers (IT, Finance, Operations, and C-level executives) to identify business challenges and digital transformation initiatives. -Qualified inbound and outbound leads through structured discovery conversations, aligning prospects’ needs with SAP ERP, cloud, and business technology solutions. -Managed high-volume outreach via cold calling, email cadences, and social selling to generate sales-qualified opportunities (SQLs). -Collaborated closely with Account Executives to transition qualified opportunities, support pipeline progression, and accelerate deal cycles.

-Work within a dedicated territory and team for your assigned client to achieve your revenue-based quota by selling renewals/services, may offer up- sell opportunities. -Provide accurate weekly/ monthly/ quarterly sales forecast -Mastery of product knowledge and technical understanding of services to assess client requirements -Initiate steps to help customer concerns/roadblocks prohibiting satisfaction or product usage -Manage external competitive pressures and handle objections to retain customers or win new customers -Manage high volume of customer contacts through phone and email each day – majority of communication is outbound -Work with your team and management to provide a professional experience during all interactions with customers and prospects -Maintain the customer management system (CRM) to ensure all relevant data is captured -Undertake sales motions which might include lead qualification, lead conversion, health checks, being the voice of the customer, or renewing contracts.

-Establish and maintain healthy relationship with existing client. -Act as Microsoft client's trusted consultant, propose solution such as M365, Microsoft Azure, Dynamic365 based on purchase history. -Upsell and Cross-sell to bring in revenue to pipeline. -B2B Sales -Make outbound call to corporates managers/ owner, IT manager, CEO, CFO, CIO. -Propose IT solutions/ cloud solutions to SMB corporates. -Maintain pipeline hygiene - Qualify leads into opportunities by identifying BANT -Identify and find new opportunities in your account territory and convert to revenue

-Answer Inbound calls from customer from all around the world - Act as customer service to assist customer to resolve issues - Provide quotation such as shipping charges, customer clearance fee for customer - Convert quotation into sales. - Provide after sales service to ensure customer satisfaction. - clarify to customer about customs rules and regulations.

- Generate sales lead - Initiating sales with potential client over the phone - Probing client with question to ensure smooth conversation and sales process - Gathering and documenting customer information, payment method and reaction to products. - Convert cold call into warm lead and into sales. - Act as team leader in charge while team leader is absent - Provide support to group members. - Provide coaching/training to group members for quality assurance. - Prepare sales report and delivering sales report to management.

-Handle customer enquiries, advice and suggestions via email or online live chat -Handle customer complaints, escalate any special cases or work on ad-hoc tasks -Troubleshoot technical issue faced by customer on website and provide solution in timely manner -Effectively manage a high call volume of live chat. Partner with internal teams to resolve inquiries as needed.

-Serve as first point of contact for customer, handling inbound calls regarding general & complicated issues from customers. -Handling outbound or follow-up calls to customer/merchants whenever required. -Review assigned cases and reply promptly to customers within targeted timeline by giving proper solution in order to help customers