Yi Kah Tan

Product Manager for Lenovo ISG and Veeam Backup and Replication

BDM for Veeam Backup and Replication

I was appointed as an SMB Account Manager to drive sales opportunities to closure. Product portfolio include Microsoft, AWS, TrendMicro or products related to cloud. -Acquiring new accounts & generating a healthy funnel in line with the targets -Forecasting and achieving monthly business targets by offering bundled IT solutions to enterprise customers -Managing account relationships, effective account mapping U-nderstanding of the assigned account's organizational structure and decision-making hierarchy Ability to make executive pitches and presentations -Strategic account planning skills with execution capabilities -Ability to understand/interpret client's key requirements -Generating Business from the assigned account/area for the products assigned.

I was appointed as a Partner Channel Manager under Microsoft's Vendor Tele Programme for the ANZ Market. Achievement: -Achieved 97% of KPI throughout tenure -Given the "Above and Beyond Partner Channel Manager" award -Acquired AZ-900 Certification -Acquired MS-900 Certification -Construct a joint sales strategy with partners from Australia and New Zealand to drive opportunities to closure. -Manage pipeline health on top deals to speed up sales momentum and cloud consumption. -Work with Customer Lifecycle Managers on impromptu enquires to ensure sales closure. -Arrange weekly sessions with Customer Lifecycle Managers to discuss on CRM hygiene issues. -Build weekly pipeline management and partner overview reports. -Assure 'Refer and Track' is managed efficiently to minimize time required to progress the sales phase to the next stage in order to maximize win probability. -Pitch Partners or Customers the idea of migrating to cloud through up-sell and cross-sell opportunities through collaboration with Solution Area Specialist and Customer Lifecycle Manager. Consistently research to educate myself with the latest developments in cloud capabilities.

-Make Business Development calls and acquire new customers to broaden company's market reach -Manage end-to-end sales cycle which includes prospecting, qualification, closing sales and etc. -Record key notes of conversations with customers and update onto company's CRM system (Salesforce) -Arrange product demonstrations sessions which are tailored to the needs of prospective clients. -Achieve sales goals and maximize profit potential through collaborative efforts with team members.

-Attended clients' job briefs to understand what are they looking for in a candidate -Visited potential clients along with seniors to negotiate terms of business -Conducted search based on clients preferences on LinkedIn, Jobstreet, etc -Spoke with candidates to understand their career aspirations and their working experiences -Negotiated with both clients and candidates when there is a mutual interest between the two parties

-Answered partners' enquiries related to Microsoft licenses -Amended Microsoft's price lists based on the latest instructions from Microsoft -Assisted partners when partners faced technical issues during their license purchases -Met with Microsoft's representative to discuss ways to improve the license business -Planned and implemented market programmes for partners -Presented solutions to potential partners

Achievement: Promoted to Account Manager from Inside Sales Executive Achieved ~100% target (pro-rated to 9 months) -Arranged and visited partners' office to understand their needs -Follow-up project enquiries by partners -Negotiated credit terms with partners -Understood partners' businesses and compiled all information into a file -Collaborated with pre-sales to present to partners a holistic solution

Achievement: Achieved ~100% of yearly target set Successfully activated dormant partners through cold-calling -Ensured all enquiries from customers were answered -Upsold related products when customer made an enquiry -Processeed orders after customer sends over the POs -Ensured stocks are delivered according to customers' preferred time and venue -Cold-called inactive customers to notify them of the latest promotions -Updated internal reports for management's reviewal

-Account creation for new customers -Processing sample requests from the sales team -Assisting in generating monthly sales figures -Assisting in price lists amendments on a monthly basis -Other ad-hoc tasks

-Researched on potential clients and generate sales through cold calling to potential clients -Prepared newsletters to be sent to potential clients to notify them about our new features -Responded to enquiries by potential clients via email and messages -Tagged along supervisor to meet clients and assisted in presentation -Translated articles from Chinese to English