Chubby Yeow Choy Lee

ACA Pacific continues to be in the forefront of technology marketplace in Asia, with an extensive network of over 3,000 trained and certified channel partners offering an extensive range of integrated solutions, products and professional services in Australia, Malaysia, Indonesia, Singapore and Thailand.

ACA Malaysia core business is focused on network infrastructure and has a team of 30+ people.

My key KPIs are to run the Malaysia sales team and help the Group CEO on regional vendor management.

We represent vendors such as Arista, Ruijie, Versa, ArcServe, Trimble (Sketchup), Chaos, BMC, Delphix, amongst others.

We focus on working with solutions partners but also create the opportunities directly with the customers.

Key Partners: Mesiniaga, 10 Creative Solutions, SNS Networks, amongst others.

Achievements:

• Developing focus partners for public sector and enterprise with specific solution focus.
• Obtaining Ruijie Networks distributorship.
• Developing regional partnership.
• Optimized sales operations by streamlining processes, implementing CRM systems, and developing comprehensive training programs for new hires.
• Hired, trained and built high-performing team of sales representatives.

Avaya provides unified communications as a service (UCaaS), contact center as a service (CCaaS) and communications platform as a service (CPaaS). Avaya produces and sells its own devices, such as desktop phones, headsets, conference phones and all-in-one video conferencing devices.

Managing Avaya key-accounts on named account basis, specific focus on the Government sector, and partner management (distributors and resellers).

Key wins and accounts such as;

Government sector: Jabatan Perdana Menteri, MARA, KWAP.

Regional sector: DHL, OCBC, UOB.

• Built strong rapport with clients through regular check-ins, status updates, and proactive problem-solving approaches.
• Increased client satisfaction by effectively managing account teams and delivering exceptional service.
• Expanded revenue streams with the development of strategic partnerships and cross-functional collaborations.
• Streamlined internal processes to enhance team productivity, resulting in improved performance metrics.

Global company direction to consolidate all business units in terms of sales. Hence, I moved to the core Sales team. Company directions has also moved from being a hardware provider to a XaaS solution provider. HPE has penetrated the GTM with Greenlake consumption based model. This core Sales team represents all business units (hardware, software, and services) and hence, account managers are put through solutions as a service certification through a series of enablement.

Strategic Customer: Tenaga Nasional Berhad

Customer: YTL Communications, YTL Cement, Umobile Communications, Petronas

Achievements:

· Achieved 106% in FY21.

· Seeded and closed opportunities in TNB; EHRMS and BCRM (SAP platforms).

· Acquiring YTL Communications as a new Logo with Greenlake consumption based model (5G Roll Out).

· Leading YTL Communications Management team to HPE's Virtual Executive Briefing Centre in Singapore.

Certifications-Solutions: HPE Outcome Based Selling in a XaaS World, and MetaView & HPE Customer Value Realization Program.

Attended: 5G TECH SUMMIT FORUM 2021 Conference

After helping sub-lead the Channels and Alliances business unit, I return to Pointnext Services.

HPE Pointnext Services focus is on Services such as; IPCC, Strategic Systems Integration, Data Center and Cloud offerings, AI (Artificial Intelligence), Big Data, Customer Experience Management, Hybrid Cloud, XaaS, Networks, amongst others.

Strategic Customer: Maxis Berhad

Achievements:

· Achieved 75% FY20.

· Achieved 123% FY19.

· Leading the MFA contract negotiations and Generic SOW.

· Double helmet as overall lead sales within internal HPE BUs.

· Leading Maxis Management team to HPE's Executive Briefing Centre in Singapore.

· Getting out of comfort zone from traditional IT to Hybrid Cloud positioning (in terms of current wallet share to new areas).

· Leading the Advisory Workshops on Hybrid Cloud with several business units of Maxis.

Certifications-Solutions: HPE Learning to Sell Suite and Learning to Drive Suite.

Management requirements to help in sub-leading the Channels and Alliances business unit, hence, the move from Technology Services Consultancy business unit.

Channels & Alliances is the heart of all business units. Specific to Channels, we manage partners of different categories, such as; Platinum, Gold, and Silver. We also have the Service Provider category. Specific to Alliances, we also have categories of partnerships; such as, WW OEM (such as SAP and Microsoft), I5 (such as Tata and Tech Mahindra), G4 (Accenture and Delloite), and others.

Here we work hand-in-hand with our product, pre-sales, and post-sales business unit in the Channel space.

Certifications-Solutions: HPE solution suite and Learning to Sell Suite

Key Partners: Tech3, Peering One, NEC, DXC Technology, Tata, SAP.

Achievements:

· Managed to re-ignite relationship with strategic partners to GTM with.

· Achieved 85% FY18.

· Multiple roles, as partner manager, and alliance manager, and team lead on service provider.

· Presented as a guest speaker in APJ Credit & Collection team's kick-off.

Rejoining HPE as an individual contributor focusing on HPE key-accounts in the Telecommunications sector.

HPE TSC focus is on Services such as; IPCC, Strategic Systems Integration, Data Center and Cloud offerings, BI/BA (Business Intelligence / Business Analytics), Big Data, Customer Experience Management, Networks, amongst others.

Certifications-Solutions: HPE solution suite

Key Customers: Digi and Celcom

Achievements:

· Managed to turn around one of the key accounts from recovery mode to active status. Forming a relationship with CX level and Group level as well.

· Managed to pitch and win IPCC projects in these accounts.

· Double helmet as acting Pursuit Manager since May 2017.

· Mentor to two rookies under the HPE Sales Graduate Program.

CMC Communications is a regional Telecommunication system integrator with operations in Malaysia, Singapore, Thailand, and Philippines. Staff strength of 200+.

Reporting to a team of EXCO and shareholders, the long-term plans are to expand the company in several phases. Focus it to make current entities to be 3-yearly self-sustaining, and to expand the operations across the region.

Our core competencies are;

· IBC – In Building Coverage

· TI – Telecom Implementation

· CME – Site Construction

· O&M – Operations and Management

Key Customers: Singapore: M1, Singtel, and Starhub. Philippines: Globe and Smart. Thailand: AIS, True Move, DTAC.

• Oversaw day-to-day operations across multiple departments, ensuring timely delivery of projects and streamlined workflows.
• Developed and implemented recommendations for service improvement.
• Oversaw day-to-day operations to keep organization running smoothly while meeting business goals.
• Streamlined operations by implementing efficient processes and systems, leading to increased productivity and cost savings.

As the acting country manager, the focus is to build the brand name and to penetrate the market for the Malaysia operations. I am involved in the operations of the business, such as; P&L, planning, marketing, working closely via the matrix of Pre-Sales and Subject-Matter-Experts. We target to increase the business from a 2-man shop to a potential 15-man shop.

Our solutions covers both the Telecommunications and IT sectors. Expertise such as, Global Links, Data Center and Cloud offerings, PCI DSS certifications, Professional services, Security offerings (includes NOC and SOC, DBIR – Data Breach Investigation Report), Managed Services, and Outsourcing.

The strong focus are the FSI and government sectors, with accounts such as; Ambank-MBF, Bank Islam, Bank Simpanan Nasional, Agrobank, CyberSecurity Malaysia, MIGHT, TNB, and Maxis. We manage both the partners and customers.

· Certifications-Business: Launch Your Success Story, Value Focus Selling, Safeguarding Privacy and Confidential Information, Customer Proprietary Network Information (CPNI), Records Management Compliance, Anti-Corruption Laws, Antitrust and Competition Law, Sales Negotiation, and Aligning Solutions with Customer Needs.

· Certifications-Solutions: Intelligent Networking, Dynamic Cloud, End-To-End Integration, Mobile Workforce & Connected Machines, Machine-To-Machine (M2M), and Network Fleet.

· Key Customers: Local: Tenaga Nasional, MIGHT (Offset), Cyber Security, Maybank, Bank Islam, Bank Simpanan, MBF Cards. Global: Talisman, Wallenius, Western-Digital, Friesland Campina, Plaza Premium Lounge.

· Achievements:

· Securing a niche in the PCI-DSS offerings where we managed many banks; not only on certification but also remedial solutions.

· On target to achieve the revenue-target of USD 5 million (as a start-up in Malaysia).

· Managed to create a couple of significant deals that requires a long-term selling cycle and strategic resources.

At HP, I am an individual contributor focusing on HP key-accounts in the Telecommunications sector. Because of the nature of the outsourcing business, I have to deep dive into only a couple of accounts to bear success, such as Maxis.

HP Enterprise Services focus is on Outsourcing with focus solutions such as, Data Center and Cloud offerings, BI/BA (Business Intelligence / Business Analytics), Social Intelligence, ITO, Apps Modernization, Security, Managed Services.

Certifications-Business: Sales Development Program (a 6-Week regional program), Executive Relationship Building (Stinson Group), Corporate Story Telling (Articulus), Helping Clients Succeed (Franklin Covey)

Certifications-Solutions: ITO, Cloud, Data Centre.

Key Customers: Telco: Maxis, and U-Mobile. Government: Tenaga Nasional, MIGHT (Offset), Cyber Security

Achievements:

· Managed to re-introduce HP into Maxis account to the Board of Directors level. Maxis had awarded an outsourcing project to IBM a few years back and hence HP has been inactive in this account during this period. Now we are working on a new outsourcing proposal.

· Managed to submit an overall unsolicited proposal on outsourcing to the CX level.

At Ariantec, I am the managing director and the two main KPIs are; to secure public listing and manage the core business. The core business is focused on network infrastructure and has a team of 30+ people.

We had applied for a public-listing under the ACE counter (second board in Malaysia), and I was involved in the entire exercise of financials and processes, and dealing with the bankers and security commissions. We achieved the public-listing status in 2010.

For the operations of the business, I run the operations, sales and technical team. The operations team has a Financial Controller, technical team has a department head, and sales reports directly to me. This includes the P&L, the company direction, and the brand name, amongst others.

We represent MNCs such as Alcatel-Lucent, General Electric, and Exinda. We also have our own R&D which has developed solutions such as Channel Bonding and Remote Power Management.

We focus on working with solutions partners but also create the opportunities directly with the customers.

Key Customers: Packet-1, Jabatan Perdana Menteri, MOE-MOHE, Mampu, MOH, KPJ, Synergy Centric (Albukhary), MARDI.

Key Partners: Jaring, GiTN, Masterplan, FDS Networks, TIR, Digikom.

Achievements:

• Securing public listing for the company.
• Achieved PBT target of USD 2.5 million and Revenue USD 28 million.
• Strengthened client relationships with regular communication, timely project delivery, and high-quality services.
• Delivered consistent revenue growth by identifying new business opportunities and expanding service offerings.
• Developed comprehensive business plans, outlining long-term goals and actionable steps toward success.
• Monitored office workflow and administrative processes to keep operations running smoothly.

· Responsible for meeting budgetary and sales targets through motivating and developing staff, consistently achieving and surpassing Key Performance Indicators

· Reporting to the General Manager and Executive Director with responsibility for operational and people (8 sales) management

· Controlling management accounts with attention to essential criteria for net profit, including sales and wages

· Monitoring and controlling compliance in most areas, including effective planning, staff training and development, organisation and time management, SUN Microsystems and STORAGETEK certifications

· Supporting management and staff to help create their own successful and productive team and become effective team leaders

· Maximising every sales opportunity by promoting the highest standards of customer care and recognising potential development and training opportunities

· Reviewing and evaluating quarterly KPI achievement

· Supporting and coaching Sales Managers to reach their full potential

· Championing the storage business of SUN and STORAGETEK

· Continuous relationship development with SUN and STORAGETEK

· Managing end customers and partners (SI, ISV, ASP)

· Key Customers: Maxis Berhad, RHB Bank, BCB Bank, Westport, Nokia Siemens Network, Ministry of Land, Ministry of Human Resources, Prime Minister's Office, Ministry of Health, National Resources and Environment, Ministry of Information

· Key Partners: Imatera Digital, Heitech Padu, Glocomp, Nokia, Siemens, SAP, KLIA Informatik,

· Responsible for meeting budgetary and sales targets through motivating and developing staff, consistently achieving and surpassing Key Performance Indicators

· Reporting to the Managing Director with responsibility for operational and people (8 sales) management

· Controlling management accounts with attention to essential criteria for net profit, including sales and wages

· Monitoring and controlling compliance in most areas, including effective planning, staff training and development, organisation and time management, CISCO certifications

· Supporting management and staff to help create their own successful and productive team and become effective team leaders

· Maximising every sales opportunity by promoting the highest standards of customer care and recognising potential development and training opportunities

· Reviewing and evaluating quarterly KPI achievement

· Supporting and coaching Sales Managers to reach their full potential

· Continuous relationship development with CISCO

· Key Customers: Maxis Berhad, Citibank, OCBC, UOB, British Telecom, Standard Chartered, DHL and BMW (regional)

· HiLights: Secured British Telecom managed-services project @ USD3 million

· Responsible for meeting budgetary and sales targets through self-motivation, consistently achieving and surpassing Key Performance Indicators

· Reporting to the Country Manager with responsibility for new product penetration and sales target achievements

· Maximising every sales opportunity by promoting the highest standards of customer care and recognising potential development and training opportunities

· Reviewing and evaluating quarterly KPI achievement

· Handling and swiftly resolving customer complaints in a professional and effective manner

· Responsible for event management for the company

· Key Customers: Tenaga Nasional Berhad, Sabah Electric, Sarawak Electric, Malakoff Berhad

· HiLights: Secured Tenaga Nasional ERP @ USD10 million

Key Customers:

· Responsible for meeting budgetary and sales targets through motivating and developing staff, consistently achieving and surpassing Key Performance Indicators

· Reporting to the Managing Director with responsibility for operational and people (2 sales) management

· Maximising every sales opportunity by promoting the highest standards of customer care and recognising potential development and training opportunities

· Reviewing and evaluating quarterly KPI achievement

· Handling and swiftly resolving customer complaints in a professional and effective manner

· Responsible for event management for the company

· Managing end customers and partners (SI, ISV, ASP)

· HiLights: Secured MOE PC Smart Lab @ USD12 million and Dell first penetration into MINDEF

· Responsible for meeting budgetary and sales targets through motivating and developing staff, consistently achieving and surpassing Key Performance Indicators

· Reporting to the Executive Director with responsibility for operational and people (4 sales) management

· Maximising every sales opportunity by promoting the highest standards of customer care and recognising potential development and training opportunities

· Reviewing and evaluating quarterly KPI achievement

· Handling and swiftly resolving customer complaints in a professional and effective manner

· Responsible for event management for the company

· Key Customers: Ministry of Education, Ministry of Defense, PriceWaterHouse, Coopers & Lybrand

· HiLights: Overachieve sales target every year