Firdaus Kuhan Bin Nadarajah
Strategic Account Director
Petaling Jaya
Summary
High-performing IT sales and business development strategist with a proven track record of driving growth and profitability in dynamic technological environments. Skilled in transforming underperforming territories into lucrative ventures and identifying unique business opportunities. Well-connected industry veteran with expertise in managing complex product portfolios, including Cloud Computing, IoT, Cybersecurity, and Next-Generation Networks. Natural leader with a talent for inspiring and mentoring teams to exceed objectives and deliver exceptional results.
Overview
23
23
years of professional experience
3
3
Languages
Work History
Strategic Account Director
Comm-IT Group
08.2023 - Current
- Leveraged industry expertise during annual budget planning, providing valuable insights into spending priorities.
- Implemented data-driven strategies to optimize account performance, driving increased profitability and growth.
- Led cross-functional teams to develop tailored solutions for complex client challenges, achieving successful outcomes.
- Establish a channel process and establish new partnerships to render a whole solution to customer.
- Implement a comprehensive sales process to streamline operations and maximise efficiency.
- Identify and pursue new business opportunities across diverse industries and facilitate relationship building with key stakeholders in the utilities, vertical and GLC markets.
Head Of Sales – Business Strategy & Business Development
N’osairis Technology Solutions Sdn.
09.2022 - Current
- Restructure and revitalize the sales team
- Establish satellite offices in Sabah and Sarawak, with experienced sales managers
- Implement a comprehensive sales process to streamline operations and maximize efficiency
- Identify and pursue new business opportunities across diverse industries, and facilitate relationship-building with key stakeholders in the utilities, vertical, and GLC markets
- Expand market penetration by establishing a strong presence in Sabah Electric and Sarawak Energy
- Foster and strengthen business relationships with TNB from the C Level, Management and Working Level in ensuring continued success and growth.
Sales Manager – Business Strategy & Business Development
Mesiniaga Berhad.
08.2021 - 08.2022
- Worked collaboratively with key stakeholders in the Enterprise Market to strengthen business relationships and identify new opportunities
- Utilized a deep understanding of industry trends and emerging technologies to develop and execute innovative strategies that drive growth and profitability
- Lead a team of highly skilled Account Managers and Sales Architects, providing guidance and support to ensure the achievement of key performance metrics
- Identified and pursued new business opportunities from other industries, leveraging extensive knowledge of complex product portfolios
- Drove revenue growth and market share expansion by developing new business relationships and forging strategic partnerships
- Promoted and marketed Mesiniaga solutions through targeted initiatives and campaigns, leveraging a vast network of industry contacts and professional relationships
- Collaborated with partners to drive the adoption of Mesiniaga solutions and ensure customer satisfaction.
Account Director – Enterprise Sales Division
ZTE Corporation Malaysia Sdn. Bhd.
04.2020 - 06.2021
- Utilized expertise in IT Business Development to establish and strengthen relationships with the Enterprise Market, identifying and pursuing new opportunities
- Penetrated the TNB Account and generate fresh leads to drive revenue growth
- Explored new business ventures across various industries, leveraging existing connections to establish business relationships and create new opportunities in both the Government and Corporate sectors
- Promoted the ZTE brand and solutions through developing and expanding partnerships with new and existing clients
- Collaborated with management and applied strategic thinking to devise innovative action plans that aligned with business goals, ultimately driving long-term success.
Senior Account Manager
Huawei Technologies (M) Sdn. Bhd.
12.2008 - 07.2019
- Managed the TNB Nationwide Corporate Account, fostering strong relationships with decision-makers at all levels of the organization
- Provided TNB-IT with teleprotection equipment, conducting successful GPON POCs, and adding Huawei's AR550 product to TNB-IT's buying list
- Played a significant role in securing the ALTEL 4G and MYTV DTT Projects worth RM120 million and RM320 million, respectively, thanks to my strong relationships with key C level stakeholders
- Huawei was appointed as the total SI for the MYTV project, which is a National Project
- Consistently exceeded the sales targets and drove business growth.
Account Manager
Telekom Malaysia Bhd
08.2002 - 11.2008
- Managed TNB telecommunication needs and provided prompt assistance during downtime
- Liaison between Telekom Malaysia Berhad and Tenaga Nasional Berhad, ensuring clear communication of requirements
- Billing and payments are monitored accurately and disputes are handled professionally
- Various reports, including billing, usage, and performance reports, are provided to keep customers informed
- Managed all 4 TNB call centers, guaranteeing efficient operations and excellent customer service
- Developed corporate account relationships for accounts representing current sales >RM 5 Mn and > 8 Mn in potential
- Developed and implemented sales strategies for selected accounts and proposed & closed any sales opportunities.
Marketing Executive
Berita Publishing Sdn. Bhd
04.2001 - 07.2002
- Facilitating the sale of advertising space in our esteemed local business magazine, Malaysian Business, is one of our top priorities
- Assist the local businesses in reaching out to potential customers and business opportunities through effective advertisement placement
- Coordinating promotional activities for all publications under Berita publishing, including Her World, Jelita, Anjung Seri, I Remaja, and more, is an essential part of our services
- Presented proposals for supplements that can be incorporated into Malaysian Business, thus increasing revenue through advertisements and write-ups
- Devised comprehensive strategies for boosting advertisement sales for Malaysian Business, recognizing the unique challenges of selling advertisement pages in a business magazine compared to a lifestyle magazine.
Education
Skills
Business Development
Managing Client Relationships
Planning Strategically
Managing Accounts
Overseeing Projects
Providing ICT solutions
Identifying and Resolving Issues
Managing Events
Marketing Products
Utilizing Social Media for Marketing
Conducting Online Marketing
Expanding Networks
Product Portfolio
Negotiating Deals
Cloud Computing
AI Enabled Service Operations
SD-WAN
Next Generation-DC, VPN, VOIP, WIFI
Servers, Switches & Routers
IPVPN
Metro-E Solutions
International Private Leased Lines (IPLC)
Disaster Recovery Centre Solutions
ISDN PRI (E1) & BRI
VSAT
High Speed & Broadband Internet
Hyperband Leased Lines
International & National Toll-Free
Data Centre Solutions
Call Centre Solutions
DWDM Solutions
Telco Submarine Cables & Solution
IOT Solutions
Cybersecurity Solutions
Accomplishments
- Managed the installation of RM1 million worth of high technology equipment at KLSE's premises for communication services.
- Increased KLSE's revenue contribution to TM by RM2 million per annum for voice and data services, reaching RM4.5 million in six months.
- Secured a sale of RM1 million for TMGIS from TNB and additional sales of RM1.5 million for voice and data services in the first half of 2005.
- Awarded "Best Sales Performance for 2003" by Telekom Malaysia Berhad.
- Secured a sale of TNB's new Call Centre Solution worth RM4.4 million (TNB 15454).
- Collected all bad debts from TNB worth RM15 million in 2006.
- Cleared KLSE's long overdue amount of RM20 million owed to Telekom Malaysia in 2003.
- Won a Huawei Internal Award for eliminating necessary competition in the customer group
- Awarded the GPON Project from TT dotCom Sdn. Bhd worth RM4.5 million for Huawei
- Collected RM3.5 million outstanding since 2004 from TT dotCom Sdn. Bhd for Huawei.
- Assisted TIME to be the first to commercially roll out HighSpeed Broadband.
- Conducted an excellent Proof of Concept for Puncak Semangat (4G LTE) and was ranked the number 1 vendor.
- Received a letter of recognition for the excellent job during the Proof of Concept and support rendered for the 4G LTE Proof Of Concept for Puncak Semangat.
- Secured the awarding of the 4G LTE project from Puncak Semangat/ALTEL worth RM120 million.
- Huawei was awarded the MYTV DTT Project worth RM318 million in April 2015.
Soft Skills
- Leadership, Guiding
- Communication, Dialogue
- Team player, Collaborator
- Critical thinking, Analytical reasoning
- Problem solving, Troubleshooting
- Time management, Schedule optimization
References
- YB, Datuk Fazil Bin Ibrahim, 0193180571, Former GCIO, Tenaga Nasional Bhd., Customer/Technology partner
- YB. Dato Lim Edin Nom, 019-3186868, Group Special Adviser, AL-Bukhary Group, Customer/Technology partner
- Dr. Pavala Malar Kannan, 013-2912208, General Manager, Integrated Operations, TNB ICT Division, TNB, Customer/Technology partner
Training
- Account Line Professional (Huawei University)
- Ip Network Sales Specialist (Huawei Specialist Certification)
- Data Products & Sales Training ( Telekom Malaysia Berhad)
- System Aduan Pelanggan SMART 2 (Telekom Malaysia Berhad)
- The Art Of Selling (Telekom Malaysia Berhad)
- Effective Personal Productivity EPP (Telekom Malaysia Berhad)
- Team Dynamics & Self Fortitude (Telekom Malaysia Berhad)
- Emotional Intelligance (Telekom Malaysia Berhad)
- Sales & Collection TM Retail (Telekom Malaysia Berhad)
Timeline
Strategic Account Director
Comm-IT Group
08.2023 - Current
Head Of Sales – Business Strategy & Business Development
N’osairis Technology Solutions Sdn.
09.2022 - Current
Sales Manager – Business Strategy & Business Development
Mesiniaga Berhad.
08.2021 - 08.2022
Account Director – Enterprise Sales Division
ZTE Corporation Malaysia Sdn. Bhd.
04.2020 - 06.2021
Senior Account Manager
Huawei Technologies (M) Sdn. Bhd.
12.2008 - 07.2019
Account Manager
Telekom Malaysia Bhd
08.2002 - 11.2008
Marketing Executive
Berita Publishing Sdn. Bhd
04.2001 - 07.2002