Suhaimi Othman
Business Development Manager (Public Sector & GLC)
Kuala Lumpur
Summary
General - Demonstrate innovative approaches to sales cycles and pipeline development. - Balance the required sales investment with the value of each opportunity, challenging when appropriate - Engage the appropriate product specialist for qualified sales opportunities, including the identification of a product lead / solution champion. - Enforce consistent sales processes, including opportunity management, RFIs, dry-runs and discovery sessions, to ensure superior demos and presentations. - With select sales cycles, build strategic partnerships with key decision makers in customer organizations. Professional characteristics/motivators: - Motivated by the desire to make a difference in the business, to work with a highly talented set of peers, and to work on interesting projects - Self-motivated and continual desire and capability to learn - A high sense of responsibility - to our customers, our users, our colleagues, and to the quality and timeliness of one's own work; a willingness and desire to "do what it takes" - Ability to conduct technical quality assurance assessment as required and work as a team player in a collaborative environment.
Overview
18
18
years of professional experience
2
2
Certifications
2
2
Languages
Work History
Business Development Manager ( Public Sector & GLC )
H3C Technology Solutions Malaysia Sdn Bhd
02.2023 - Current
- Contacting potential clients to establish rapport and arrange meetings
- Planning and overseeing new marketing initiatives
- Researching organizations and individuals to find new opportunities
- Increasing the value of current customers while attracting new ones
- Finding and developing new markets and improving sales
- Attending conferences, meetings, and industry events
- Developing quotes and proposals for clients
- Developing goals for the development team and business growth and ensuring they are met
- Training personnel and helping team members develop their skills.
Sales Manager ( Public Sector & GLC )
NEC Corporation of Malaysia Sdn. Bhd.
11.2021 - 01.2023
- Determine annual unit and gross-profit plans by implementing marketing strategies; analyzing trends and results
- Establish sales objectives by forecasting and developing annual sales quotas for regions and territories; projecting expected sales volume and profit for existing and new products
- Implement national sales programs by developing field sales action plans
- Maintain sales volume, product mix and selling price by keeping current with supply and demand, changing trends, economic indicators and competitors
- Maintain professional and technical knowledge by attending educational workshops; reviewing professional publications; establishing personal networks; participating in professional societies
- Contribute to team effort by accomplishing related results as needed
- Plan to ensure achievement of divisional and personal target, aligning with company sales policies and strategies
- Manage, develop, coach, control and motivate the sales force to develop their skill to ensure that a high professional standard is achieved and monthly sales target and KPI target are met
- Ensure targets are delivered through people management, performance review, reward and individual recognition
- Assess the strengths and weaknesses of the sales team and manage the sales program accordingly
- Provide on-the-ground support for sales associates as they generate leads and close new deals
- Meet with customers to discuss their evolving needs and to assess the quality of our company's relationship with them
- Develop and implement new sales initiatives, strategies and programs to capture key demographics.
Regional Sales Manager
Quess Corp Limited
08.2019 - 10.2021
- Counsel, train and guide direct reports to drive organization plans for achieving sales goals
- Follow desired standards of consistency, fairness and honesty
- Manage company products, services, features and benefits knowledge
- Inform on competitive services, promotional matter, sales technique, pricing and marketing policies
- Analyze account profitability and determine sales technique, advertising and market penetration with sales representatives
- Promote Organization and reaffirm Corporate image through ad hoc events and incorporate image into sales effort
- Develop, present and sell value proposition
- Build relationships with professional services consulting and education field managers to develop joint account plans
- Gather and format data and submit responses to RFIs, RFPs, RFQs
- Define and implement regional sales plans, write presentations, reports and price quotations and support contract negotiations
- Foster relationships with Marketing, Product Support, Global Services, Finance and Engineering employees
- Manage significant opportunity pipeline to guarantee success and regional growth
- Strategize sales plans for short and long term objectives
- Inform on regional competitive activities and overall market place on time.
Consulting Manager - Sales
Hornbill Rugged Networks Sdn Bhd
12.2017 - 07.2019
- Meets with customers in a sales environment to drive product sales and knowledge
- Demonstrates advanced products knowledge
- Adheres to any and all company policies and procedures
- Makes sales appointments with clients
- Teams with other employees to make sure that product is available
- Generates new leads by meeting with consumers
- Follows up with any clients to make sure that they are satisfied with product
- Assembles any and all product displays in a given market
- Meets with retail associates to help them effectively sell products
- Finds new target markets and penetrates them to drive sales
- Discovers how to market products to new users
- Understands how to make products appeal to consumers based on the environment and current trends
- Uses the Internet to push products to a given target market
- Works with the marketing department to develop new sales strategies
- Teaches other sales consultants how to make sales to potential consumers
- Discovers target markets and advantages of other companies
- Demonstrates advanced sales knowledge
- Always looks for new ways to make products attractive to customers.
Sales Specialist
Solsis (M) Sdn Bhd
12.2012 - 11.2017
- Sales Specialist for Telekom IPVPN ( Networking Solution )
- Providing consultative selling to the customer in view of establishing long term relationship as part of pre-sales initiatives taken with the sales team
- Engage with the customer in providing TM IPVPN & ICT services for customers from various sectors i.e
- Education, Enterprise, and maritime
- Strategize, plan, manage and achieve all communication solutions and business targets set for customer by providing solution as well as consultancy services through identifying requirements and providing total customized solutions that includes networking, application, internet, value added services and mobility solution that satisfy the need of the customers
- Provide TM Sales Groups with total solutions that meets customer business requirement that is both competitive and profitable to the TM Group by analyzing the market demands and shifts so as to provide early indications to products houses for them to leapfrog by providing innovative solutions that is based on the shifting market demand.
Solutions Architect
Mesiniaga Berhad
11.2010 - 11.2012
- Pre-sales for Oil & Gas Industry ( Networking Solution )
- Direct the design, development, and implementation of hardware/software solutions that enhance or extend the networking infrastructure
- Evaluate emerging technologies with other Solution Architects and develop the associated strategic road-map, ensuring that current and planned technical solutions are compatible with the company's business needs and strategic objectives
- Provide technical expertise, guidance and strategic recommendations to other IT groups
- Conduct Proof-of-concepts to understand the applicability of the technologies to address the IT/Business requirements
- Provide leadership and influence towards developing standards, architectural governance, architectural design patterns and IT best practices
- Work with other architects to develop a comprehensive view of all aspects of company architecture
- Interface with vendors as required
- Work with other IT staff and Solution Architects to review business requirements, solution alternatives, designs, and standards compliance
- Train, guide and mentor other IT staff in adapting IT standards, best practices to provide superior quality solutions for business requirements
- Infuse architectural concepts like re-usability, standards based, configuration driven, scalable and manageable solutions
- Provide support to other IT staff in high priority issue resolution
- Assess the need for implementing high-availability solutions to maximize application up-time and reduce unplanned outages.
Senior IT Executive
Toyota Tsusho (M) Sdn. Bhd.
12.2005 - 10.2010
- Direct the development, implementation and administration of all IT at HQ (Kuala Lumpur) and branches ( Selangor, Penang, Johor )
- Perform Project management of IT initiatives
- Ensure timely and accurate delivery of technology products and services
- Manage multiple areas of technology and multiple departments
- Oversee hiring, staffing, training, disciplining and performance appraisals
- Preparation and management of operating and capital budgets
- Oversee new system facilitation, current system enhancements
- Manage internal/external application upgrades
- Define and improve all system and network operations processes
- Negotiate contracts with manufacturers for all software, hardware and consulting services
- Create strategic goals and convert to easily implemented plans
- Manage external vendors relationships and services.
Education
Bachelor of Science - Computer Science
Universiti Putra Malaysia
Kuala Lumpur 04.2001 -
Skills
Prospecting
Lead Generation
Pipeline Management
Relationship Building
Decision-Making
Strategic Partnerships
Performance Evaluations
Mergers and Acquisitions
Promotional Planning
Stakeholder Communication
Customer Service
Team Building
Business Development
Sales Presentations
Client Consultations
Pipeline Development
Salesforce Management
Project Management
Relationship Development
Product Demonstrations
Customer Acquisition
Strategic Business Planning
Quality Control
Cost Management
Proposal Writing
Campaign Development
Cold Calling
Training and Mentoring
Performance Goals
Research
Competitor Monitoring
Issue Resolution
Sales Leadership
Marketing
Market Penetration
Account Servicing
Business Planning
Vendor Management
Database Management
Product and Service Sales
Analytics
Event Planning
Market Tracking
Operations
Market Understanding
Systems and Software Expertise
Cross-Functional Collaboration
New Business Development
Negotiations
Market Trend Analysis
Business Administration
Performance Metrics
Revenue Development
Referral Management
Goal-Setting
Sales and Marketing
Team Collaboration
Revenue Forecasting
Account Management
Key Decision Making
Account Development
Goals and Performance
Mentoring and Coaching
Training and Development
Process Improvement
Marketing Expertise
Sales Tracking
Relationship Building and Management
Campaign Management
Business Development and Planning
Order Management
Verbal and Written Communication
Market Research
Networking Strength
Business Intelligence and Analysis
Client Relationship Building
Staff Management
Prospect Targeting
Team Leadership
Strategic Planning
Revenue Generation
Relationship Building and Rapport
Forecasting Ability
Territory Management
Sales Expertise
Certification
Scrum Fundamentals Certified
Work Availability
monday
tuesday
wednesday
thursday
friday
saturday
sunday
morning
afternoon
evening
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Work Preference
Work Type
Full TimeLocation Preference
HybridRemoteOn-SiteImportant To Me
Company CultureWork-life balanceCareer advancementHealthcare benefitsPersonal development programsTimeline
Business Development Manager ( Public Sector & GLC )
H3C Technology Solutions Malaysia Sdn Bhd
02.2023 - Current
Sales Manager ( Public Sector & GLC )
NEC Corporation of Malaysia Sdn. Bhd.
11.2021 - 01.2023
Regional Sales Manager
Quess Corp Limited
08.2019 - 10.2021
Scrum Fundamentals Certified
07-2019
Consulting Manager - Sales
Hornbill Rugged Networks Sdn Bhd
12.2017 - 07.2019
ITIL Foundation Certificate in IT Service Management
12-2014
Sales Specialist
Solsis (M) Sdn Bhd
12.2012 - 11.2017
Solutions Architect
Mesiniaga Berhad
11.2010 - 11.2012
Senior IT Executive
Toyota Tsusho (M) Sdn. Bhd.
12.2005 - 10.2010
Bachelor of Science - Computer Science
Universiti Putra Malaysia
04.2001 -