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Ken Chong
Business Development / Sales / Account Management
Mobile:+65 97896046 Email : [email protected] Linkedin
CAREER SUMMARY
Innovative and committed IT & O.T sales executive, experienced in global MNCs, SME and Start-Up. 15 years of track
records in achieving sales targets, developing commercial strategies and delighting customers. Experienced in
developing new markets business solution use cases using new methods/technologies across diverse markets and
industries. Skilled leader in improving business operation processes and costs.
Key Competences
Sales & Marketing Presales Solution Sales Internet/IP Networking Technical Risk Management
Bid /Tender (RFQ/RFP) Sales Financing Sales Security Access Control Enterprise Geospatial Map
Business Development SI / Subcontractor H.A/Backup Asset Performance/Reliability
Salesforce Key Account /Strategic selling Carrier Data & Voice Maritime & Offshore
Channel/Partner Sales Pilot / PoC programs VMWare/CITRIX Energy, Renewables
Account Planning ArcGIS Web/Desktop/Server Customer Success Enterprise Security
Salesforce QlikView /QlikSense Inmarsat/Iridium Ship Manager Performance
MS Office /SharePoint Unified Comm/PBX/CCTV MPLS/IPLC/WAN VDR/Loading Computer
EMPLOYMENT EXPERIENCES
DNV GL May 2017 – May 2019
DNV GL Digital Solutions – Regional Solution Sales Manager
Key Achievements
• Increase Prospects base by 500% within 10 months
• Develop new pattern of use in Power Generations, Transportation and Oil & Gas, Maritime markets in SaaS
model.
• Increasing customer retention rate by 100%
• Achieved Sales target
o 2017 – 50% ( $1Million )
o 2018 – 65% ( $1.5 Million)
• Improve product line loss (since 2014) to breakeven in 2018
• Develop new bid management process – now used by company
• Promoted to doubled-up maritime Sales role from Dec 2018 – present
Responsibilities
• Spearhead and market Risk and Asset Performance Management enterprise (APM) software for Utility,
transportation, Oil & Gas, manufacturing & Healthcare, telco , Maritime & Offshore
• Develop regional channel network. Define , plan GTM strategy and sales enablement campaigns for regional
networks
• Advise customer in adopting ISO standards in maintenance , automate by using IT technologies to achieve
asset performance and reliability
• Solution selling to C-Suite & Senior management and IT stake holders managing complex sales processes
• Manage potential commercial risks , develop mitigation strategies to ensure overall business success
• Collaborate with global team to develop customer training, seminars and various public SMART
Cities/infrastructure exhibitions
• Conduct Quarter Business Review ( QBR )
• Lead & Support in IT and Non-IT bid management, contract negotiation and winning bids in multiple tenders
• Identify and market Data Analytics and Artificial intelligence (A.I) services
• Cover APAC regions
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ESRI Singapore Pte Ltd Jan 2014 – Apr 2017
Business Development Manager
Key Achievements
• Increase Prospects base by 300% within 12 months
• Penetrate and diversify into new sectors
• Grow and extend the GIS for Telco, real estate, Healthcare foots print by + 50%
• Value added by increasing customer retention rate by +50%
• Setup & training of Key Accounts team and Client service executives
• Sales Achievement
o 2014 – 90% ( $1.5 Million)
o 2015 – 110% (2.0 Million)
o 2016 – 95% (2.5 Million)
o 2017 – 70% (3.0 Million)
Responsibilities
• Lead business development strategy plans with mobile operators and partners to deploy ArcGIS location
platform
• Drive Presales plan influencing partner/customers on preferred GIS Solutions in RFI/RFQ, Tender scope
• Develop and execute sales accounts plan and territory plan
• Lead in tender and RFI/RFQ commercial process
• Drive Data Analytics sales for enterprise software, solutions and professional services to grow revenue and
increase GIS market share
• Scoping GIS solutions related to SMART industries (Federal State, Defense & Aviation, Telco & Mobile
Operators, Utilities, Public Safety & Healthcare Environment, Transportation, Real-Estate & Retails , FSIs, Oil
& Gas )
• Evaluate GIS Total Cost Ownership (TCO) and optimize ROIs
• Sales Force reporting
Pursue University Degree Aug 2013-Jan 2015
IS Seacos Asia Jan 2013-Jul 2013
Sales Manager
Key Achievements
• Develop satellite, services and marine supplies
• Develop contractual shore-based maintenance services for existing and prospects
• Partnership to close deal size of $100k satellite leasing
• Hire, training & development of Sales executives
Responsibilities
Develop SATCOM, Maritime Software and Services in SEA market. Provide market feedback and market intelligence
to Management. Increase market share and promote business activities by planning and attending road shows and
conferences
SingTel Satellite Oct 2007- Oct 2012
Business Manager
Key Achievements
• Achieve Sales Target
o 2008 – 100%($3.0 million)
o 2009 – 110%($4.0 million)
o 2010 – 120% ($5.0 million)
o 2011 – 90%(7.0 million)
o 2012 -70% (10.0 million)
• Develop green fields Vietnam and Philippines
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Responsibilities
• Achieve Sales Revenue
• Hunt for new accounts
• Manage Key Accounts in Singapore, Indonesia, Malaysia, Thailand, Vietnam, Taiwan, Japan, HongKong, China,
Philippines
• Recruit and Train System Integrator and Sales colleagues
• Manage Key Satellite Projects , dedicate Task and Roles to team members
• Build Proposal , Sales & Technical Presentation to customer
• Understand Industry Trends , work with marketing on campaign for strategic Engagement
SINCAM LLC Jul 2007- Oct 2007
Installation of command, control, communication (3Cs) systems, Pre Sales, project management and Service delivery
MediaRing Ltd Dec 2004- Jun 2007
Business Development Manager
Key Achievements
• Achieve Annual Sales Target year on year
Responsibilities
• Achieve Sales Target
• Sales and Marketing activities for voices/data/carrier services
• Provide Sales training for existing and new channel data/ voice services partners
• Identify new business opportunities on technologies and telecommunication arenas with partners.
• Develop work flow and processes internally, to improve customer buying experiences.
• Support Regional Pre-sales enquiries for MPLS/ IPLC products and services.
EDUCATION
May 2015 Bachelor in International Marketing (Hons) (Birmingham City University)
May 2002 Diploma in Information Technology [Major in Networking] (Singapore Polytechnic)
TRAINING & CERTIFICATIONS
May 2019 Professional Certificate in Data Science – Online non-credit course by IBM
July 2017 Gartner Sales Challenger (Formerly CEB)
Jan 2015 S.M.A.R.T Goal Time Management Training
Sep 2011 Strategic Account Management – SMG Training Centre
Nov 2007 Neverfail Certified Implement Engineer – Neverfail Inc. Austin
July 2001 Certificate in National Association of Communications Systems Engineers (NACSE)
Jan 1999 Certificate in CRON Certified Professional Engineer Examination (CCPE)
LANGUAGES & SKILLS
• Fluent in English and Mandarin (spoken and written). Major dialect group (Spoken)
• Driving Class 2B, 3
• Personal Wellness coaching