ZECH LEONG
Alliances and Channels Professional
Singapore
Summary
Experienced in leadership roles with a strong focus on channel sales, partner management, and business management. Proven track record of driving revenue growth and building successful partnerships. Skilled in developing and executing strategic plans to expand market reach and increase profitability. Adept at fostering collaborative relationships with key stakeholders to achieve mutual business objectives.
Overview
20
20
years of professional experience
3
3
years of post-secondary education
2
2
Languages
Work History
Alliance Director, Asia
ServiceNow
Singapore
03.2020 - Current
- Cultivate strategic alliance partnerships with GSIs driving large transformational programs with ServiceNow AI platform for digital transformation
- Embed ServiceNow platform and solution framework to GSIs' GTM offerings/practices
- Fostered close collaboration and aligned sales motion between ServiceNow and GSIs GTM teams
- Achievements: Rebuild GSIs coverage and engagements as no focus prior
- Achieved NNACV targets for FY21 - FY23
Director, Partners & Alliances, Dell Boomi ASIA
Dell Inc.
Singapore
03.2019 - 02.2020
- Responsible for driving Indirect business for Dell Boomi across Asia (ASEAN + HK/GC/TW) via Partner Ecosystems
- Recruit, expand and accelerate partner ecosystems to drive pipeline and sales in Asia
- Cultivated strategic engagements with GSIs
- Achieved an 80% sell through motion where before was only about 50% of sales
Alliance Director, Strategic Partners, S4HANA Cloud, APJ & GCN
SAP ASIA PTE LTD
Singapore
11.2017 - 10.2018
- Evangelizes SAP's Intelligent Cloud ERP strategy to GSIs across APJ
- Build capacities, capabilities and GTM motion with GSIs
- Drive operational efficiencies / cadence with GSIs on sell to, sell with and sell through opportunities
- Ensure SAP's Intelligent Cloud ERP is top of mind and first in every digital / business transformation conversation the key strategic partners have with their clients
- Achieved 70% of FY target by H1FY18 with just 2 GSIs
- 2.5 times pipe created in H2 and look set to meet FY18 targets by end Q3FY2018
- Delivered S4HC workshops for GSIs in APJ
Global SIs & Partner Managed Cloud Lead, South East Asia
SAP ASIA PTE LTD
Singapore
02.2016 - 11.2017
- Foster and deeper alliance partnerships with GSIs in SEA
- Drive solutions adoption and GTM with the GSIs on SAP's full solution stack
- Lead digital transformation initiatives with the GSIs in order to expand and deepen SAP's footprint in the market
- Drive Partner Managed Cloud (PMC) sales GTM business in SEA
- Achieved FY16 and FY17 targets for GSIs
- Achieved Partner Managed Cloud sales revenue for FY16
Channel Sales Director, South East Asia
QLIKTECH SINGAPORE PTE LTD
Singapore
07.2014 - 02.2016
- Hired, trained and built high-performing team of channel sales professional in ASEAN
- Responsible for delivering 80% of ASEAN revenue
- Drive high performance culture amongst team and partners
- Ensures forecasting discipline and accuracy with the team and partners
- Assess gaps in terms of coverage and capacity across the landscape and actively recruiting new partners to cover these gaps
- Achieved FY14 targets and delivered 82% of ASEAN revenue
- Achieved about 87% FY15 target with 25% YoY Growth
- Recruited and grew new partners across ASEAN
Channel Sales Director
ORACLE CORPORATION, ALLIANCES & CHANNELS
Singapore
06.2011 - 06.2014
- Responsible for delivering 70% of ASEAN total revenue in my assigned Territory; SG, ID, PK and SAGE
- Hired, developed and led a high performance team15
- Drive high performance culture within team and partner ecosystem
- Drove alignment and close collaboration between sales and partners
- Achievements: Consistently achieve FY targets every year
- Delivered >70% consistently to ASEAN revenue
Senior Manager, Channels Operations
ORACLE CORPORATION, ALLIANCES & CHANNELS
Singapore
06.2008 - 05.2010
- Lead and runs Channels Operations for ASEAN reporting directly to ASEAN GM, Alliances & Channels
- Drive and run weekly forecast calls with the ASEAN team and cross LOBs to ensure pipeline health and target achievement/monitoring
- Analysis of ASEAN partners landscape to identify gap, opportunity and market segment for growth
- Ensure Global key programs are supported and taking lead in implementation across ASEAN
- Provide analysis and insights to revenue streams, pipeline, forecast and recommendations to GM in driving and achieving revenue objectives
- Ensure all operational and readiness-to-transact issues are well managed in order to maximize revenue attainment
- Interlock and collaborate across LOBs to identify potential process weakness and plan/implement changes to enhance efficiencies
- Run Quarterly Business Reviews (QBR) with key focused partners in ASEAN
- Led in the communication of Partner Agreement/policies changes and impact to partners across APAC
- Achievements: Created a communication approach which was endorsed and adopted APAC wide
- Led in institutionalizing a new process to track Partners readiness to transact so revenue are not delayed or hindered
- Completed ChannelCorp workshops (Channel Growth Model and Advanced Channel Management)
- Led in the communication of Partner Agreement/policies changes and impact to partners across APAC
- Successfully trained selected Technology partners and implemented WW channel programs across ASEAN
- Led in Compliance and Business ethics communication and training to key partners and VADs across ASEAN
Business Partner Manager
IBM SINGAPORE, BUSINESS PARTNER ORGANISATION
Singapore
02.2005 - 06.2008
- Manages focused tier1 Partners and driving YoY growth
- Engaging c-suite in partner organisations in driving IBM business growth
- Provided thought leadership in shaping a high performance culture within partner organisations
- Developed and drove Volume business with partner ecosystems in mid-market
- Provided thought leadership and drove cross-brand infrastructure solutions for the SMB markets
- Assisted in an IBM Internal audit on BPO process and workflow and in monthly SOX testing on BPO process
- Achievements: Overachieved 2005 FY target by more than 20% and was inducted into IBM's Hundred Percent Club (HPC) where the HPC event was held in Hawaii
- Won 4th quarter 2005, Champion of Champions challenge across IBM ASEAN/SA and was awarded an incentive trip to Atlanta to watch the Masters 2006 in Augusta
- First in IBM ASEAN/SA to launch IBM BPIC (Business Partner Innovation Center) in Dec 2005
- Overachieved 2006 FY target by more than 10% and was invited again to HPC event held in Perth
- Overachieved 2007 FY target and was inducted to HPC with an incentive trip to Thailand
Education
Bachelor of Science - Econs
NATIONAL UNIVERSITY OF SINGAPORE
Singapore 07.1989 - 07.1992
Skills
Proficient in strategic problem-solving
Project management
Workflow coordination
Collaborative leadership
Hobbies
- Enjoy traveling
- Reading
- Movies
- All kinds of sports
- Adventurous with food
- Perpetually learning to play golf
Training
- Completed New Hire Sales bootcamp in SAP and was overall 2nd team in class
- Completed relevant online self-pace learnings on SAP products and solutions selling
- Completed ChannelsCorp Workshop on Advance Channel Management and Channel Growth model
- Completed Oracle Sales Foundation class
- Completed Oracle Management Foundation class
- Completed Oracle APAC Leadership Development class
- Completed Oracle's Management - Leading to win class
- Successfully completed the IBM Solutions Marketing and Consultative Selling course
- Completed IBM Signature Selling Course and was 3rd overall standing in the cohort
- Completed a Basic Financial course in IBM's internal online courses
- Completed Signature Customer Service Course in May 2006, conducted by Wilson Learning as part of IBM's Foundation Courses
- Completed Career Vitality course in May 2005, conducted by Wilson Learning as part of IBM's Foundation courses
- Completed a basic Instructional Designer course in Singapore Computer Services
Willingness To Travel
True
Timeline
Alliance Director, Asia
ServiceNow
03.2020 - Current
Director, Partners & Alliances, Dell Boomi ASIA
Dell Inc.
03.2019 - 02.2020
Alliance Director, Strategic Partners, S4HANA Cloud, APJ & GCN
SAP ASIA PTE LTD
11.2017 - 10.2018
Global SIs & Partner Managed Cloud Lead, South East Asia
SAP ASIA PTE LTD
02.2016 - 11.2017
Channel Sales Director, South East Asia
QLIKTECH SINGAPORE PTE LTD
07.2014 - 02.2016
Channel Sales Director
ORACLE CORPORATION, ALLIANCES & CHANNELS
06.2011 - 06.2014
Senior Manager, Channels Operations
ORACLE CORPORATION, ALLIANCES & CHANNELS
06.2008 - 05.2010
Business Partner Manager
IBM SINGAPORE, BUSINESS PARTNER ORGANISATION
02.2005 - 06.2008
Bachelor of Science - Econs
NATIONAL UNIVERSITY OF SINGAPORE
07.1989 - 07.1992
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