Experience

Vircle

• Malaysia
• Financial Services
• 1 - 100 Employee

• Solutions Director

  • Dec 2019 - Present

  Vircle is a fast growing start up in the Fintech industry segment taking innovative Telecommunications solutions and applying them to transaction based services in Schools, Prisons and Charities globally. These solutions do disrupt the status quo, but my role is to show the enormous benefits we can bring to nurturing, parenting and social care through leveraging exiting technology in new ways. The disruption is just an acceptance of change for the better. My role is is Business Development, Solution crafting and user need guidance. Then taking those new approaches to new niche customer segments and innovative uses to make disruption be accepted as advancement. Its fun. Show less



Ericsson

• Sweden
• Telecommunications
• 700 & Above Employee

• Client Engagement Partner Digital Services Malaysia

  • Nov 2016 - Dec 2019

  Leading sales opportunities for Ericsson & 3PP solutions for Partner Management/MonetizationPositioning Expert Analytics & Geo-Fencing Products to Drive IoT and new business opportunitiesChampioning Capana Partner Billing & E/// Service Enablement Platform for massive IoT and New Partner relationship/monetization in Local and Regional Engagements.Challenging operators with new business models, aaS partnerships, value adding engagement & innovative relationships ideas for Business development outside traditional Telco space.Driving IoT & Partner positioning engagements & RFP to prepare CSPs for Massive IoT & NBIoTLeading a team developing IoT projects, collaborating with Universities, Intel, Keysight, Gov’t, and Regulators to develop Commercially successful IoT services benefitting MalaysiansDefining & Implementing Smart City, Parking, Source to Source water management, Aquaculture, Plantation & Drone IoT solutions & associated Industry and Regulatory Standards to commercialize & share insights, technology & findings to leapfrog Ericsson forward in IoTCoordinating similar IoT projects across the region within Ericsson to minimise duplication.Ericsson representative for IoT working group in Malaysian Technical Standards Forum Board. Show less

• Principal Engagement Manager - Malaysia & Sri Lanka

  • Feb 2015 - Dec 2019

  As Engagement Lead, driving and developing Go-To-Market and account strategy plans, sales tactics and technology directions for Ericsson’s entire OSS/BSS portfolio to deliver USD10m in annual sales.Identifying and qualifying both Ericsson and Third Party (3PP) Products where required to meet customer solutions and securing assistance and training for new innovations to bridge product or budget gapsChampion and Evangalist for the Internet of Things (IOT) portfolio with education and readiness analysis to Local Operators seeking to move up the value tree in Digital Telco InnovationEngagement Manager responsible for securing and strengthening the relationships within Telekom Malaysia and other Malaysian operators.Developing and mentoring team members in sales strategy, Go to Market, strategic marketing and account planning and execution.Identifying new products in cloud based Convergent Wholesale Billing to support multiple settlement models, Internet of Things, M2M and enabling Digital Service Providers, across the region.Responsible for co-ordinating, developing and overseeing the strategy deployment for a highly capable and experienced organization to meet sales objectives.Interacting from C-level to working levels to establish and nourish long-term professional relationships and engagements. Show less

• ASEAN Head of High Margin Sales

  • May 2014 - Feb 2015

  Driving the end to end sales process for OSS/BSS Software and consulting expansions, Cross Sell & Up-sell opportunities in Ericsson’s OBS regional Customers.Working with relevant Global Product teams and local Sales Account teams to coordinate customer centric sales plans, Go-To-Market strategy for both Ericsson portfolio and 3PP.Training, establishment and monitoring of sales activities and targeted opportunities/AccountsDefining organizational positioning, roles and regional structure to optimize sales functionalityResponsible for Lead Management to establish a long term business growth. Partnering with the Key Account Manager in identifying and driving customer engagements by providing thought leadership and garnering technical and commercial support in capturing opportunities. Contract analysis and utilization of existing sales frameworks to minimize sales cost. Show less



Oracle

• United States
• IT Services and IT Consulting
• 700 & Above Employee

• ASEAN Senior Sales Director Communications

  • Oct 2011 - Feb 2014

  Asean Senior Sales Director Communications Leading a team of distributed sales/presales teams focused on Malaysia, Singapore, Indonesia, Brunei, Philippines, Korea, Pakistan, India & SAGE. Responsible for $8m in annual license sales. Creating and driving Business Development activities into new countries, LOB and operators. Designing new sales metrics to meet changing customer needs and offer market differentiation. Bundling innovative funding packages in creative offers giving customer cash flow positive terms. Recruited, built & process disciplined teams of new representatives to deliver deals compliant with US regulatory, SOX and internal deal governance requirements while delivering Customer Value Responsible for delivering new sales, creating new accounts and expanding existing business for all OSS & BSS products in Oracle’s Communications Global Business Unit suite. Responsible for coordinating Presales & Product management expertise as demanded. Coordinating regional and industry promotional events, trade show participation & customer social activities to be effective with content tailored to customer requirements. Building relationships with alliance partners: IBM, Accenture, Wipro, TCS and Tech Mahindra. Negotiated major deals and sales with C level customers and procurement teams. Developed new and innovative Enterprise “Go To Market” strategies for utilizing existing communications products into new market segments, new lines of business and new applications. Show less



Amdocs

• United States
• Software Development
• 700 & Above Employee

• Sales & Account Director BSS/OSS APAC

  • May 2005 - Oct 2011

  Business Development & Account Management in Malaysia and near region for Amdocs range of IN platforms, Content Delivery, Charging & Billing, OSS, SDP & CRM solutions Negotiated & secured major upgrade contracts with Malaysia’s leading Telco & System Integrators including US$2.5m CRM upgrade & migration at Celcom Malaysia, US$7m CRM and Dealers solution at Maxis Malaysia. Prepared group wide proposals for Axiata Management Coordinating Digi Malaysia OSS and trouble ticketing bids Managed tender, RFP responses and submissions for Key CRM & Billing opportunities Established Local office and infrastructure for Amdocs in Kuala Lumpur Account Management of US$15 million CRM & Billing software deployment & upgrades for Astro Relationship Management & Strategic planning for key customers & SI partners in Pay TV/Telco. Identifying, qualifying and developing new business and existing customers in the region for new products, new upgrades & enhanced features in Malaysia, Thailand, Indonesia and Philippines. Identifying & securing suitable local companies/SIs for political and/or technology partnerships. Established formal relationships with HP Malaysia, Tech Mahindra, IBM Malaysia, PERNEC and other local SI organisations Management of ongoing technical support team providing mission critical maintenance service. Identified, recruited international and local team of specialists for application support and development roles and maintained complex resources in a dynamic environment. Show less



TechComm Telecommunications Sdn. Bhd.

• Account Director

  • Jan 1998 - May 2005

  Distributing Alternative Access Equipment, Facilities Management Services & Consulting to Telco Operators. Director Business Development Managed all sales and account matters for more than 50 local/Regional ASP & Telco Customers Created strong technical relationships with vendors and manufacturers to convince them to customize their products to create new business opportunities & niche markets & channels.. Secured regional Narrowband MUX installation & maintenance contracts with Global operator. Gathered competitor information to create sales strategies & maintain competitive advantages. Developed marketing plans & propositions for new segments, products, features & enhancements. Positioned "Zippy" Autodialler as market leader among Telcos & ASP, securing 85% market share. Developed successful export strategies for growth; Conceived, developed, patented & launched the PAD, Payphone Antifraud Device & system. Successfully challenged client business practices to accept outsourced products & services Introduced Value Added services such as facilities management & customized client web reporting systems, targeted to specific market segments to promote client loyalty & differentiate products. Recruited, trained, developed & deployed a nationwide team of 70 technical service personnel. Marketing, operations & configuration consulting for a ASP carrier generating RM$12M. General management role, controlling daily operations, national & international sales, marketing, pricing, product development, advertising, ordering, shipping & supplier co-ordination. At grass roots level, providing training, troubleshooting & support to clients & their staff. Show less



Time Telecommunications Malaysia Sdn. Bhd

• Senior Manager Payphone Access [Fixed/Wireless]

  • Jan 1997 - Jan 1998

  Developed & cultivated strategic partner relations with vendors and key customersWorked with marketing team for product promotions, launches & market research studies. Created marketing & positioning strategies for new & existing payphone deployments & services.Recruited, established & managed a team of twenty project engineers & network designers to complete Payphone access plans to meet aggressive quantity & revenue targets.Prepared schedules, management tools & detailed engineering deployment plans to project manage the connection of 20,000 payphones across Malaysia, fixed & wireless, in 12 months.Pioneered the development & implementation of innovative Fixed Cellular Payphone access connecting over 2000 Payphones with GSM access.(PILL)Worked with Payphone manufacturers & GSM equipment vendors to develop interfaces for Payphone Management systems PMS (data connection) using GSM Fixed cellular terminalsDeveloped specialized power (mains & solar) solutions for the FCT that integrated with booth lighting to offer improved payphone functionality, security & maintenance. Show less

• Manager Customer Access, Network Engineering

  • Jan 1996 - Jan 1997

  Coordinated & Project Managed the timely delivery of local exchanges, fixed line voice & data circuits to customer sites & key building complexes throughout Malaysia.Presented ideas & novel solutions from marketing perspective at engineering & planning meetingsDesigned & coded large MS Access database to effectively track & control the entire customer access requirement, network deployment & equipment status.Prepared, integrated & managed MS Project schedules & key reporting systems to manage the customer access programme, & trained all team members & other managers in their use.Directed & advised teams of engineers & contractors in customer access design & installation. Show less



Time Telecommunications Malaysia Sdn. Bhd.

• Manager Programme Management Office

  • Jan 1995 - Jan 1996

  Developed & managed master & detailed complex integrated project management schedules to control $1Billion Telco set-up, including Network construction & deployment, Customer Care Centre establishment, Charging & Billing, Interconnect, Operations & Marketing launch. Conducted regular status collection & validation, developed & tested work-around plans & prepared risk analysis studies to deliver the project fully operational & on schedule for launch. Established & trained a team of schedulers & programme managers in advanced scheduling & planning techniques, MS Project & large project management & control methods. Coordinated weekly project progress updates, status validation & risk identification meetings to trigger appropriate senior management attention & action to maintain deadlines. Show less



Telstra Applied Technologies - Defence Division

• Manager Contract Acquisition

  • Jan 1994 - Jan 1995

  Developed master & detailed integrated schedules & project management tools in successful contract acquisition of $500 Million Australian Defense Force HF modernization programme. Participated in RFP preparation and vendor negotiations for RFP input Developed master & detailed integrated schedules & project management tools in successful contract acquisition of $500 Million Australian Defense Force HF modernization programme. Participated in RFP preparation and vendor negotiations for RFP input



Telstra Applied Technologies Defence Division

• Marketing Manager Defense

  • Jan 1993 - Jan 1994

  Prepared business & marketing plans for over $50M of secure network & communication management projects & intellectual property development. International marketing & commercialization of Jindalee Over-the-Horizon radar technology. Successful government lobbying & ministerial briefings for International Defense export licenses. Event coordinator & trade show exhibition manager for Aerospace & major sponsorship events. Acted as contact point for sales enquiries and handles information and sales support requests Show less



Telstra Applied Technologies - Jindalee Over The Horizon Radar Project

• Scheduling Manager

  • Jan 1992 - Jan 1993

  Developed & integrated complex multi-level project schedules to meet customer & commercial milestones for this $800M leading-edge technology, H.F. radar surveillance, defense project.Led a team of 6 expert schedulers to status, validate, maintain & analyze the programme.Ensured the schedule was compliant & maintained within stringent international defense project management standards, MIL STD 7001 Cost Schedule Control System (CSCS) criteria.

• Cost Account Manager

  • Jan 1991 - Jan 1992

  Developed Cost Account management processes & tools, fully compliant with CSCS criteriaAdministered Cost Accounts & schedules worth over $55M.Prepared customer reports & presented customer updates & briefings to senior levels.Built customized software to facilitate planning of Cost Accounts & detailed cost estimates.



Telstra - Trunk & Radio Installation Division

• Project Manager

  • Jan 1985 - Jan 1991

  Coordinated the installation & commissioning of major nationwide infrastructure projects such as long haul digital microwave radio systems (PDH & SDH) & optic fibre transmission projects. Coordinated And constructed Melbourne to Sydney Trunk Digital Microwave radio projects Pioneered Frequency & Space diversity Digital microwave link over 160Km across Bass Strait. Team leader, establishing & commissioning major digital transmission sites across Australia. Researched, authored & launched the National Telstra Transmission Installation Practices & Standards manual (BIGTIPS) to obtain ISO 9000 accreditation. Show less



Australian Department of Aviation

• Senior Radio Technical Specialist

  • Jan 1980 - Jan 1985

  Maintenance of airways communications & navigation, including primary & secondary radar, instrument landing (ILS), navigation aids, air traffic control (ATC), HF, VHF & UHF air-ground-air systems, & SHF & microwave radio networks. Maintenance of airways communications & navigation, including primary & secondary radar, instrument landing (ILS), navigation aids, air traffic control (ATC), HF, VHF & UHF air-ground-air systems, & SHF & microwave radio networks.