Resume

 

Mr. JIANG Yingchao || M: +65 81266981

E: Tekjiang@gmail.com || Engineering Bachelor

Race: Chinese||Singapore PR

Language: Mandarin & English

Birth of Date: 05-Nov-1978

 

 

OBJECTIVE JOB

Regional Business Development Manager, Product marketing Director, Sales Director

PERSONAL SUMMARY

35 years old || Nationality China|| Location: Singapore || Telecommunication

  Over 14 years’ working experiences in Telecommunication industry, highly focus on the network management market in Asia, personal working experience from field engineer, worldwide expert, customer support, sales support, BDM position. Currently I engage in regional business development manager of Rohde-schwarz in APAC, responsible for sales pitch, new product introduction, market research, competitive analysis, regional business strategy definition. Lead the local salespeople to achieve the sales target.

SPECIALTIES

Deep understanding of APAC telecom market and trends

Strong consultative selling for complex solution

Strategic business approach

Partnership management

Business development through indirect or direct approach

Project management skills

Multinational working experience in leading company in industry

Expertise of Telecom knowledge (GSM, UMTS, LTE, SS7, IMS, VOIP, Network monitoring/optimization, VAS, Billing, Data service, etc)

Familiar with OSS/BSS,SDN/NFV , PCC, Billing& Charging architecture

Proficient at Unix, Linux, Oracle, MySQL, Virtualization software

Wide knowledge of IT solution(Servers, Switch, Router, HUB, converter, TAP …)

Expertise on the DPI,CEM, SQM, OSS, BSS and relevant VAS value added system

Multiply the technology to wide business sector such as enterprise security, cyber defense, firewall …

Quick self-learner on the new technology and solution in the Teleco and Security Eco-system (IoT, M2M，5G,Network virtualization …. )

 

Professional Experience

Rohde-Schwarz Headquarters Singapore2013.1 to Present

Regional Sales and Business Development Manager
Start up DPI solution business in R&S east region (APAC/ME/AFRICA)

Define and implement Go-To-Market strategy in the APAC territory

Work closely with regional and local subsidiaries to increase the sales growth

Acting direct and indirect selling to Key Accounts in various market segments (Enterprise, Infrastructure, Telecom)

Established key partner footprints in the region, engage with key stakeholder in the customer organization including the C-Level decision maker
Define the business strategy, resource planning to achieve the sales target

Responsible for the market promotion through the webinar, trade shows and internal press release

Increase the product and company recognition through the major event presenter in Asia Region

Manager the regional sales person and align with local country manager to increase sales revenue

Account for the Key account management , direct driving business to sales closure

Over achieve the target in the first year 2M Euro

Accurate reporting and maintain sales funnel via CRM tool (salesforce, KISS, SAP)

Broad business domain from Telecommunication to Security(UTM, APT, next-gen firewall, SIEM,DDos ….) to address potential

Widely market and customer knowledge in the region(Philippine, Vietnam, Thailand, Malaysia, Taiwan, China, Hongkong, South Korea, Japan)

 

 

 

Astellia Asia Pte Ltd2010.9 to 2012.12

Business Development Manager/Technical Account Manager

Selling the OSS and Probe-based mobile network monitoring solution to mobile operator in ASEAN, the umbrella system includes fault management, network performance management, CEM and data usage applications. I have approached the different groups inside customer’s organization (operation, marketing, top management, optimization).

Positively drive the business of Astellia in ASEAN region (Thailand, Vietnam, Malaysia, China, Laos and Cambodia), work with various teams in France HQ (product, sales, engineering, marketing, customer support) in order to achieve the sales target and customer satisfactions

Be involved in the entire sales cycle from presales phase (prospect development, opportunity qualification, foster partner, product presentation, demo system demonstration, sales close) to post-sales phase (project kick off, project handover, system acceptance, customer support, system maintenance):

·   Maintain sales activities including custom requirement assessment, channel qualification, product demonstration and C-level presentation

·   Take in charge of RFx answer and solution proposal

·   Manage Sold accounts on an on-going basis, achieve continued revenue growth and revenue retention

·   Sell technical solution to High level executive decision makers

·   Hand on system field trial and coordinate with back office support if required, manage all the PoC project progress in presale phase.

·   Plan and develop marketing strategy to make the product known by the target customer

·   Collaborate with the regional Sales to create product awareness and demand

·   Set new product/release pricing to adapt the different market situation

·   Research market and developing the core positioning and messaging for the product

·   Lead local team including partner’s employee to make customer’s satisfaction

Business development

·   Proactively develop sales channel in the region

·   Define the go-to-market plan and execute effectively

·   Engage the potential partner and prospect to generate lead

·   Be able to work closely with the sales team to develop sales tools and training packages for partner

·   Develop and manage customer royalty for improved sales success

·   Be capable of chasing up new business opportunities

·   Increase brand awareness and bring in new customers

·   Maintain relationships with key clients

·   Have Excellent lead generation and development skills

·   Define strategic partnership, manage long-term relationship

Monitor and maintain the sales pipeline, lead, opportunity, forecast monthly basis

Design the go to market plan for Asia region

Define the value proposition to penetrate the different countries

Prioritize the sales among 7 accounts

Create the significant footprint in China mainland through a strategic partner; succeed to achieve the continual revenue growth in past two years.

Have developed several new business opportunities in Vietnam, Thailand, value worth $3M adding into pipeline (e.g AIS, Mobifone, CSL, True Move).

Reinforce exist partnership, building up 4 new channels

Have organized company event in CommunicAsia 2011, engaged with the C-level contacts of mobile operators

 Directly developed the business in the new countries - 0.5M$

 

Tektronix South East Asia Co. Ltd    2009.9 to 2010.9

Senior system engineer– APAC

As per my prominent performance passed 3 year in Tektronix China I was assigned to relocate Singapore office responsible for system deployment, post-sales service, take charge of customer in ASEA.

Coordinate the RFP request for proposal process to define needs, identify system solutions, evaluate, and define all the 3^rd party tools for project;

Delivered $4M project on-time/on-budget by working crossly with functional team and reinforce the customer relationship

Maintain $3M project for technical support and assist on new product/feature demonstration

Act as an Implementer and System Administrator for several projects, meanwhile as a team member cooperation with worldwide peers (US, Australia, China teams)

Tektronix (China) co. Ltd 2006.7 to 2009.9

Senior customer service supervisor –APAC

Serve as Customer Service supervisor for 4 main telecom carriers in APAC (Thailand-AIS, Singapore- Singtel, Singapore-Starhub, Bangladesh-Grameenphone), interactive work with Australian support team in Telstra, Optus as well.

Promote to lead local partner in daily call/email support task;

Collaborate with Customer service senior Manager and Project Manager to create strategic plans to enhance customer satisfaction;

Provide partner with tools to maintain and increase service levels to customers, co-operate with internal (Sales, Business Consultant, Product Line Manager) departments to promote service contests;

Clarify information, and distribute reports;

Gather, analyze, and report monthly service statistics.

·   Perform system pre-sales support, design, configuration, test and maintenance of system solutions.

·   Describe the problem solving requirements for the position, the type and scope of independent decision making, and the constraints surrounding problem solving and decision making.

·   Instruct in improving customer-satisfaction ratings through suggest development, and implementation of new reporting procedures.

·   Increased knowledge by assisting with development and implementation of product-awareness program.

·   Enhanced local engineer performance and attendance through daily mentoring, one-on-one discussions and motivational strategies.

Alcatel-Shanghai Bell Co., Ltd 2000.7 to 2006.7

Field customer service Engineer (2000.7-2002.1)

·   System Configuration & Commissioning: System configuration & commissioning performed on all production and field network system.

·   System Maintenance: Resolve customer outages.  Troubleshoot all customer reported problems, upgrade system, replace hardware.

Technical Leader for emerging customer in LAOS(2002.1—2002.7)

·   Turn-Key project delivery, lead 7 team members to deploy 2 GSM network in 6 months.

·   Coordinate with national logistic department, 3rd-party supplier

Worldwide L3 Expert (2002.7—2006.7)

Provide top-notch support (24*7) to internal and external customers. Process internal lower lever support procedure, answer questions, respond to concerns, and alleviated Portugal call center tasks, track internal fault report system, regularly maintain and update faults matrix report with professionalism and sensitivity. Help Training Manager in creating and updating training materials. Submit weekly report to Global support manager and Developer PM to carry out work plan. Totally, relocate France 9 months to support L1/L2 technical assistant center, directly facing the customer in the EMEA region.

·   Selected to coach and mentor L2 support for professional service procedure and SLA improvement.

·   Have achieved perfect score on all phone monitors throughout tenure.

·   Have received outstanding contribution of Tech Assistant Center.

 

Education and Training

09-1996 to 07-2000 · Bachelor  · HENAN University of Science and Technology · Electricity and Automatics

 

2000 ·  Solaris System Administration                 ·  Sun Co. Shanghai

2001 ·  Router configuration and commission          ·  Cisco Co. Shanghai

     2002 · customer satisfaction and profession service   · Alcatel-ShanghaiBell

2004 · Strategic of support supervisor          · Alcatel-ShanghaiBell

         2006 · Sun/Solaris operation & maintenance        · Tektronix Co. Dallas US