Oct 2018 – Aug 2021 · 2 yrs 10 mos

• Achieve IBM's deal economics through rigorous adherence to commercial and business development discipline. Created and executed programs improving win rate by 30 points
• Lead focused efforts around 'new-logo' signings through technology partnerships with cloud, application and networking vendors and through IBM's Third-Party Advisor (TPA) program with Deloitte, KPMG, ISG, Everest and Gartner
• Revitalize our Large Deal Win/Loss program, over 100 win/loss reviews conducted. The analysis and case studies aid deal coaching opportunities with a Total Contract Value >$2B

Feb 2015 – Sep 2018 · 3 yrs 7 mos

• Led competitive programs for complex deals across Asia Pacific. Facilitated win strategy clinics, competitive wargaming workshops for senior deal-makers contributing >$1B in signings
• Incubated the IBM Design Thinking Practice (5 member team), conducted client workshops that led to improvements in delivery NPS scores and client references
• Founded the Services Competitive Council, responsible for developing and communicating competitive counter-tactics to our sales leadership. Outcomes include best practices in Price to Win, Third-Party Advisor Program, Win/Loss learnings and over 30 competitive Wargaming workshops

May 2009 – Jan 2015 · 5 yrs 8 mos

• Pioneered the use of financial forensic analysis for segmenting enterprise clients for business development – adopted by the IBM Mega Deal Board, resulted in >$700M in cloud led digital transformation projects and annuity revenue
• Led the creation of IBM’s Business Development platform (Crystal+), partnered with Zurich Research labs to commercialize the offering externally for clients as Watson Company Analyzer for cognitive company profiling and insights
• Identified 22 new clients ($740M TCV) for mega deal pursuit in AP and Latin America (ASEAN India and Brazil Banking, Mexico CPG and India Generic Pharma) on leveraging analytics for identification of high value prospects for Long Term Signings

Mar 2005 – May 2009 · 4 yrs 2 mos

• Designed and delivered sales enablement and marketing programs to accelerate digital transformation across IBM's Public Sector business across AP
• Led the strategy and business development workstream around Indian Healthcare market, led to the expansion of IBM's business across 6 hospitals in India
• Focused efforts to build a partner ecosystem with local SI's and key influencers to expand our business across Central and State governments across Asia Pacific
• Led account workshops and Industry round-tables for demand generation in Healthcare and Life Sciences.

May 2001 – Mar 2005 · 3 yrs 10 mos

• Provided business planning and strategy guidance for IBM Senior leadership across Japan, Korea, ANZ, ASEAN, India and Greater China.
• Developed and supported IBM's ecosystem growth via channel enablement by delivering key insights on leading ISV's and leading system integrators in the region

Jan 1998 – May 2001 · 3 yrs 4 mos

• Responsible for managing IT Services research practice including research identification, methodologies and the expansion of the services research portfolio
• Undertake consulting projects (research, analysis, reporting, presentation)
• Responsible for developing IDC's services/outsourcing market model, incorporating market sizing, segmentation and growth projections

Jul 1994 – Jan 1998 · 3 yrs 6 mos · Singapore, Singapore

• Led Marketing for a leading Telco Network Integrator in Singapore. Identified and forged partnerships with key NW vendors to improve our Solution Partner Program. Expanded market share by 12% in WAN/LAN services in Singapore
• Responsible for internal and external marketing communication including building our first website, led the quarterly steering committee meeting for clients, prepared sales enablement materials including references and organized press and analyst events