Jul 2020 – Mar 2022 · 1 yr 8 mos · Singapore

• Ray’s was responsible for ISVs and System Integrators across Asia covering ASEAN, India/South Asia and Greater China region and is responsible for the recruitment, development and execution of some of the largest global and regional SIs and ISVs to collaborate with partners and customers across the region to help them leverage the DocuSign Agreement Cloud to transform the entire system of agreement process - from preparing to signing, acting on, and managing contracts and other types of agreements.
• Ray managed :
• Line of business ISVs, GSI/SI and Cloud Extension relationships for the region, with a focus on referral partners.
• Global SI Managed Partners (Spaulding Ridge, Morae Global, Wipro, JDX and Oya Solutions) in growing the CLM/CLM+ business in Asia. Main focal point for DocuSign relationship with GSIs (Accenture, Deloitte, EY and Wipro)
• Main Partner focus including Salesforce and SIs (Globe/ThirdPillar, Beryl8, Introv and IBM BlueWolf), ServiceNow, Oracle NetSuite, Workday, Microsoft and ProCore.

Feb 2019 – May 2020 · 1 yr 3 mos · Singapore

• Ray led the Strategic Partnerships business for the APAC and Japan markets, responsible for defining, managing, and executing the overall channel strategy for Global System Integrators (GSI) and Strategic ISV partners. This leadership role entails driving the overall growth and channel revenue of the company in the region:
• Demonstrable experience over 20+ years in enterprise sales, working with customers and global consulting partners.
• Assumed the role of Head of Partnerships, APJ from June 2019 to March 2020.
• Robust experience in building scalable partnerships with channel partners, global system integrators, and consultancies primarily Deloitte, IBM, Wipro, Infosys, Regional System Integrators (Rackspace and Acquia) and IBM’s ISV partner network across APAC.
• Experience with public cloud solutions across Software-as-a-Service (SaaS), Platform-as-a-Service (PaaS), and Infrastructure-as-a-Service (IaaS) markets.
• Evangelist in pitching and advocating solutions to businesses, with the ability to advocate effectively for cloud computing platforms and services across AI, ML, Security, IoT, Data & Analytics.
• Successfully established partnerships with Deloitte (ASEAN), IBM and its ISVs (APJ) in the domain of Cyber Security and Cloud Computing in FY19. Cloudflare is Deloitte’s Cyber Risk practice selected offering and IBM Cloud is a preferred strategic partner across the APAC/Japan markets for Cloud Internet Services via API cloud services.
• Successfully grew GSI and ISV business and quota with over 100% YtY growth in FY19.
• In his role, maintained executive partnership with GSI Partners, Client Account Leaders, Managing Directors and team in region (primary focus across Deloitte, IBM-ISVs and Rackspace)

Mar 2015 – Feb 2019 · 3 yrs 11 mos

• Ray led IBM’s Cloud and Cognitive offerings (Watson AI, Watson Internet of Things (IoT) to form new alliances and channel partners across Asia Pacific, Greater China and Japan. Primary role to evangelize the next era of cognitive computing. IBM as a Cognitive Business and Cloud Platform company and its investment in Watson. Ray worked to develop from ground up an ecosystem of strategic Business Partners., Global Solution Integrators (GSI), Independent Software Vendors (ISV) to expand the footprint in the area of Cognitive Computing powered by IBM Watson and its Cloud offerings. Key highlights included the following: -
• #1st employee in IBM’s One-Channel Team across the Watson AI business unit in Asia Pacific and Japan, trusted with the mission to establish IBM Watson as "start-up" entity within IBM across region.
• Channels Head in APAC with 4 direct FTEs reporting directly (ASEAN, India, Korea and ANZ).
• Established existing and prospective channel partners such as Global Systems Integrators (e.g. Deloitte, Accenture, KPMG, as well as WW-Indian GSIs), Value-Added Distributors (e.g, Tech Data, Ingram Micro, Arrow, Redington) plus ecosystem of Value-Added Resellers (VAR) and ISVs in promoting and selling IBM Cloud, AI/Cognitive and IoT solutions.
• Recruited key GSI partners – Deloitte and Accenture as AI partners – end to end onboarding, training, sales support and development of Cognitive and AI, IoT prototypes and joint solutions.
• Built up a Watson AI Partner and ISV Ecosystem across APJ region in excess of 70+ organisations by exceeding FY15-FY18 targets by over 100% YtY growth.

Oct 2013 – Feb 2015 · 1 yr 4 mos

• Ray was IBM’s Big Data & Analytics Leader across all IBM brands in Australia/New Zealand which includes the following key responsibilities: -
• Responsible for overall P&L in excess of USD $300M across IBM Big Data & Analytics brands across ANZ with a team size of 100+ FTEs.
• Focal point for GSI partnerships across Data & Analytics for Deloitte, IBM, TCS, Wipro and Cognizant.
• Built IBM's external reputation in the Industry and its associations through membership and advocacy
• Nurtured key ISV relationship with focus on Data & Analytics with a focus on IBM Embedded Software Agreement (OEM), where Partners create their own IP on IBM Platform. An example being the Tour de France deal which included IBM Analytics, IBM Weather as part of the agreement with Dimension Data Globally.
• Establish and maintain influential senior executive relationships in appropriate accounts and across the industry and Analyst network.
• Constantly developed and presented IBM's Industry Points of View at Industry and Analyst forums.
• Lead large multifunctional teams to develop and close the most complex, leading-edge, high-risk opportunities, planning and leading negotiations with all levels of customer/prospect management, including senior executive management with the following key attributes: -
• Executive Leadership • Business Analytics thought leadership
• Cross-brand Sales Enablement • Account & Relationship Management
• Sales Planning & Forecasting • WW Analytics SME and focal point

Jan 2010 – Sep 2013 · 3 yrs 8 mos

• IBM Growth Market Unit (GMU) consists of over 140 countries, and the only locations excluded were the US, Canada, Western Europe and Japan. To put the size of the GMU in context, the market contains the world’s second largest economy, 8 of the world’s 10 most populous countries and 55% of world GDP growth. Ray was responsible for growth of IBM’s Business Intelligence and Performance Management services and consulting business for Growth Markets (AP, GCG, MEA, LA) within IBM’s Business Analytics and Optimisation practice responsible to grow IBM’s Software and Services through Distributors and Resellers.
• Accomplishments: -
• ● Achieved 6 consecutive Quarterly growth and responsible for sales enablement in 2011 and 2012 by achieving over 250% plan.
• ● Led a regional team to significantly exceed the signings plan for BI&PM offerings as well as Cognos services sales in 2011 and 2012 with significant focus on In-memory Analytics. Deloitte being one of the largest Cognos partners in region.
• Direct Consulting with clients by involvement in Business Analytics Flagship projects by relocating to Asia (China and Malaysia) for 2.5 years.
• In 2011-2012, championed a regional cross-brand initiative by conducting a total of 35 sales & consulting workshops across 23 countries generating a total of 220 client nominations, created a pipeline for S&D sellers in excess of USD $44m.
• ● Awarded IBM’s 100 percent Club and Sales Eminence Award for 2012 (Top 40 GBS ANZ Consultant)

Jan 2008 – Jan 2010 · 2 yrs

• Ray relocated to Japan and held the responsibility for growth of IBM’s Cognos acquisition services and consulting business in Japan. In 2009, identified as core part of the IBM team to lead the Business Analytics and Optimization Service Line launch and practice in Japan, as part of a global team.
• Accomplishments: -
• ● Selected as the Top Performing Cognos Executive Worldwide within IBM GBS Services for Cognos
• ● Responsible for achieving 200% of Plan signings for Cognos in Japan.
• ● Focal Point for Japan (quarterly) presenting to IBM SLT consisting of Ginni Rometty (ex IBM Chairman, President and CEO) and senior leadership.
• ● Delivery Executive for Analytics and Information Management projects for MNC organisations
• ● Championed the IBM CFO Study in Japan and was part of an interview process of nearly 50 Finance Executives cross-Industry. Close Collaboration with Deloitte’s and KPMG’s Financial Advisory and CFO program teams
• ● Speaker at IBM and external events on Business Analytics
• ● Analytics Advisor and Focal point for the direction for IBM’s Global Delivery Centres across China.

Jan 2006 – Jan 2008 · 2 yrs

• As part of IBM’s Financial Management practice, led the Performance Management practice across Asia Pacific - primarily responsible for Services and Consulting projects and new sales opportunities.
• Accomplishments: -
• ● Fostered and maintained strong vendor alliances (primarily with Cognos and Hyperion)
• ● Exceeded plans by 100% of personal targets assigned
• ● Led the successful delivery of 4 large consulting projects across Asia (Malaysia, China and Japan)
• ● Championed the IBM CFO Study in Asia Pacific, and was part of an interview process of nearly 100 Finance Executives cross-Industry
• ● Speaker at Deloitte and Cognos Finance Forums across Asia Pacific

Jan 2001 – Jan 2005 · 4 yrs · Melbourne, Australia | Singapore | Tokyo, Japan

• Joined KPMG in 2001 as the Performance Management and Planning, Budgeting & Forecasting SME working with key ANZ clientele. Focused on working with key national clients with focus on continuous improvements within the Office of Finance. Primary focus on Oracle Hyperion EPM/BI solutions, consulting and pre-sales activities.

Jan 2000 – Jan 2001 · 1 yr · Melbourne, Victoria, Australia

• Joined as a shareholder within Outlooksoft Australia – focusing on Budgeting, Planning and Consolidation solutions across clients in ANZ. Responsible for the services business and growing the footprint of Outlooksoft solutions in ANZ.

Mar 1998 – Jan 2000 · 1 yr 10 mos · Kuala Lumpur Malaysia | Melbourne, Australia

• Focused on delivery of BI and Datawarehousing projects across Asia Pacific. Primary role included implementation of solutions (powered by Comshare/Hyperion) solutions across cross-industry clients.