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Alvin Chan Yew KongMobile: +6012-322-7880
Email: [email protected]
MANAGEMENT PROFILEWith many years experience in Channels and Direct Sales business and strong relationship with the Channel Sales Business Partners, Alvin is a highly accomplished professional with over 20 years of diverse sales and marketing experience poised to transition solid background in corporate strategies, strategic planning, solution sales, and operational efficiency to excel in a management position. Results focused and “street smart” effectual leader with proven ability to propel and/or turnaround businesses with unsatisfactory sales trends. Exceptionally passionate and driven; offers outstanding team leadership, well developed interpersonal skills and excellent clients’/business partners’ relationships to motivate others in a supportive, cooperative team environment. With impeccable solution-based selling experience encompassing strategic imperatives which include enterprise operations efficiency, cloud, data analytics and enterprise security software to ensure total solutions for the stakeholders. A complete growth engine that delivers value engaging all technology gears to include consultancy services, hardware and software optimizations, emerging technologies and enterprise operations efficiency. IBM (Malaysia) Sdn Bhd Since 1995
April 2010 – Country Manager, Systems and Technology Group (STG)IBM (Malaysia) Sdn Bhd In April 2010, Alvin was promoted to lead a team with specific focus to revive the General Business market. Alvin was specifically challenged by the Country General Manager to assume this role with a clear directive to turn around the STG business in Malaysia. The main objective given to the team was to grow the entire STG business from high-end servers and storage systems in the industry.
Worth mentioning : Accountable for Annual Sales Revenue Target of over USD 45 million. “Lead with Professional Services for a Difference” - Upon assuming this role, Alvin decided a change and ignited a strategy to collaborate with IBM Global Services (IGS) on joint sales visits which gained utmost respect and support from the Country General Manager. Jointly with the IGS leader, Alvin developed “off-the-shelf” services offerings which led the sales engagements with IBM customers. The 4 services offerings addressed the evolution, at that point in time, of Cloud, Analytics, Mobile Computing & Social Media. Upon deploying this strategy, the team gained extraordinary business respect and integrity from the market with the clear message of “Do Not Buy Extra Before We Know What You Require”. For a change (with “Lead with Professional Services” strategy), the team managed to secure 5 major systems, software and services contracts (2 – Govt, 2 – Banking, 1 – Service Provider). In 2011, the team managed to over-achieve the assigned budget by more than 40%. All pillars (high-end servers, Intel servers and storage systems) have shown positive double digit YTY growth. With strong collaborations with IBM Global Services and the business partner communities, the team has also improved the net new business in just 2 years.
June 2009 – March 2010Country Manager, Storage Systems GroupIBM (Malaysia) Sdn Bhd
In late 2008, Alvin was solicited by the Systems and Technology Group (STG) Executive to lead the Storage Systems Group (SSG) in Malaysia once again. The primary objectives were to rejuvenate as well as motivate the local team including business partners and to turn around IBM’s storage market share position.
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Alvin Chan Yew KongMobile: +6012-322-7880
Email: [email protected]
Worth mentioning : Accountable for Annual Sales Revenue Target of over USD 19 million. Leading a team of 5 Storage Sales Specialist, the local IBM SSG business had grown by 19% within a span of 9 months. Converted and recruited 3 major local competitive storage Systems Integrators as IBM Business Partners. Realigned and rejuvenated the business partners’ ecosystem and resources to contribute more than 80% of the local IBM total SSG revenue. More importantly, by launching and leading with a professional services approach, the team managed to refresh as well as convert the entire storage requirements to IBM Enterprise Storage in 3 major accounts (2 in Banking, 1 in Govt)…producing an epic Win-Win-Win showcase (Customer-IBM STG- IBM Global Services win). The strategy deployed was “Analyze and Optimize” before investing with “IBM Data Consolidation and Optimization” services.
November 2005 – March 2009Regional General Manager (Asean/SA)InfoPrint Solutions Company (Ricoh/IBM Joint Venture) (Previously known as IBM Printing Systems Division)
During the acquisition of IBM Printing Systems Division by Ricoh in 2005, Alvin was seconded by IBM to lead the transition of the merger for a period of 3 years. Reporting to the Vice President of Asia Pacific, Alvin was responsible for the overall organization, business operations and transformation in 6 major countries in Asean/SA (MY, SGP, India, TH, Vietnam, Phil). Alvin was appointed primarily to turn around the negative growth trends demonstrated since 2000 in the output management solutions business and to oversee a smooth and flawless transition from IBM to Ricoh.
Worth mentioning : The Asean team achieved a whopping 49% net new revenue growth for the hardware, software and services business in 2006. For the first time since year 2000, InfoPrint Solutions Company in Malaysia over achieved annual budget in 2006. In just 15 months, the team secured record breaking results in the Production printing arena totaling close to 20 new continuous forms engines across the ASEAN/SA. With finite resources in hand, as a leader, I have to understand the marketplace, then slice and dice the pie to decide the correct business strategy and route-to-market that we need to enforce upon for ultimate success. Hence, a solid business partner strategy was put upon and executed across all 6 countries. In addition, I also emphasize on providing easy to access total solutions approach for our clients and Business Partners. Training and new technology update programs on a quarterly basis is also a critical driver for clients and Business Partners alike for them to be up to speed on the latest technology offerings. It may seem cumbersome at first but my team has benefited from this initiative as it really will lift up a rock from our shoulders. During the second half of 2006, a new route-to-market channels model was setup recruiting 10 new and active Business Partners that have contributed to the bottom line of the business. The team has seen a strong double digit YTY growth again in 2007 with major contributions from the growth of Industrial and Workgroup printers from our business partners. Sales Revenue for 2007 was over USD 25 million with 60% contribution from Workgroup proniters from business partners.
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Alvin Chan Yew KongMobile: +6012-322-7880
Email: [email protected]
2003 to Oct 2005 Manager, Storage Systems GroupIBM (Malaysia) Sdn Bhd Reporting to the Asean Executive of Systems Group, Alvin was appointed to lead the Storage Systems Group (SSG) in Malaysia and to rejuvenate IBM storage market share in Malaysia. Alvin led a team of 7 resources (Sales and Presales) in Malaysia focusing on storage solutions.
Worth mentioning : Grown net new hardware business 37% YTY by December 2003. SSG Malaysia jumped 2 notches to position #2 after HP in IDC 2003 external storage tracker. Cultivated and motivated a strong business partner community that had contributed over 70% of the total SSG revenue in Malaysia in 2004 and 2005. Under the leadership of Alvin, SSG Malaysia in 2004 achieved another promising double digit growth year-to-year (YTY). Sales Revenue for 2005 was over USD 14 million.
2000 to 2002Regional Channels Manager, Storage Systems Group, Asean/SAIBM (Malaysia) Sdn Bhd
Reporting to the region Business Unit Executive, hired as an innovator to streamline, grow and enable business partners across the Asean region.
Worth mentioning : Established the first preferred routes to market definition by storage product offerings and implemented this strategy in IBM Asean/SA. Implemented Business Partner incentives program that was new to IBM. This program focuses on resources and high performance. Other divisions in IBM soon adopted the same program as a result of the success and business partner satisfaction.
1995 to 1999Advisory Sales Specialist, Financial Services Industry - IBM RS/6000 IBM (Malaysia) Sdn Bhd
Served as the top sales person responsible to spearhead IBM Unix servers into the local banking, insurance and stock broking industry.
Worth mentioning : Took IBM’s Unix market share to Number Two position in the financial services industry in Malaysia from almost ground zero. Out of the 4 years as Advisory Sales Specialist, over achieved revenue commitments in 1996, 1997 and 1999. Installed the first IBM renowned parallel processing SP2 system in Standard Chartered Bank and Maybank Malaysia in 1996, one of the first in the Asean region.
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Alvin Chan Yew KongMobile: +6012-322-7880
Email: [email protected]
NCR (M) Sdn Bhd January 1991 - May 1995Account Manager (1992 to 1995)Systems Engineer (1991 to 1992)
1992 to May 1995Account Manager, Financial Services DivisionNCR (M) Sdn Bhd
Responsible for the overall business relationships with a number of major Banks in Malaysia namely Maybank, Hock Hua Bank, Bank Utama, and Bank Negara Malaysia.
Worth mentioning : Over achieved revenue commitment for all 2 years in sales position. Sold and installed 600 units of ATMs in Maybank (1993) Installed the largest NCR Unix Systems at Hock Hua Bank (1994) Secured the largest consultancy services contract ever for NCR Malaysia - Business Process Re-engineering to Maybank’s loans process (1994).
Language SkillsEnglish : Spoken (Excellent) / Written (Excellent)Malay : Spoken (Excellent) / Written (Good)Cantonese : Spoken (Excellent)Mandarin : Spoken (Fair)
EducationBachelors of Science (Honors) in Electrical EngineeringUniversity of Alabama at Birmingham (UAB)
Professional Certificates Eta Kappa Nu (Electrical Engineering) Honor Association Tau Beta Pi Honor Society Golden Key National Honor Society Phi Kappa Phi Honor Society Who’s Who Among Students in American Universities & Colleges Institute of Systems Science (National University of Singapore)
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