Agnes Chow
Padstow,NSW
Summary
Experienced Services Sales Director with a proven track record in the information technology and services industry. Demonstrated expertise in developing and executing go-to-market strategies, collaborating cross- functional teams, establishing strategic partnerships, and driving order and revenue growth. Adept at effectively managing key accounts and delivering exceptional results. Possess an MBA from The University of Adelaide, Australia, further enhancing strong program and project management skills.
Overview
28
28
years of professional experience
Work History
Sales Director
HPE Services
Hewlett-Packard HK SAR Limited
05.2024 - Current
- As a trusted strategic advisor in customers’ value added, outcome-driven digital transformation
- Enhanced customer satisfaction with a focus on fostering long-term relationships, consistently addressing client needs, and providing exceptional service.
- Provide Hybrid Cloud, HPC and AI, Intelligence Edge, Cybersecurity end-to-end solutions and services to help customers meet their business challenges and needs.
- Prepared sales presentations for clients showing success and credibility of products/solutions and services.
- Structure the deal and collaborate with cross-functional teams to develop solution offerings that addressed evolving customer demands.
- Achieve sales goals and services targets by generating new pipelines.
- Achievement: FY2023 achieve 100% sales target
- Award: FY2024 Q2 BU Top Sales
Senior Services Sales Manager
Pointnext Services
Hewlett-Packard HK SAR Limited
11.2018 - 04.2023
- Handled customer relations issues, enabling quick resolution, and client satisfaction.
- Increased sales revenue by developing and implementing effective sales strategies.
- Provide Edge-to-Cloud Platform end-to-end solutions and services to Enterprise Customers
- Provide Advisory and Professional Services to FSI Enterprise, Major Utilities and Telecommunication services providers
- Act as Senior Account Manager of HPE Pointnext Services and mainly responsible for Banking and Finance, and Telco industry
- Identify new opportunities, expands and enhances existing opportunities to build and manage pipeline in specialty area – cloud advisory and assessment services, pay as you go offering, DevOps solution and professional services, managed operation services etc, on top of datacentre infrastructure services
- Teamwork with pre-sales technical consultant, business development, service delivery team and channel partners, to formulate & develop the solutions proposal and service offering to the customers
- Build close and trustful, professional, working, and consultative relationship with clients, by developing core understanding of unique business needs of client within their industries
- Contributes to solution & proposal development, business case development, sales presentation, tender bidding process, contract negotiations and deal closings
- Work with order processing team and service delivery team to make sure on-time service delivery and smooth project implementation
- Get customer feedback and maintain good customer satisfaction on our solutions and services by regular service review meetings with customers and service delivery team
- Maintain update knowledge of competitors, new technology and services offering, and market/industry information in account to strategically position HPE’s technology and services better
- Achieve sales target yearly, provide accurate sales forecast to sales management
- Keep CRM update and maintain good records of business expenses incurred
- Major Achievement: FY2023 achieve 100% sales target; FY2022 achieve over 100% sales target; FY2020 achieve over 100% sales target; FY2019 achieve over 100% sales target
- Major Award: FY23 Q1 Top BU Sales Rep, FY22 Q1 Top BU Sales Rep, FY22 Q1 Top workload deal award, FY20 APAC FY2020 winners of APAC Winners’ Summit, FY20 Best Sales Rep Award (Full Year), FY20 Q1 APAC Best Greenlake/Consumption Win Special Award, FY20 Q2 TPM competitive Win Back Program Winners, FY20 Q3 TPM Stars - Top Seller Award, FY20 Q4 TPM Stars - Top Seller Award
Senior Account Manager
Oracle Systems Hong Kong Limited
10.2017 - 10.2018
- Developed long-lasting client relationships by providing exceptional customer service and support.
- Sell technology software products and related services in a defined territory
- Enhanced communication between departments for more effective problem-solving and collaboration.
- Identify, qualify and close new opportunities of IaaS, PaaS and Blockchain, IoT, Intelligent Bot
- Manages accounts including entire sales process from business development prospecting and user requirement collections, solution specifications, tender bidding, contract negotiations, signing and post-sales support
- Leverage the Oracle sales model to maximize revenue growth and increase local market share
- Build and expand business partner revenue and self sufficiency
- Job duties are varied and complex, needing independent judgement
- Project lead role
- Ability to forecast, manage sales expenses and successfully close new Oracle Business
- Business Development, prospecting and presentation skills, excellent communication skills and problem solving abilities for handling all sales and related issues
- Major Achievements: Close the 1st Blockchain Project in Oracle Hong Kong within 6 months
Senior Services Sales Manager
Technology Services
Hewlett-Packard HK SAR Limited
10.2013 - 10.2017
- HPE helps customer to accelerate their digital transformation by transforming hybrid infrastructure, protecting digital enterprise, empowering data-driven organization, enabling workspace productivity
- Act as Senior Account Manager for Technology Services and mainly responsible for Leading Banking and Finance, Shipping and Logistics, Airline, Telecommunications and Property Management industries
- Identify new opportunities, expands and enhances existing opportunities to build and manage the pipeline in specialty area – Technology Service including datacenter infrastructure support services, project implementation services, upgrade and migration services, advisory and consultation services, datacenter relocation services, datacenter operation services and on-premise private cloud services…etc
- Teamwork with pre-sales technical consultant, business development, service delivery team and channel partners, to formulate & develop the solutions proposal and service offering to the customers
- Build a close and trustful, professional, working, and consultative relationship with the clients, by developing a core understanding of the unique business needs of client within their industries
- Contributes to solution & proposal development, business case development, sales presentation, tender bidding process, contract negotiations and deal closings
- Work with order processing team and service delivery team to make sure on-time service delivery and smooth project implementation
- Get customer feedback and maintain good customer satisfaction on solutions and services by regular service review meetings with customers and service delivery team
- Maintain update knowledge of competitors, new technology and services offering, and market/industry information in account to strategically position HPE’s technology and services better
- Achieve sales target yearly, provide the accurate sales forecast to sales management
- Keep CRM update and maintain good records of business expenses incurred
- Major Achievements: FY2017 Achieve over 150% sales target, FY2016 Achieve 102% sales target, FY2015 Achieve 150% sales target, FY2014 Achieve 138% sales target
- Awards: FY2016 100% Quota Achiever, FY2015 HPE Winners’ Summit, FY2015 Outstanding Service Sales Award, FY2015 100% Quota Achiever, FY2014 100% Quota Achiever
Managed Services Business Development Manager
Printing and Personal System
Hewlett-Packard HK SAR Limited
11.2009 - 09.2013
- Increased client base by identifying new business opportunities and cultivating strong relationships with key decision makers.
- Facilitated regular communication with clients to ensure their needs were met, fostering long-lasting relationships built on trust and mutual respect.
- Act as Managed Services (MS) sales lead and manage sales funnel for Hong Kong Country
- Act as a Services Principal to assist Enterprise Account Managers to provide consultation services on Managed Print Services (MPS) and Printing Solutions
- Provide sales presentation to Enterprise Accounts and Global Accounts
- Build close account relationship and trust with target accounts
- Manage resources for bidding projects
- Conduct data analysis, prepare future state recommendation, and business cases justification
- Comply with HP internal policy and governance process during pursuit process
- Prepare and present proposals to executive level and working level
- Finalize the solution and services offering
- Formulating bidding strategy
- Contract Negotiation
- Line up with different internal departments and services delivery team and external partners to deliver the service and solutions
- Prepare sales strategy to Sales Director
- HP Inc is an American technology company, created on November 1, 2015 as one of two successors of Hewlett-Packard, the other being Hewlett Packard Enterprise
- It develops and provides hardware, such as personal computers and printers
- Major Achievements: FY 2013 1H achieve 102% sales target, FY2012 Achieve ~105% sales target, FY2011 Achieve over 150% sales target, FY2010 2H achieve over 120% sales target, Close 40 Managed Services projects in 3 years
- Awards: FY2013 HP Winners Summit, FY2012 HP PPS Strategic Project Win of the Year, FY2012 100% Quota Achiever, FY2012 HP Winners Summit - Sales Representative of the Year, FY2012 HP Winners Summit, FY2011 Outstanding Sales Achievement, FY2011 100% Quota Achiever, FY2011 Q2 IPG APJ’s Winner Circle – Award of Excellence, FY2010 March Unstoppable winners
Business Solution and Service Manager
Lexmark Global Services
04.2009 - 10.2009
- Act as a Business Consultant to assist Enterprise Account Managers to provide consultation services on Managed Print Services (MPS)
- Provide presentation to Enterprise Accounts and Global Accounts
- Manage resources for site assessments
- Conduct data analysis, prepare current state and future state recommendations
- Present proposals to customers
- Supervise the Customer Operation Team for service delivery
- Line up with different internal departments and external partners to deliver the service and solutions
- Conduct project implementation plan, monitor process and make sure the project runs smoothly
- Prepare sales strategy to General Manager
Business Consultant
Fuji Xerox Global Services
06.2007 - 04.2009
- Act as a Business Consultant (BPS) to assist Account Managers or Client Managers to provide consultation services on Business Process Services (Imaging and Printing) and Enterprise Document Management System
- Developed business strategies by conducting comprehensive market research and competitor analysis.
- Increased client satisfaction by implementing tailored solutions for their unique business needs.
- Getting User Requirements, PowerPoint Presentation, Preparing Proposal and Implementation Plan
- Line up with different vendors and partners to provide a total solution to the customers
- Major Achievements: Within one year, I have closed five mega deals (including EDMS and imaging services projects) with over $5 million sales revenue
Business Solution Manager
Ricoh Hong Kong Limited
05.2004 - 06.2007
- Act as Sales Manager of one dedicated Vertical Market - Logistics Industry
- Lead a sales team and formulate sales strategy to meet the sales target
- Through consultation approach, mainly provide Electronic Document Management Solutions (EDMS) and Printing Solutions with appropriate hardware to penetrate new accounts
- Organize regular marketing events including seminars, workshops and exhibitions for prospects generation
- High Involvement in solution-based projects, such as line-up different parties (internal departments or external partners) and lead the projects from prospecting stage to implementation stage
- High participation with subordinates in the process of getting user requirements, proposal preparation and presentation
- Lead team to understand the business process flow, conduct cost analysis and identify key problem statements and user requirements
- Major Achievements: Over 250% increment in terms of project installation of solution business (EDMS and Printing Solution) in Logistics vertical market in 2007, Nominated as the committee member of Ricoh Staff Club 2007, Nominated as the member of two strategic task forces 2007, Nominated as the representative of Ricoh Hong Kong Ltd to participate Ricoh Asia Pacific 8th Sales Presentation Contest 2006, Successfully lead a total solution project (EDMS, Printing Solutions, Hardware and outsourcing services) to penetrate a new account (Well-known Financial Institution) and finally got a 5-year services contract (which worth over $2.5 million sales revenue) in 2006, Assist Office Machine Sales to get the sales revenue over $7.5 million in total from April 2005-March 2006, Awarded as the champion of Local Sales Presentation Contest 2005
Market Development Manager
Ricoh Hong Kong Limited
04.2003 - 05.2004
- Mainly responsible for developing solution business in Macau
- Organize regular marketing events including seminars, workshops and exhibitions for prospects generation
- Coordinate product training to frontier staff in Macau
- Major Achievement: Successfully lead an EDMS project of HK$1.5 million for one of the Macau Government Departments
Assistant Manager - Channel Program
Ricoh Hong Kong Limited
05.2001 - 03.2003
- Relationship management with business partners, including vendors (local and overseas) and resellers
- Updating latest product information to frontier staff
- Coordinate product training to frontier staff
- Major Achievement: Participate in HKSAR Government PC Bulk Tender Project (Printer Category) and was successfully granted the tender award
Product Marketing Executive
Ricoh Hong Kong Limited
05.2000 - 04.2001
- Collaborated with internal stakeholders such as engineering, design, and sales teams to ensure a cohesive approach to product launches.
- Organize regular marketing events including seminars, workshops and exhibitions for prospects generation
- Prepare sales materials of EDMS and Data Capturing Solution for frontier staff
- Relationship management with business partners, including vendors (local and overseas) and resellers
- Update latest product information to frontier staff
- Coordinate product training to frontier staff
- Major Achievements: Successfully launch a new solution in HK education sector, Successfully develop vertical market for particular solution and capture over 80% market share
Marketing Executive
Remotec Technology Limited
03.1999 - 04.2000
- Increased brand awareness by developing and implementing innovative marketing campaigns.
- Planned and executed events and marketing programs to increase qualified leads.
- Responsible for Advertising and Promotion activities and Product Development activities
- Consulted with product development teams to enhance products based on customer interest data.
- Formulate marketing plan for overseas and local market
- Collect up-to-date market information and competitors’ news
- Conduct feasibility study for new business development project
- Highly involved in new product launch projects
- Organize exhibitions in HK Convention and Exhibition Centre
- Update Company Homepage
Marketing Executive
Fordley & Lee Co
Hong Kong
07.1996 - 03.1999
- Increased brand awareness by developing and implementing innovative marketing campaigns.
- Planned and executed marketing campaigns to target groups, areas and wider community.
- Launched marketing activities for new product lines and market penetration.
- Responsible for Advertising and Promotion activities
- Formulate Media Plan and Supervise the advertisement production
- Prepare POP and fashion catalogues
- Prepare direct mailing materials and seasonal newsletter in Both Chinese and English
- Carry out promotional events to enhance brand image and stimulate the sales turnover
- Design customer satisfaction survey to keep track on the customers’ buying behavior for formulating the marketing plan
Education
Master of Business Administration -
The University of Adelaide
04.2006
Bachelor of Arts (Honors) - Marketing
The Hong Kong Polytechnic University
06.1996
Skills
- Sales Strategies
- Goals and performance
- Sales Pipeline Management
- Contract Negotiations
- Solution selling
- Market intelligence
- Deal Closing
- Client Relationship Management
- Networking and relationship building
- Business development and planning
Relevanttraining
- ITIL Foundation for IT Service Management, 2013
- FastTrack PMP Workshop, 2013
- Excellence in Solutions Selling Skill Training Program
- Professional Foundation of Management Consulting Program
- TQM – Quality Improvement Training
- Team Building Experiential Training, 2000
- Customer Relationship Management Training Program Series
Professional Qualification
2015 Australian Institute of Project Management Membership
(MAIPM number: 44858)
2013 ITIL Foundation Certificate in IT Services Management
2010 Project Management Professional (PMP number 1337804)
Timeline
Sales Director
HPE Services
05.2024 - Current
Senior Services Sales Manager
Pointnext Services
11.2018 - 04.2023
Senior Account Manager
Oracle Systems Hong Kong Limited
10.2017 - 10.2018
Senior Services Sales Manager
Technology Services
10.2013 - 10.2017
Managed Services Business Development Manager
Printing and Personal System
11.2009 - 09.2013
Business Solution and Service Manager
Lexmark Global Services
04.2009 - 10.2009
Business Consultant
Fuji Xerox Global Services
06.2007 - 04.2009
Business Solution Manager
Ricoh Hong Kong Limited
05.2004 - 06.2007
Market Development Manager
Ricoh Hong Kong Limited
04.2003 - 05.2004
Assistant Manager - Channel Program
Ricoh Hong Kong Limited
05.2001 - 03.2003
Product Marketing Executive
Ricoh Hong Kong Limited
05.2000 - 04.2001
Marketing Executive
Remotec Technology Limited
03.1999 - 04.2000
Marketing Executive
Fordley & Lee Co
07.1996 - 03.1999
Master of Business Administration -
The University of Adelaide
Bachelor of Arts (Honors) - Marketing
The Hong Kong Polytechnic University