VP Sales and GM Asia-Pacific at Amplitude, Jedox, Commvault, EMC, BT
Hi, my name is Mark and I have been living and working in Asia-Pacific for the last 20 years (Hong Kong, Shanghai and now Singapore). The core of my experience is around Go To Market leadership and strategy in B2B SaaS or blue chip tech companies. I've ventured through diverse industries, crafting bespoke solutions for IT, Product, Data, Finance, and Legal executives alike. At the heart of my journey is a pursuit for excellence in scaling revenue, expanding business operations, opening new markets, targeting new logo’s and building high-performance teams. More specifically, I can help you solve problems around scalable growth (PLG or Sales-led), direct and partner routes to market, customer acquisition and retention, talent evaluation and management, and building a predictable revenue engine (forecasting and planning). I am passionate about motivating and guiding a team of skilled individuals through change. At the core of what I do are my 5Hs: Humble, Hungry, Happy, Honest and Healthy. Aligning these values with strategic initiatives aimed at top-line growth and improving retention, gives the team a shared sense of purpose and direction. Talent fills the white space. Talented individuals possess unique skills that break barriers, enthuse others and win. As a leader it is my responsibility to identify, motivate, and empower talent so they can realise their full potential. Please let me know, how I can help you in your growth journey!
I believe that talent fills the white space. Talented individuals possess unique skills that break barriers, enthuse others and win. As a leader it is my responsibility to identify, motivate, and empower talent so they can realise their full potential. I thrive on inspiring and leading talented teams through change, and am guided by my 5Hs: Humble, Hungry, Happy, Honest, and Healthy. This, combined with a few shared goals, will give the GTM team a common goal and shared purpose. #ONEteam!
APAC is an extremely diverse region with all kinds of challenges (regulatory, language, FX, tax, collections, cultural negotiation differences, availability of talent, etc.). How do you navigate these obstacles? What is the right go to market strategy? How much patience can you afford opening new countries vs. the quarterly cadence. What is the right route to market: Direct, Indirect or Blended? What roles do I need for day 1? Shall I localise my pricing? This works in the US, why not in APAC?
A successful vendor solves problems. This logic also applies to APAC customers. However some of 'US/EU' problems might not be considered a problem in India, Hong Kong or Australia. Thinking through your PMF for APAC countries is crucial. What about a region specific pricing and revenue models? Some countries are more price sensitive than others. Can you expect the same sales productivity ratios (ARR/OTE) in APAC? How about your service attach ratio, ASP, pipeline conversion rates?
Essential for a sales team for prospecting purposes. In combination with ChatGPT / Bard we prepare for our direct outreach. Additionally we also use it in a more generic form bring audience to events or get introductions. A must have!
As an Amplitude employee, we are all trained on the platform. Whilst I am no expert by any means, I use Amplitude to monitor how my free and paid customer are using the platform to drive the Marketing, SDR, Sales and CSM teams. PLG in action!
Through out my sales career, I have been using SFDC for CRM, pipeline and sales performance management, forecasting and reporting. Mostly in combination with 6Sense and Clari.
Responsible for the direct and indirect go to market organization across APJ. The core focus of the role is to establish the strategic vision for the region, instill sales excellence and take a hands-on approach in building and scaling the business.
Responsible for the APJ Jedox business across 12 countries. Covering Sales, Marketing, Customer Success, Delivery, Finance and HR.
Responsible for transforming the Indirect routes to market, covering: Resellers, Cloud Service Providers, OEMs and Alliances: Microsoft, Cisco, Google and AWS.
Leveraging the assets of the EMC federations (EMC, RSA, Pivotal and VMware) with Alliance partners to create new markets.
Leading a professional services sales business in the legal industry with e-Discovery, BPO and staffing solutions.
Owned the GTM strategy and P&L of BT China. Led deal pursuit teams responsible for winning complex ICT solutions.
Responsible for solving strategic management issues, developing business cases, and implementing solutions on a project basis.