Peter Marini - VP Sales APAC, Crayon Data

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Work Background

Crayon DataVP of Sales APAC

Aug. 2022SingaporeSpearhead design and implementation of an in-depth go-to-market (GTM) strategy particularly for the APAC region. Increase the customer base beyond India by driving market expansion efforts focusing on Southeast Asia. Recruit and guide a high-performing sales team in acquiring new clients and attaining sales targets. Meet with the Sales Team consisting of four for the identification of new opportunities, while ensuring high-potential prospects and qualified leads. Identified and secured high-potential prospects, maintained emphasis on qualified leads, facilitated successful client acquisitions to streamline the sales pipeline and improve pipeline hygiene. ✅ Improved sales effectiveness by 60% through successful implementation of MEDDICC Methodology as part of the wide-ranging GTM strategy for the APAC region. ✅ Obtained the first new client in Southeast Asia, which expanded the customer base to one and created a good starting position in the region. ✅ Drove strong strategic partnership with Visa by demonstrating hands-on sales leadership and efficient team recruitment, management and mentorship, thus resulting in ~$700 in ARR.

NetGuardiansManaging Director Asia Pacific at NetGuardians

Jan. 2019 - Jul. 2022SingaporeDrove growth and market penetration by planning and executing a comprehensive GTM strategy for the APAC region. Guided the team consisting of sales and pre-sales (with total of 7), and delivery with a total of 23 people to guarantee the achievement of targets and delivery of excellent performance. Oversaw project execution, ensuring that the delivery team of 16 talented individuals would meet client expectations and deadlines. Sustained and improved operations' profitability throughout the Asia-Pacific area by setting measures into place that optimised financial performance. ✅ Led the initiatives that contributed to 43% of global revenue for over five years, including the development of a GTM strategy customed for the APAC region to drive company growth and market expansion. ✅ Championed the closing of two of the company’s largest deals in history by establishing and coaching a high-performing sales team consisting of six that applied strategic negotiation and strong influence. ✅ Extended NetGuardians revenue to $6M through the strategic identification of countries across Asia to focus NetGuardians’ efforts, building and maintaining a current customer base from two to eight and delivering zero customer churn ✅ Created an efficient delivery team that controlled 15 projects through active communication and collaboration toward team development and growth. ✅ Set up a thriving ecosystem of regional partners and four tier 1 consulting partners, initiated the creation of a framework and a partner network across 50% of the region, formulated a sales and implementation strategy and then provided them with training and business-related engagement across Asia, achieving over $20M in pipeline across the region. ✅ Obtained success in delivering 15 projects within time and budget constraints, along with the help of all teams involved.

NetGuardiansAPJ Regional Sales Director

Oct. 2017 - Dec. 2018SingaporeBuilt the team from scratch and directed them to use tactical account discovery in identifying and onboarding new prospects and opportunities in APAC. Controlled all sales activity execution, fast-paced pipeline generation and account discovery project implementation. Organised compelling presentations and demos for prospects to increase commitment and buy-in, and proactively reviewed timetables and suggested budgets to guarantee adherence to established targets. Define the organisational structure concerning decision-making authority, map the hierarchical framework and implement a direct account mapping approach. ✅ Brought significant efforts in recruiting, managing and upskilling an empowered sales team of three by providing regular coaching, ensuring 100% quality and positive results, resulting in the first new logo of over $3M. ✅ Refined proposal templates to better align proposals with specific client requirements. ✅ Utilized a MEDDPICC-focused strategy for skillfully identifying key influencers and decision-making committees. ✅ Successfully acquired 41 new prospects through the effective launch of creative, tailored campaigns.

GMC SoftwareSenior Sales Manager

Dec. 2015 - Jan. 2017SingaporeEntrusted with the development of a banking vertical in Singapore, closing of new business with top regional banks and strengthening of relationships with industry leaders to provide support to corporate goals. Expanded the company’s presence in the banking sector by strategising product presentations. Worked on securing new clients by focusing on high-value customers. Maintained solid relationships with primary industry stakeholders to provide support to business expansion and collaboration. ✅ Negotiated and closed new logo sales that exceeded $1.5M through strategic enhancement of the company’s presence in the banking sector through the implementation of innovative methods resolving customer needs and preferences. ✅ Attained generation of pipeline valued over $3M by gaining new clients and high-value customers, while driving significant revenue and market development. ✅ Played an instrumental role in making the company a trusted partner in the banking sector by forming an innovative banking community focusing on customer experience and relationship building with major industry stakeholders.

Live the Language (LtL) Mandarin SchoolStudent

Mar. 2014 - Aug. 2015Chaoyang District, Beijing, ChinaStudying Mandarin at Live the Language.

Hewlett-PackardHP Exstream Sales Manager - Asia and Japan

Jun. 2010 - Feb. 2014SingaporeProvided leadership to a sales and pre-sales team with 10 members toward revenue and margin growth across Asia and Japan, formulating short- and long-term regional strategies. Managed onboarding and training of the newly upskilled sales team. Emphasised the advancement of HP Exstream brand awareness to the targeted audiences to cultivate relationships with industry leaders and collaborate across the HP organisation within Asia most particularly in Japan. Maintained the focus of the team on delegated accounts and territories. ✅ Achieved goals including a 100% sales increase in FY2012 compared to FY2011 by focusing the team on strategic accounts, and $3M+ increase within the pipeline. ✅ Positioned the region successfully which took advantage of both direct and indirect sales, which allowed us to increase regional coverage by 30%. ✅ Reduced churn in Japan by 10% by implementing an in-country support organisation.

Hewlett-PackardHP Exstream Business Development - South East Asia and Hong Kong

Apr. 2009 - Jun. 2010SingaporeWorked in various Southeast Asian sectors to showcase Exstream's value proposition to prospective customers, proactively forming alliances and connections with IT, sales and marketing players. Oversaw sales across regions, cultures and customer business units. Planned initiatives that increased revenue and profit margins throughout Asia. Guided a high-performing sales team for the achievement and exceeding of sales targets. Strengthened HP Exstream brand presence and market recognition by developing and executing marketable strategies. ✅ Served a pivotal role in closing the first new business in Asia and Japan in over five years, the current largest deal in Hong Kong valuing over $1M along with services. ✅ Spearheaded the creation of synergy across HP for South East Asia, resulting in attaining $2M win. ✅ Augmented Japan and Hong Kong’s revenue by $5M in Hong Kong account through innovative synergies and strong collaboration within HP’s operations in both Asia and Japan.