Account Manager

Jonathan Zhang +1-647-***-****

**********@*******.***

Professional Summary

A leading international account manager, customer relationship manager and

solution/product manager with 20+ years of extensive experience in Telecom and IT

industries, with success track records consultative and value selling to new

territories, managing solution/product lines, managing major accounts spreading in

major continents, and facing customers from various sectors. Sold hardware,

software, turnkey solution, and outsource and professional service.

Core Qualifications

1. Leadership in virtual team and/or cross functions

2. Team buildup and territory business startup from scratch

3. Opportunities management from lead generation to closing deals

4. Executive selling and relation management skills, selling to CXOs, influencers, and

gatekeepers

5. Coordination and collaboration to drive success selling

6. Multi-culture bridge, and bridge between headquarter and locals

7. Managed customers from USA, Canada, Europe, South America, and APAC.

8. Sold to telecom, banks and finance institutes, aviation, government, large organization, and

SMEs sectors

9. Direct and indirect sales, with channel and partner recruitment and management

10. Solution and product management

CAREER EXPERIENCE

Director 07/2014 till Present

Sivam Software Richmond Hill, Ontario

The company provides software and hardware development service, and some products. My job is to

develop outsource service business in Canada and manage operation in China at the same time.

• Developed outsource business in Canada market;

• Promoted Company name and awareness in Canada market;

• Kept managing China operation remotely, finding the right technical people or team for

customers’ projects;

• Secured some clients such as DragonWave.

Sales Director 04/2007-06/2014

Aricent Group Shanghai & Beijing, China

The company provides software products, and software development (outsource) service and other IT

professional service. I built up China business and business team from scratch, made China over 20

million annual revenue and 300 engineers. Annual revenue growth was over 40%.

• Turned all targeted customers into clients in China. Customers are from Europe, North

America, APAC and local Chinese. Those are Huawei, ZTE, TCL, Lenovo, Datang, NSN,

ALU, Cisco, Ericsson, Qualcomm, Spreadtrum, to name some;

• Made Aricent the preferred partner of some customers, such as Alcatel-Lucent, NSN, Cisco,

Ericsson, Huawei, and ZTE;

• Organized and coordinated local and global resources to find right competence (technical

people and team) to meet customers’ project requirements;

• Cooperation and coordination with global account teams for global accounts business;

• Organized marketing activities to promote Aricent offerings and create leads;

Jonathan Zhang +1-647-***-****

**********@*******.***

• Won several tens millions US dollars multiple years product development projects (software

and hardware), by solving all customer issues and internal issues with internal and external

resource collaboration and coordination;

• Won multi-million US dollars software and hardware development projects;

• Dominated China LTE IPRs market, signaling protocol market, and device multimedia IPR

market;

• Recruited and managed channels. Developed partners in eco-system.

Business Development Director 01/2005-04/2007

NIIT Technologies Shanghai, China

The company provides outsource service in banking and finance, aviation, enterprise, and Telecom

sectors. I started up the organization and business in China.

• Built up the off-shore development centre, with 100 engineers, which supports to North Asia

and Australia and New Zealand;

• Broke even for the first year, with budget and cost control;

• Made NIIT the premier partners of major players, such as HP, IBM, to name some;

• Won multiple software development projects in China Aviation industry.

Regional Manager, Service Solution 01/2003-01/2005

Cisco System Shanghai, China

Coordinated with, supported, trained, and motivated territorial sales teams to sell Cisco services,

which included maintenance and professional services. Defined service strategy, pricings, packages,

and promotion. Gave presentation to customers and response to RFQs/RFPs. Prepared proposals.

Recruited and managed channels. Developed partners.

• Led service team with 120% business achievement and 440% annual revenue growth in

consulting business;

• Strategically sold and delivered Project Management, IT planning, Security, QoS, and NOS,

services in China;

• Built up effective collaborative scheme with other divisions.

Application Engineer 01/2000-08/2001

ATI Technologies Inc Markham, Ontario

ATI was a graphic semi-conductor company. As focal points, I coordinated internal resources to solve

all customer technical issues in time, and worked together with program manager to secure design

win

• Most of time, managed Acer as a major customer;

• Also managed some Taiwan and Japan customers during various periods;

• Worked together with others teams to secure design wins;

• Duplicated customer reported all technical issues and then found the right resources to fix

those issues;

• Managed software releases to meet customers' product launch release, in terms of timing and

right version.

District Manager & Product Manager 01/1998-12/1999

Cisco System Shanghai, China

Managed the ATM/Frame Relay products in China and over-achieved market share and revenue

target; Led Telecom. Team in Southwest and Northwest China, 120% over achieved the goal,

acquired un-tapped markets, and made the team the fastest business growth team in China. Recruited

and managed channels.

• As a product manager of ATM and Frame Relay product line

o Defined product requirements, specifications, strategies, package, promotion, and

pricings;

o Built roadmaps, collaborated engineering team in headquarter to bring right features;

Jonathan Zhang +1-647-***-****

**********@*******.***

o Established strong and effective working relation with both inside and outside

customers;

o Supported, motivated, and trained sales teams;

o Prepared proposals, response to RFQs/RFPs/RFIs;

o Coordinated cross functions.

• As a District manager

o Built and grew the Telecom sales and pre-sales team;

o Over achieved targets in each year of two years.

Sales Manager 01/1995-01/1998

Nortel Shanghai, China

Managed new territories’ Telecom, successfully turned two provincials into strategic accounts, and

successfully sold some new products into Nortel un-tapped markets.

• Built up the team;

• Won Nortel’s first voice switch deal in East China;

• Won first carrier SS7 deal in Guangxi province.

Account Manager 01/1993-01/1995

Unisys Shanghai. China

Took care of Postal and Telecom accounts, as strategic accounts in East China and some Southern

China: Successfully sold un-tapped NAP solution and other products in telecom accounts and retail

banking solution into Postal account, which become the top in the vendor list and cash bow.

• Won six Value Added Service solution deals;

• Won first postal saving deal in China which brought Unisys in the shortlist;

• Secured five other postal saving deals that became cash cows;

• Won Unisys’s first deal in East China’s Telco market.

Account Representative 03/1989-01/1993

Computer & Technology Ltd Shanghai, China

Took care of telecom, postal, banking, and financial lines of business and helped settle Shanghai

office; won several deals from Telecom., governments, and other organizations.

Education

MBA International Business University of New Brunswick 2003

MCS Computer Architecture Shanghai Jiao Tong University 1989

BScEE Electronic Engineering Shanghai University of Science and Technologies 1986

Language

Fluent Chinese and English

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