Toh Youcai Calix
Summary
Experienced IT professional with over 10 years of expertise in Sales, Channel Partnerships, and Distribution. Leverages strong technical proficiency and sales acumen to effectively engage with C-level executives across both customer and partner organizations. Adept at collaborating with cross-functional teams to align strategies and focus on achieving business objectives. Committed to continuous professional growth and staying abreast of the latest industry trends.
Overview
13
13
years of professional experience
5
5
years of post-secondary education
12
12
Certifications
2
2
Languages
Work History
Head of Distribution, ASEAN and Korea
Check Point Software Technologies Ltd
09.2022 - Current
- Take full ownership of whitespace quotas and aim to achieve a 5x increase in pipeline creation through distribution channels
- Spearhead demand generation and partner loyalty programs to enhance distribution effectiveness
- Direct engagement between customers and distributor sales teams to build a robust pipeline
- Manage all aspects of partner relationships, including revenue growth and pipeline development
- Address customer inquiries promptly to ensure a high level of satisfaction
- Accountable of 140+ Distributor resources in supporting the business and drive productivity
Regional Channel Business Manager
McAfee Singapore
01.2021 - 02.2022
- Accountable for Singapore & Philippines overall business
- Plan and execute channel go to market strategy with the country stakeholder
- Create and drive channel programs with partners and distributors
- Plan and execute distribution structure to support business growth and objectives
- Strategic business planning with leadership team to achieve channel business objectives
- Achievements : Best Channel Business Manager APAC Q1-2021
Distribution Manager (ASEAN)
Palo Alto Networks
11.2019 - 01.2021
- Accountable for ASEAN territory business
- Own, forecast, and drive pipeline generation activities towards 5x in quarterly pipeline creation target
- Create channel programs for target market segments
- Plan and execute distribution structure to support business growth and objectives
- Strategic business planning with leadership team to achieve channel business objectives
Channels SE Manager (ASEAN)
Palo Alto Networks
01.2015 - 11.2019
- Leadership responsibility for the Channel Systems Engineers and Inside Systems Engineers Managers within the region
- Lead ASEAN CYBERFORCE initiative and grow the elite community by 15-20% quarter over quarter
- Strategize and plan with account SE manager on countries channel direction
- Build relationships with channel partners and Palo Alto Networks Teams within their resident geography and assigned channel partner base
- Partner enablement: manage, administer, create, facilitate and deliver certification training for partner sales and partner systems engineers
- Strategize and manage technical enablement plans for channel partners
- Owns, monitors, reports on and drives technical competency for channel partners and authorised support partner(ASC)
- Achievements : APAC Best Channel SE 2017
- 2nd Place in CYBERFORCE Recruitment (Global Challenge) 2017
- Century Club (>100%) 2017 - 2018
- Outstanding Performance Rating 2014 - 2018
- FY18 Key Talent Equity Award 2018
Pre-Sales Security Architect
NTT Com Security
07.2013 - 02.2014
- Accountable for all technical communications with the client with respect to the security solutions to ensure consistent execution of the sales or partner enablement approach and customer/partner satisfaction
- Conduct technical demonstrations and product evaluations (POC's) for NTT Com Security solutions
- Develop and leverage sustained trusted relationships with NTT Com Security internal resources, external partners, senior client technologists and other key players within the territory
- This will be accomplished by gaining solution/technical credibility through thought leadership, collaboration, customer/partner advocacy
Solution Architect (Palo Alto Networks)
Exclusive Networks Singapore
04.2012 - 07.2013
- Meet with prospective customers to understand their requirements and present the security solutions that add real value to their business
- Conduct product evaluations (POCs) and address all technical enquiries
- Develop and establish strong relationships with strategic clients and industry partners
- Work with internal sales team to design, propose, and close new deals/opportunities with customers
- Provide response for technical RFI/ RFP questions
- Provide the implementation team with all necessary documentation for the successful completion of the project (including solution configurations and diagrams)
- Run partner enablement sessions with system integrators to ensure that the partners are ready to market, position, sell and deliver our new technology or solution to customers
- Achievements : Best Partner SE 2013
- Quarter on Quarter growth (50-60%) 2012-2013
Education
Hons - Computer Science
University of Derby
01.2011 - 01.2013
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Singapore Polytechnic
01.2006 - 01.2009
Skills
Channels Management
Business Development
Solutioning & Architecting
Customer value selling & enablement
Certification
Check Point Certified Cloud Specialist, 01/01/23
Accomplishments
- APAC Best Channel SE 2017
- 2nd Place in CYBERFORCE Recruitment (Global Challenge) 2017
- Century Club (>100%) 2017 - 2018
- Outstanding Performance Rating 2014 - 2018
- FY18 Key Talent Equity Award 2018
Personal Information
- Gender: Male
- Marital Status: Married
Timeline
Head of Distribution, ASEAN and Korea
Check Point Software Technologies Ltd
09.2022 - Current
Regional Channel Business Manager
McAfee Singapore
01.2021 - 02.2022
Distribution Manager (ASEAN)
Palo Alto Networks
11.2019 - 01.2021
Channels SE Manager (ASEAN)
Palo Alto Networks
01.2015 - 11.2019
Pre-Sales Security Architect
NTT Com Security
07.2013 - 02.2014
Solution Architect (Palo Alto Networks)
Exclusive Networks Singapore
04.2012 - 07.2013
Hons - Computer Science
University of Derby
01.2011 - 01.2013
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Singapore Polytechnic
01.2006 - 01.2009
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