Marcus Toh

• Results-driven and customer-focused executive and Sales / Customer Success Leader with  over 20 years of experience in leading enterprise sales / customer success teams and 15 years of P&L and general management experience in the IT / Software industry. Seasoned in hiring, leading and coaching diverse  teams, facilitating a culture of success. 
• Served in leadership roles at various matrixed multinational technology companies, with a track record of growing APAC revenue , market share and customer footprint in APAC, as well as  hitting targets in hyper growth environments. Managed multi-million dollar contracts and key customer relationships. 
• Proven ability to adapt in fast changing environments.  
• Deep experience in selling enterprise software / B2B SaaS and IT consulting services to Global 2000 & SMB customers - both directly and through channel / alliance partners - across APAC. Experienced in developing partner ecosystems, working with GSIs. MSPs and other channel partners.
• Skilled in Leadership, General management, P&L, Business planning, C-level customer and partner relationship building, Driving customer adoption, Enterprise sales (Direct & Indirect), Sales management, Channel partners & alliances, Sales strategy and execution,  Business development, Account and deal management, Go-To-Market (GTM), Pipeline management, Budgeting & forecasting, Cross-functional team management and Operations management. 
• Strong communication, presentation, relationship building, analytical & negotiation skills. 
• Solid understanding of SaaS, complex solution sales cycles, enterprise sales processes and selling to the C-suite. Experienced building Cloud GTM strategies and sales plans.Well-versed in  solution selling, MEDDPIC and other sales methodologies. 
• Tech savvy with a Bachelor’s degree in  IT, coupled with strong business acumen. Track record of successfully leveraging technology to help customers with their digital transformation strategies. Good understanding of  cybersecurity, data backup and recovery. 
• Passionate about growing businesses, building high performance teams, as well as strengthening C-level executive relationships with customers and partners by serving as a trusted advisor.  

TOP SKILLS 

• Leadership | Business planning | Strategic sales (Direct & Indirect) | Enterprise sales management | C-level customer and partner relationships | Customer / Stakeholder management | Go-To-Market (GTM) | Strategy | New market penetration | Installed base expansion | Customer retention & renewals | Upsell & cross-sell | Driving customer adoption | Sales processes & performance metrics | Pipeline generation | Budgeting & forecasting | CRM | Business development | Account & Deal management | Complex sales | Contract negotiation | Channel partners & alliances | Customer & partner success | General management | P&L | People management | Talent development  | Organisational development   
• Vast experience leading and managing teams in APAC, with good understanding of cultural nuances
• Analytical  | Communication | Problem-solving | Presentation & public speaking | Negotiation skills
• Strong customer-facing skills, with success in building CXO relationships with customers / partners and driving executive engagement
• Hiring and retaining talent. Coaching and mentoring teams across borders and business functions.
• Solid understanding of complex solution sales cycles, enterprise sales processes and selling to the C-suite. Well-versed in  solution selling, MEDDPIC and other sales methodologies.
• Fluent in English, Mandarin, Cantonese

PROFESSIONAL EXPERIENCE

Senior Vice President & Managing Director, Asia Pacific | Kasisto, Inc.   

Managing Director, Asia | StayinFront, Inc 

Managing Director, Asia Pacific & Japan | Venali, Inc 

Business Development, Asia Pacific & Japan | Hewlett-Packard (HP) |

Regional Senior Manager | Brother International 

Senior Account Manager | SCS (Acquired by NCS) 

EDUCATION 

MBA - Southern Illinois University | BSc In IT - University Of Wales  | Graduate Diploma In Marketing - SIM