Alan Choi has over 10 years of experience in enterprise software sales in Hong Kong. He received a Bachelor's degree in Computer Science from the University of New Brunswick in Canada. He has worked for several major technology companies including Cable & Wireless HKT, Global Network Solutions, Sun Microsystems, BEA Systems, and Oracle where he consistently exceeded sales quotas. His areas of expertise include cloud computing, service-oriented architecture, business process management, and business intelligence solutions.

1. Personal introduction
Alan Choi
© 2008 LGR Telecommunications Inc and Oracle Corporation. The information contained herein is subject to change without notice

2. Agenda
• Educational Background
• Job Experiences
• Cable & Wireless HKT
• Global Network Solutions
• Sun Microsystems
• BEA Systems
• Oracle Systems
• Style and Strength
2 27 May 2010

3. Educational
Background

4. University of New Brunswick, Canada
Bachelor of Computer Science
Graduated in December 1996
• Back to Hong Kong in
January 1997 for starting
my career
University of New Brunswick, Fredericton Campus
4 27 May 2010

5. Job
Experiences

6. Cable & Wireless HKT
March 1997 – July 1999
• Analysts Programmer
− responsible for in-house application
development and support
− Skills
• JAVA, SQL Windows, C++, Assembler, Unix Shell Script
6 27 May 2010

7. Make the move....
Left Joined
Cable & Wireless Global Network
HKT Solutions
July 1999 July 1999
7 27 May 2010

8. Global Network Solution Asia Ltd
Subsidiary of Innovative Information Systems Ltd (IIS)
July 1999 – Aug 2000
• Account Manager
- responsible for solution sales for 30 accounts in Hong Kong
• Responsibilities:
− Selling total solution( Software, Hardware and Services ) and provide one-stop shop
service to assigned account.(including HSBC, Standard Chartered Bank, OOCL, PCCW
and AS Watson)
− Product owner of the iPlanet e-commerce solutions products - Provide iPlanet sales
consultancy and pre-sales support to the internal sales force.
• Achievements:
− Won the largest iPlanet Web Server deal in greater china area with 500+ CPU in year
2000 - Hong Kong Bank (US600K)
− Won the Global Network Solution Asia Ltd, largest SUN Hardware(E10K) deal, with 3
million US dollars in year 2000 - OOCL
− Over 200% quota achievement
8 27 May 2010

9. Make the move....
Left
Joined
Global Network
Sun Microsystems
Solutions
September 2000
August 2000
9 27 May 2010

10. Sun Microsystems
September 2000 - 15th April 2004 (3 years 8 months)
• Sales Manager
− responsible for selling Sun Microsystems’ Sun Java System software (Previously Sun
ONE) solutions and services to achieve assigned territory(Hong Kong and Macau) and
quota targets by developing and maintaining quality business relationship with
existing or prospective clients.
• Key Achievements
− Won the largest directory server deal (US 200K) in Greater China Region with 2
millions LDAP entries in year 2002 - SmarTone Communication Ltd.
− Won the first “Java Enterprise System” deal (US 80K) in Greater China Region in
quarter two, year 2004 - CTM.
− Won the largest “Java Enterprise System” deal (US 300K) with 3000+ employees, in
quarter three, year 2004 - PCCW Cascade.
10 27 May 2010

11. Make the move....
Left Joined
Sun Microsystems BEA Systems
15th April 2004 27th May 2004
11 27 May 2010

12. BEA Systems
27th May 2004 - 30th September 2005 (1 year 5 months)
• Sales Manager, Major Account
− responsible in existing BEA Hong Kong major accounts, define and implement sales
strategies and plans. Create up sell and cross sell opportunities, generate more
software license sales revenue. Protect current major accounts from slippage and
competition.
• Key Achievements
− Closed the Largest BEA Hong Kong deal (US 400K) in March 2005 – PCCW EAI
Project.
− Closed the Second largest BEA Hong Kong deal (US 220K) in year 2004 - Hong Kong
International Terminal (HIT) NGEN project.
− Over 110% quota achievement
12 27 May 2010

13. Make the move....
Left Joined
BEA Systems Oracle
30th September 2005 1st November 2005
13 27 May 2010

14. Oracle
1st November 2005 - 30th July 2009 (3 years 10 months)
• Senior Sales Manager, Fusion Middleware
− team leader of Oracle Fusion Middleware business for Hong Kong region and growth the
middleware sales team from 1 to 4 sales persons in three years.
• Key Achievements
− In FY06 (2005-2006)
• Closed the Hong Kong Hospital Authority EAI project, the most strategic wins over IBM, Tibco,
Webmethods and BEA.
• Closed the largest Oracle Fusion Middleware Deal in Great China, total of US750K License revenue -
OOCL
• Assisted to close the Hutchison Group ELA
• Over 150% Achievement in FY06
− In FY07 (2006-2007)
• Closed the first Identity Management Solution wins in Greater China in FY07 – Housing Society.
• Closed the first Business Process Analytics wins in Greater China in FY07 – OOCL
• Over 120% Achievement in FY07
− In FY08 (2007-2008)
• Closed a strategic wins for Hong Kong Jockey Club, the project NRIS in FY08, it is the first Java - SOA
project in the Club. It wins over IBM, BEA, Tibco, Webmethods.
• JRUN replacement by Oracle Application Server – Smartone-Vodafone
14 27 May 2010

15. Oracle
1 September 2008 - 31 July April 2009
• Senior Account Manager, Technology Sales
− focus on selling Oracle technology solutions into total of 15 Major accounts of
Oracle Hong Kong
• (PCCW, Hutchison Telecom, Smartone-Vodafone, CSL, China Mobile Hong Kong, New
World Telecom, Wharf T&T, Citic 1616, CTM, City Telecom Group, StarTV, Hong Kong
Jockey Club, Towngas, China Light Power and Samvo)
• Key Achievements
− In FY 09 (2008-2009)
• Smartone-vodafone, the deal over US380K
− BAM + BPEL BPM + DB
• PCCW Solutions, the deals over US200K
− Won over SQL Server and established the new corporate discount
• New World Telecom, the deals over US 150K
− JRUN replacement
• Hong Kong Jockey Club, the deals over US 110K
− Times-ten in-memory database for risk management system
15 27 May 2010

16. Style and Strength
• 10 years of enterprise sales experience in the geography of Hong Kong
• 2 years in sales management position
• Strong leadership and team Player
• Strong Communications skills
• Willing to accept feedback
• Can do attitude, never give up
• Strong solutions knowledge on Cloud Computing, Service Oriented
Architecture, Business Process Management, Identity Management,
Business Intelligent and Service Delivery Platform
16 27 May 2010

17. 17 27 May 2010