Karen Mak

Experience

• 

  PCCW Limtited

  Sept 2002 - May 2005

  Senior Account Manager

  • Established and maintained relationship with wholesales account such as China Telecom, NWPCS, SUNDAY and China Mobile etc• Strategically retained a balance in wholesale-retail sales• Won many large-scale network infrastructure & IT solution deals in mobile operation industry • Experienced in handling and negotiating large deals and successfully closed HK$50M deal within a few weeks Awards• PCCW Sales Award 2003 and 2004

• 

  IBM

  May 2005 - Sept 2021

  Responsible for Public and Communication sector including Health, Education, Government and Telecommunication..• Reporting directly to GM of HK, lead a team to grow Education, Public, Health and Communication Sectors’ Digital Transformation Business • Developed solid Government Executives’ relationship including Innovative Technology Bureau, OGCIO, Effective Unit, Hospital Authority, etc• Lead a team to provide a broad range of innovative technology solutions’ advice for long term Government policy and program development including Smart City Study, IoT & Innovation Framework, etc. • Demonstrate a keen ability to navigate optimal solution for clients’ interest by securing the best quality, price and terms from suppliers and service partners • Engage in mutual problem solving for clients and external suppliers; focus of agreement and solutions which can benefit all involving parties• Engage extensively on contract management from contract creation, execution, and analysis to minimize financial risk and maximize operational and financial performance • Excellent vendor management to create win/win alliances; build value of preferred alternatives by relating them to the other party’s needs and interest• Oversee the business opportunities and market shifts (e.g., new technology, entry or exit of suppliers, changes in pricing, or industry litigation) to formulate territory strategy• Responsible for team management, development and empowerment; provide mentorship and coaching Show less - I align with the IBM's mission, strategic objectives and policies in Macau- Identify opportunities to grow business in terms of revenue and profit- Establish strong internal and external networks- Manage and analyse the activity and results of the company through various indicators (sales, finance, personnel, value) – add performance management and productivity- Specific duties include managing staff, overseeing projects and sales, ensuring the organization follows local laws and regulations, liaising with management at the main office and providing reports on activities, ensuring proper financial controls are in place and representing the organization at meetings Show less • Extensive experience in managing accounts in the biggest Communications Sector accounts including CSL and PCCW• Demonstrate the relationship strategy with key customers executives and bring IBM values to a solid business result • Drive business opportunities and achieve the competitors strategy• First win among IBM AP for cloud solution (PureFlex)Awards • IBM Hundred Percent Club in 2007, 2008, 2009, 2010, 2011• IBM Sales Eminence Award in 2007, 2008, 2009, 2010, 2011• IBM Hong Kong GM Cheers Award 2007 (for outstanding sales) Show less

  • Public and Communication Sector Head

    Jun 2017 - Sept 2021

  • Macau Country Manager

    May 2015 - Jun 2017

  • IGF Country Manager

    May 2012 - May 2015

  • Telecom Leader

    May 2005 - May 2012
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  PCCW

  Sept 2021 - now

  Group Strategic Procurement Head