Never underestimate a robust sales philosophy and sales process
Real people. Real advocates for YOUR success! These Champion profiles demonstrate how Together with VIAVI, you can Command the network.
Name: Mak Chung Hsien
Job Title: Regional Sales Manager
Tell us a little bit about yourself and your current role at VIAVI?
I joined the VIAVI family in July 2020 and I am proud to be part of the Singapore Sales team. I enjoy my role as Regional Sales Manager responsible for the distribution and sales of products and services throughout South East Asia. The value of setting clear goals enables our team to make the most of their time by focusing on activities that are aligned to reach goals. I make sure to stay open to new ideas and connect with sales team members reinforcing that they are a key part of the team and the solutions they provide to customers.
Every day I work with regional channel partners in educating and helping clients to improve their network quality and achieve the most peak performance. Understanding and maximizing product and solution competitive advantages keeps me on top of my game and in service to partners. In fact one of my favorite parts of my work is winning new accounts from competitors. In one particular case an account that traditionally had gone to one of our competitors became a conversion to VIAVI. With dedicated partner and excellent support from our pre-sales and product team, we managed to convert our first order from this competitor to VIAVI. Initially the account was reluctant to change as they had 16 units of EX-1 from our competitors. But, after doing a trial with our product NSC-100, they are convinced that NSC-100 performed better than EX-1, hence they decided to place their first order with VIAVI. I felt honored and privileged to work with a great pre-sales and product teams to win this opportunity from a strong competitor.
With top notch partners and fellow colleagues, I am enjoying every second of my work.
Tell us about your favorite hobby and what skills or qualities it enables you to bring to your role at VIAVI.
My hobbies are fishing and numismatic (collecting both coins and banknotes). I enjoy trekking in nature reserves and spending time with my kids, these are my favorite past times. I do not have any special skills, but simply having good listening ears and bringing empathy to our clients hearing them out on their issues and problems they are facing goes a long way. I use persistence and passion as my strengths to help me stay on task and help our customers be successful.
Name something that VIAVI offers that would be exciting for early-in-career employees.
VIAVI offers numerous training courses, skill upgrading opportunities and steady hands-on management. I believe VIAVI is an excellent place to groom early-in-career employees to be future leaders.
You can read more about VIAVI Customer and Partner Champions on the “Together with VIAVI” website.