Charlie (Choy Ping) Lam

• May 2024 - Jan 2025, Workiva London (Partnership Advisor, EMEA)
• Feb 2023 - Apr 2024, Career break travel and relocation
• Sep 2021 - Jan 2023, Workiva Hong Kong (Regional Sales Director, North Asia)

Partner Advisor, Director Emerging Partnerships, EMEA

• Managing a portfolio of 50+ existing and newly registered partners in EMEA region (Nordics, Benelux, UK&I, France, Germany, Spain & South Africa) to commercial enablement and towards self service model.
• Building and automating the partner program journey from new partner acquisition to adoption and implementation certified partnership - including; partner feedback, milestones, trainings and certifications.
• Expanding partner ecosystem and services growth with Workiva sourced and influenced bookings.
• Working in a highly matrix-oriented environment with partner solutions, sales, marketing, product development, customer success and partner operations teams for partner success, deal origination, deal maturation and close.

Regional Sales Director, North Asia

• Selling to CTOs, CFOs and finance office, identifying solutions for enterprise-wide connected reporting including SEC, ESG, GSR, Financial reporting solutions for US listed companies in Greater China / North Asia region.
• Record first sales rep to close first deal in 6 months of joining company in Asia (usual rep close time is 12 months)
• Delivered professional sales presentations, creatively communicating product quality and market comparisons to prospective clients.
• Business development and lead generation events; SEC filing Webinar and CFO luncheon round table events
• Managing relationships with implementation partners (KPMG, Deloitte, PwC) and local system integrators across Asia.

• First employee to open Xero Hong Kong office in 2018 to bring in sales and build new sales team to roll out Xero's Partner Channel Program to enable CPA firms across Asia adopt cloud technology and connect to banks and payment gateway partners
• Managed partner recruitment, onboarding, training and partner success
• Oversaw account growth sales activities from inception to contract acquiring more than 40 new partner accounts each year and managing client's growth (subscriptions) thereafter
• Evaluated and negotiated commercial contracts with existing partners to achieve high upsell rate of Xero solutions
• 131% attainment (2020-2021) with record quarter of 300% of sales attainment (Q4 of 2021)
• Investigated low-performing partner accounts and adapted strategy to support partner sales and retention
• Established robust advisor relationships with partner stakeholders and garnered multiple business referrals from existing partners
• Public speaking events, webinars and roadshows for business development and branding in new region

• Account Director (Jul 2014 to Apr2015)
• 120% attainment on YOY growth on account growth of existing accounts passed over from Account Executive Team
• Delivered high level of service to clients to maintain relationships for future business opportunities and new revenue streams
• Formulated customer success strategies and knowledge sharing events for continuous service utilisation and customer success
• Analysed consumer data to predict future purchasing trends for informed decision-making
• Enterprise Account Executive (Apr 2015 to Dec 2017)
• 118% (2016) 140% (2017) sales attainment and total 87 total new customer logos acquired for LinkedIn. Sold to CHRO / Head of HR
• Sold into 5 countries in North Asia region (Hong Kong, Thailand, Taiwan, South Korea and Vietnam) responsible for own territory mapping and pipeline management
• Effectively handled daily customer meetings, sales calls and account management tasks, improving sales team efficiency.
• Winner of H2, 2015 Leadership and leverage ward for proactively engaging SDR team in testing GTM project for sourcing and closing leads on shorter time frames with attractive pilot plans.
• Explored new verticals in the market to expand business reach.

• 8 Years of legal recruitment and executive search experience at 4 firms, helping international law firms hire for legal professionals
• Working with legal heads of HR an HR directors, handled end-to-end recruitment processes, ensuring smooth and swift transactions from initial advert to job offer
• Developed strong understanding of the legal industry and client companies' values, work culture, and environment.
• Conducted headhunting by identifying and approaching employed individuals to fill vacant positions.