Summary
Overview
Work History
Skills
Certification
Awards
Languages
Accomplishments
Timeline
Generic

HOWSON YU

Summary

Dynamic transformation agent dedicated to delivering exceptional customer value through effective stakeholder engagement. Proven ability to translate complex ideas among diverse constituents, fostering robust relationships. Possess a consistent track record of surpassing KPIs, revenue goals, and operating margin targets underscores a results-oriented approach with a strong growth mindset.

Overview

19
19
years of professional experience
1
1
Certification

Work History

Client Executive

Hitachi Vantara
04.2024 - Current
  • I cultivated strong professional relationships with business partners and key clients to drive long-term business development.
  • Gained market share in new account acquisition, and elevated sales performance through an aggressive Mesh5 campaign strategy.
  • Led cross-functional teams to develop innovative solutions to solve complex customer business challenges, which equated to exceeding the 1H quota at 113%.
  • Organized events such as conferences, webinars, and lunch-and-learn campaigns to increase brand awareness among target audiences.

Services Principal Lead

Hitachi Vantara
01.2022 - Current
  • I take ownership of customer centricity, leading the GTM initiatives for Emerging Technologies and as-a-Service solutions, and I am accountable for the financial performance of the Enterprise West and Central district.
  • Fueling transformational outcomes for the business by differentiating offerings through competitive analysis, developing pricing strategies, and IP content creation for our Hybrid Cloud Modernization Platform service portfolios.
  • Leading an iterative GTM strategy for Gen AI, MLOps, AIOps, FinOps, and Observability solutions, facilitating swift and responsible solution adoption, and earning the role of a trusted advisor with customers while navigating complex internal team dynamics.
  • Expanded the new channel white-label program to one new partner, which netted an increase of nine new customer logos and pipeline growth of $3.8 million within the first six months.
  • Exceeded sales performance KPIs and achieved 105% against a $1.5M AOP target.

Channel Services Account Executive

Dell Technologies
01.2020 - 01.2022
  • I served as a force multiplier for expanding customer relationships, and acted as a strategic business partner for our largest global LVAR and NSP partner.
  • Accountable for exceeding services revenue while enhancing partner relationships with bi-directional growth strategies in the cloud, as-a-service portfolio, and IT transformation cross-sell opportunities.
  • Recognized as a thought leader among partner SMEs on strategic and operational issues created by 'compete vs. complementary' solution offerings, which resulted in an increase in revenue growth and expanded partner relationship reach.
  • Increased revenue growth of 17% year-over-year, totaling $1.5 billion in services revenue during the first year through the addition of two new Fortune 100 customers.
  • Helped fuel growth for a new as-a-Service product solution, delivered 110% against a $23M target within the first year, demonstrating extreme ownership, resulting in induction into the Aspiring Leader Academy executive training.

Services Solution Executive

Dell Technologies
02.2013 - 01.2021
  • I specialized in guiding the customer journey, leading the execution of complex transformation projects, and managing a diverse team and partner ecosystem.
  • In this role, my technical experience enables unique differentiation in my ability to have a deep understanding of customer needs, the consultative mindset to develop innovative solutions, and an accelerated focus on elevating value for customers.
  • Possess extreme accountability in prospecting, ownership of pipeline development, and the ability to scale my impact, which resulted in my induction into the Dell Regional Sales Director University leadership program.
  • Personal all-time best and largest in the West District, with $14.3M in single PC-as-a-Service transformation opportunity, with customer reference showcased at Dell World.
  • P&L ownership is 60M, overachieved year-over-year goals, and delivered 220% in CY18, 127% in CY19, and 198% in CY20.
  • 'Art of the Possible' spotlight award for four consecutive years of exceeding revenue growth, while demonstrating a strong ability to drive profitability and implementing customer-centric strategies.

Consulting Principal

Dell Technologies
01.2010 - 01.2013
  • I harnessed my active listening skills to evaluate customer requirements, and served as a trusted advisor to deliver business outcomes by leveraging the entire Dell solution portfolio.
  • I led user training, developed documentation, and conducted technical whiteboard sessions to enhance customer experience, and accelerate solution adoption.
  • Led the delivery of multi-functional, large-scale Cloud and Managed Services transformation projects that earned him the trusted advisor recognition among the CXO team for a marquee customer of nine years that was about to be reseated by a competitor.
  • Skilled in driving the product lifecycle from ideation to launch, developing cost models for consulting services, and successfully delivering projects on time and within budget that netted a 22% increase in services' annual top-line growth targets.
  • Achieved services penetration rate growth, increased 65% QoQ new opportunity pipeline, through orchestrating high-impact digital transformation solutions that consistently deliver quantifiable business value outcomes.

Solutions Architect

Forsythe Technology
01.2009 - 01.2010
  • I led a cross-functional team focused on server and desktop virtualization, where I also managed the delivery of engagements and services.
  • Led the charge for translating customer requirements into custom-tailored solutions while maintaining strong acumen around the financial aspects of the product against cost models.
  • Developed a solution offering, prioritized features, developed IP, and collaborated with cross-functional teams for the launch of three new service products spanning Microsoft, Security, and VDI solutions, resulting in the growth of new enterprise customer logos.
  • Top achiever of consistently exceeding measured KPI performance for all customer engagements, given the ability to communicate with different stakeholder personas.
  • Spearheaded and expanded existing anchor account revenue by securing the largest Citrix application virtualization and migration project for a 6,000-user Citrix farm.

Citrix Engineer

Kaiser Permanente
01.2006 - 01.2009
  • I was a key stakeholder among a diverse and distributed team, architecting solutions to enhance customer experience and increase patient safety.
  • Served as a team lead for a 30-person Citrix team, responsible for maintaining a five-nines availability Citrix farm consisting of over 2,700 Citrix servers.
  • Accountability for strategy for code currency compliance and provided technical oversight for environment code updates that centered around patient safety and care.
  • Spearheaded six concurrent Citrix virtualization projects from incubation, planning, and development to regression testing and enablement, resulting in successful and ahead-of-schedule production deployment.

Skills

  • Product Strategy
  • Market Analysis
  • Analytical
  • Critical Thinking
  • Solution Selling
  • Cloud Economics
  • Contract negotiation
  • Accountable
  • Executive Relationship
  • Gen AI
  • Team Leadership
  • Channel Strategy
  • Account management
  • Financial acumen
  • Cross-selling techniques
  • Consultative sales

Certification

  • NVIDIA-Certified Associate: AI Infrastructure and Operations
  • NVIDIA AI Technical Advisor
  • FinOps Certified Practitioner
  • Microsoft Azure AI Fundamentals
  • Azure Security, Compliance, and Identity
  • Azure Data Fundamentals
  • Microsoft Azure Fundamentals
  • GCP Cloud Digital Leader
  • Amazon Certified Cloud Practitioner
  • Dell Proven Professional Cloud & Infrastructure Services
  • Dell Proven Professional Data Protection & Management

Awards

  • The National Society of Leadership & Success
  • Dell Aspiring Leader Academy
  • Dell Regional Sales Director University

Languages

  • Chinese, Native
  • English, Native

Accomplishments

  • The National Society of Leadership & Success

Timeline

Client Executive

Hitachi Vantara
04.2024 - Current

Services Principal Lead

Hitachi Vantara
01.2022 - Current

Channel Services Account Executive

Dell Technologies
01.2020 - 01.2022

Services Solution Executive

Dell Technologies
02.2013 - 01.2021

Consulting Principal

Dell Technologies
01.2010 - 01.2013

Solutions Architect

Forsythe Technology
01.2009 - 01.2010

Citrix Engineer

Kaiser Permanente
01.2006 - 01.2009

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HOWSON YU