Paul Zhang MBA

Responsible for generating and managing Tencent Cloud’s largest and most strategic accounts. Establish sales priorities, action plans and deliver/exceed on sales goals through a strategic approach and develop high value relationships with key stakeholders. Responsible for negotiating and managing large contracts. Help to lead Cloud revenue growth in North America, and work on bringing in new large strategic accounts (Fortune 500) and help businesses move their critical systems to cloud.

Business Development Manager: • Leading a newly created dedicated server business development team, targeting $60M annual sales • Redesigned company website with server solution pages, create business and marketing plans for the new team (https://www.malabs.com/servers) • Conduct internal technical sales training, including basic server knowledge, OEM/ODM procedures • Present new product training to customers, travel to trade shows to demonstrate solutions • Create Server Total Solutions, including OEM/ODM projects • Expand existing server enterprise accounts for retention and growth • Qualify server opportunities and initiate negotiation process • Strategically position MA Labs's capabilities and server solution products • Propose strategic business plan and server solution to customers to ensure design win • Demonstrated ability to analyze complex/new situations, anticipate potential problems, assess opportunities, impacts, and risks in the development and implementation of solutions Product Marketing Manager: • Create multiple server solutions to enrich MA Labs's offerings, including Xilinx Real-Time Video Server Appliance and DinoEdge Scalable Real-time AI Platform. • Communicate the value proposition of the products to the partner and sales team and develop the sales tools that support the selling process • Partner closely with sales/business development team to develop sales collateral and training materials • Define, at an architectural and design level of detail, technical solutions aligned with client’s business needs • Assist all Account Managers in different branches with developing complex server solutions typically involving multiple server products and complex integrations with client applications/systems • Work with existing clients on developing technical solutions and prototyping new initiatives • Work with all Account Managers on new business to understand customer objectives and provide continuity for architecture and solution exercises

- Conduct technical sales trainings about server and data storage related products to all MA Labs Headquarters Account Managers. - Lead of GNSD (Green NAND SSD Driver) software project management, business development and market development. - Project Manager of GNSD, provide product presentation and training to potential partners. - Project Manager of Special Assignment from President. Including new product line development, market research by attending trade shows and lead/form engineering/marketing team to coordinate. - Analyze engineering performance and provide feedback or request assistance from management when unable to determine obstacles toward achievement of new project development. - Assist all Account Managers on their technical projects, manage throughout the entire process, including pre-sale negotiations, system configurations, costs management as well as after-sale supports. - Early involvement with target customers to influence their specifications and drive the acceptance of the MA Labs server and data storage systems solutions. - Technical business development activities involving such matters as proposal development, pricing development, risk assessment and technical sales strategies. - Drive activities to identify and pursue new business opportunities utilizing MA Labs solutions and experience base in the market. - Provides pre-sales and/or post-sales operational support to the team and business unit. - Acquires a solid and in-depth understanding of customer's technical requirements and uses this knowledge to develop the most relevant solution. - Throughout different phases of the project, work closely with team members to complete tasks necessary for deliverables. - Author technical sales reports and prepare related presentations for upper management, related to results and business development efforts.

- Analyzes customers business needs and develops intermediate range strategies based on knowledge of customer's current projects, equipment demands and business on how company can competitively meet customer's needs. Independently completes moderately difficult, custom designed configurations. - Advises customers and sales on technical aspects of company products including fit to customer's needs, features, availability, etc. - Perform technical presentations and product demos on how the server products meet partner needs; while answering technical questions and providing advice for potential and current clients. - Establish technical relationships with clients through technical assistance and on-going project management to own technical relationship with select key clients and support them through sales cycle. - Present product updates to all the clients on regular schedules. - Develop and deliver highly effective demonstrations for all elements of MA Labs customized server systems solutions. - Deliver solution design plans to the involved teams for proposal generation. - Develop and maintain a high level of product knowledge, its technical and applications.

- Articulate, demonstrate, and prove the configurations to meet customer needs and requirements. - Provide technical expertise and guidance throughout the sales cycle to drive opportunities and help the customers. - Planning daily and weekly activities in order to achieve sales goals and metrics. - Preparing quotes and bids as necessary. - Responsible for attainment of annual sales goals through the market development process, new account development and account retention.

- Articulate, demonstrate, and prove the configurations to meet customer needs and requirements. - Provide technical expertise and guidance throughout the sales cycle to drive opportunities and help the customers. - Planning daily and weekly activities in order to achieve sales goals and metrics. - Preparing quotes and bids as necessary. - Responsible for attainment of annual sales goals through the market development process, new account development and account retention.

- Manage OEM/ODM projects from scratch - Develop new projects and manage them from the start to the end - Maintain on-going projects - Lead the planning and implementation of all projects - Facilitate the definition of project scope, goals and deliverables - Develop full scale project plans - Manage project resource allocation - Constantly monitor and report on progress of the project to the management team - Responsible for resource management and managing within budgets across projects - Work effectively with cross functional groups to propose and manage creative solutions to improve the efficiency and effectiveness of the project team - Manage and coordinate internal teams and external partners

Accounts Management: - New accounts development - Maintain existing customers - Provide resolution of customer issues and manage/escalate concerns as appropriate - Collaborate on pre-sale proposals and campaign strategies using deep understanding of client requirements - Development of sales action plans resulting in maximizing sales revenue Marketing: - Planning and implementation of market strategies - Promotions negotiation with distributors - Maintain up-to-date industry knowledge of trends, technologies and best practices on an ongoing basis - Co-develops pricing, branding, merchandising and promotion strategies with the Sales team

Sales & Marketing: - Create quotations - Process sales orders - Monitor monthly sales performance - Create orders procedures - Assist projects management Accounts Receivable: - Monitor payments schedules - Payment collections - Invoices processing Other: - Inventory control - Project management - Systems integration and testing