Tales In Sales featuring CK Mah from Menlo Security
A Kaliba Interview, by Greg Brown.
In this episode of Tales In Sales, we caught up with CK Mah from Menlo Security.
As the Regional Director of Menlo Security in Southeast Asia, CK works closely with security leaders to learn about recent security incidents they have experienced and discuss potential vulnerabilities in their environment due to the changing dimensions of their technology landscape. From these conversations, he provides his expert advice on the best possible security investments for mitigating these new risks.
As an experienced senior executive and managing director, CK brings more than two decades of international experience across Germany, Hong Kong, New Zealand, Australia, and Singapore. With significant expertise in strategic business development and consulting in the financial, telecommunication, media and communications, high-tech manufacturing, and government-related industries within the Asia Pacific region, CK engages with C-suite leaders and board members in every industry to help them translate their security and technology budgets into measurable results.
Kaliba's Greg Brown fired a few quick Q&As to get to know a bit about CK’s journey in sales to where he is today.
Greg:
We are often asked about how one might get into tech sales. What would your advice be?
CK:
I have learned that the most successful individuals are those who do things with passion. There are daily challenges, but it's our passion that will drive those storms and make us emerge stronger.
Greg:
Are there any transferable skill sets that someone could bring from another sector or a sales role in another industry that you think are valuable?
CK:
Unlimited mind-set. Every industry, every company, every customer, every product, and every situation differs. Thus, if we have a closed mindset, we can't analyse the situation and make objective or required actions suitable for each scenario.
Greg:
What has been the best investment you have made in your sales career?
CK:
Sustainable business strategy. This is my primary guiding principle. Aim for repeated success that is based on a win-win arrangement so it can sustain the next wave. And the next wave.
Greg:
Who has been the biggest influence on your career?
CK:
Most people will know of Warren Buffett, but fewer will know of Jim Rogers. He co-founded Quantum Fund with George Soros, now based in Singapore. Money is the by-product of a good investment strategy, not the only objective.
Greg:
And finally, If money were no obstacle (because, let's face it, a sales career can be lucrative, right?!), what would you be doing?
CK:
An architect by passion, but in the earlier days it was a less commercially attractive path.
About Menlo Security
Menlo Security enables organisations to outsmart threats, completely eliminating attacks and fully protecting productivity with a one-of-a-kind, isolation-powered cloud security platform. It’s the only solution to deliver on the promise of cloud security—by providing the most secure Zero Trust approach to preventing malicious attacks; by making security invisible to end users while they work online; and by removing the operational burden for security teams. Now organisations can offer a safe online experience, empowering users to work without worry while they keep the business moving forward.
About Kaliba
Kaliba is Asia Pacific’s trusted recruitment agency partner for specialist technology, sales and leadership talent. We’ve helped leading tech vendors build out their tech and sales teams across Cyber Security & Networking, CX & Marketing Technology, Fintech & Payments, Data & Analytics, AI & Machine Learning, and Application Software, throughout APAC.
Stay tuned for more episodes of Tales In Sales coming soon!
Got a Tale from the IT Sales field? Reach out and connect with Greg Brown or James Kennedy.
Recent Posts
The role of sales leadership has become more complex than ever before. To navigate this terrain successfully, sales leaders must continuously develop and refine a diverse set of skills and knowledge. Drawing insights from Gartner , let's explore the key skills that make a successful sales leader in today's dynamic environment. Leading Through Transformational Change As sales functions undergo transformational changes, leaders must adeptly guide their teams through these shifts. This requires visionary leadership, effective communication, and the ability to inspire and motivate amidst uncertainty. Collaboration and Alignment Sales leaders must forge strong partnerships with other executive functions within the organisation to drive better results. Collaboration with departments like marketing, finance, and operations is crucial for aligning strategies and achieving common objectives. Communicating Impact to the C-suite Articulating the impact of the sales organisation on the broader corporate enterprise is essential for gaining support and resources from the C-suite. Sales leaders should effectively communicate metrics, insights, and strategic initiatives to demonstrate value and drive decision-making. Understanding Stakeholder Expectations Beyond internal alignment, successful sales leaders must also understand the expectations of external stakeholders. This involves staying attuned to market trends, customer needs, and competitor strategies to adapt sales approaches accordingly. Personal Skills and Competencies Prioritising personal development is key for sales leaders to continuously improve their leadership capabilities. Skills such as emotional intelligence, resilience, and strategic thinking are invaluable for navigating the complexities of the sales environment. Driving Motivation Within the Team With sellers facing increasing pressure and burnout, sales leaders play a crucial role in maintaining team morale and motivation. Implementing strategies for recognition, empowerment, and career development can help boost performance and retention. To address the challenges and opportunities in sales leadership, Gartner emphasises three key imperatives: Building Skills for Commercial Leadership Sales leaders must acquire new skills to lead commercial collaboration, drive digital transformation, manage change, and effectively engage with stakeholders across the organisation. Utilising Analytics for Informed Decision Making Leveraging advanced analytics and insights is essential for optimising business decisions and driving revenue performance. Sales leaders must harness data-driven approaches to identify opportunities, mitigate risks, and enhance sales strategies. Aligning GTM Strategy with Corporate Objectives Developing a Go-To-Market (GTM) strategy that aligns with corporate objectives is critical for outpacing competitors. Sales leaders need to ensure that their sales strategies are agile, customer-centric, and well-aligned with overarching corporate goals. In conclusion, successful sales leadership in today's dynamic environment requires a multifaceted skill set, strategic vision, and a commitment to continuous learning and adaptation. By embracing these key principles and insights, sales leaders can navigate complexities, drive performance, and achieve sustainable growth in their organisations. At Kaliba, we've helped hundreds of organisations build their tech sales teams across APAC. Whether you are building your team or exploring new opportunities in tech sales, we can help! Connect with us today.
If you work in technology and sales, where deadlines loom large and targets never seem to relent, the idea of taking a break can feel like a luxury reserved for the fortunate few. However, as we approach the upcoming four-day Easter long weekend, it's the perfect time to remind ourselves of the importance of hitting the pause button and allowing ourselves to decompress. Here's why taking a break is crucial for professionals in the tech and sales industries, along with some practical tips on how to make the most of your downtime. Why Taking a Break Matters 1. Recharge Your Batteries: Working in high-pressure environments can drain your energy reserves. Taking a break allows you to step away from the daily grind and recharge both physically and mentally, leaving you refreshed and ready to tackle challenges with renewed vigour. 2. Enhance Creativity and Problem-Solving Skills: Stepping back from work allows your mind to wander and explore new ideas. Breaks have been shown to stimulate creativity and enhance problem-solving skills, helping you approach tasks with fresh perspectives and innovative solutions. 3. Improve Focus and Productivity: Contrary to popular belief, taking breaks doesn't hinder productivity – it enhances it. Regular breaks throughout the day have been proven to improve focus, concentration, and overall productivity, ensuring that you work smarter, not harder. 4. Reduce Stress and Burnout: Chronic stress and burnout are all too common in demanding professions like tech and sales. Taking regular breaks helps mitigate the negative effects of stress by promoting relaxation, reducing tension, and preventing burnout in the long run. Tips for Decompressing Over the Long Weekend 1. Unplug and Disconnect: Set boundaries by disconnecting from work emails and notifications during your break. Use this time to fully detach from work-related stressors and immerse yourself in activities that bring you joy and relaxation. 2. Engage in Mindful Activities: Whether it's going for a leisurely walk, practicing meditation or yoga, or simply enjoying a good book, engage in activities that promote mindfulness and present-moment awareness. These practices can help calm the mind and alleviate stress. 3. Spend Quality Time with Loved Ones: Use the long weekend as an opportunity to reconnect with friends and family. Plan meaningful activities together, such as cooking a special meal, playing games, or enjoying outdoor adventures. Building strong social connections is essential for overall well-being. 4. Indulge in Self-Care: Prioritise self-care by pampering yourself with activities that nourish your body, mind, and soul. Whether it's indulging in a spa day, taking a long bath, or treating yourself to your favourite meal, make self-care a priority during your break. 5. Reflect and Reset: Take time to reflect on your goals, priorities, and accomplishments. Use this opportunity to set intentions for the upcoming weeks and create a plan to achieve them. Long weekends - especially extra-long weekends like the Easter break - presents a valuable opportunity for professionals working in 'always on' industries like the tech and sales sectors, to hit the pause button, recharge their batteries, and prioritise their well-being. By taking breaks, engaging in mindful activities, spending time with loved ones, indulging in self-care, and reflecting on personal and professional goals, you can return to work feeling refreshed, recharged, and ready to conquer new challenges with renewed energy and enthusiasm. Remember, taking care of yourself is not a luxury – it's a necessity for long-term success and fulfillment in both your career and personal life.
Social Share
The role of sales leadership has become more complex than ever before. To navigate this terrain successfully, sales leaders must continuously develop and refine a diverse set of skills and knowledge. Drawing insights from Gartner , let's explore the key skills that make a successful sales leader in today's dynamic environment. Leading Through Transformational Change As sales functions undergo transformational changes, leaders must adeptly guide their teams through these shifts. This requires visionary leadership, effective communication, and the ability to inspire and motivate amidst uncertainty. Collaboration and Alignment Sales leaders must forge strong partnerships with other executive functions within the organisation to drive better results. Collaboration with departments like marketing, finance, and operations is crucial for aligning strategies and achieving common objectives. Communicating Impact to the C-suite Articulating the impact of the sales organisation on the broader corporate enterprise is essential for gaining support and resources from the C-suite. Sales leaders should effectively communicate metrics, insights, and strategic initiatives to demonstrate value and drive decision-making. Understanding Stakeholder Expectations Beyond internal alignment, successful sales leaders must also understand the expectations of external stakeholders. This involves staying attuned to market trends, customer needs, and competitor strategies to adapt sales approaches accordingly. Personal Skills and Competencies Prioritising personal development is key for sales leaders to continuously improve their leadership capabilities. Skills such as emotional intelligence, resilience, and strategic thinking are invaluable for navigating the complexities of the sales environment. Driving Motivation Within the Team With sellers facing increasing pressure and burnout, sales leaders play a crucial role in maintaining team morale and motivation. Implementing strategies for recognition, empowerment, and career development can help boost performance and retention. To address the challenges and opportunities in sales leadership, Gartner emphasises three key imperatives: Building Skills for Commercial Leadership Sales leaders must acquire new skills to lead commercial collaboration, drive digital transformation, manage change, and effectively engage with stakeholders across the organisation. Utilising Analytics for Informed Decision Making Leveraging advanced analytics and insights is essential for optimising business decisions and driving revenue performance. Sales leaders must harness data-driven approaches to identify opportunities, mitigate risks, and enhance sales strategies. Aligning GTM Strategy with Corporate Objectives Developing a Go-To-Market (GTM) strategy that aligns with corporate objectives is critical for outpacing competitors. Sales leaders need to ensure that their sales strategies are agile, customer-centric, and well-aligned with overarching corporate goals. In conclusion, successful sales leadership in today's dynamic environment requires a multifaceted skill set, strategic vision, and a commitment to continuous learning and adaptation. By embracing these key principles and insights, sales leaders can navigate complexities, drive performance, and achieve sustainable growth in their organisations. At Kaliba, we've helped hundreds of organisations build their tech sales teams across APAC. Whether you are building your team or exploring new opportunities in tech sales, we can help! Connect with us today.
If you work in technology and sales, where deadlines loom large and targets never seem to relent, the idea of taking a break can feel like a luxury reserved for the fortunate few. However, as we approach the upcoming four-day Easter long weekend, it's the perfect time to remind ourselves of the importance of hitting the pause button and allowing ourselves to decompress. Here's why taking a break is crucial for professionals in the tech and sales industries, along with some practical tips on how to make the most of your downtime. Why Taking a Break Matters 1. Recharge Your Batteries: Working in high-pressure environments can drain your energy reserves. Taking a break allows you to step away from the daily grind and recharge both physically and mentally, leaving you refreshed and ready to tackle challenges with renewed vigour. 2. Enhance Creativity and Problem-Solving Skills: Stepping back from work allows your mind to wander and explore new ideas. Breaks have been shown to stimulate creativity and enhance problem-solving skills, helping you approach tasks with fresh perspectives and innovative solutions. 3. Improve Focus and Productivity: Contrary to popular belief, taking breaks doesn't hinder productivity – it enhances it. Regular breaks throughout the day have been proven to improve focus, concentration, and overall productivity, ensuring that you work smarter, not harder. 4. Reduce Stress and Burnout: Chronic stress and burnout are all too common in demanding professions like tech and sales. Taking regular breaks helps mitigate the negative effects of stress by promoting relaxation, reducing tension, and preventing burnout in the long run. Tips for Decompressing Over the Long Weekend 1. Unplug and Disconnect: Set boundaries by disconnecting from work emails and notifications during your break. Use this time to fully detach from work-related stressors and immerse yourself in activities that bring you joy and relaxation. 2. Engage in Mindful Activities: Whether it's going for a leisurely walk, practicing meditation or yoga, or simply enjoying a good book, engage in activities that promote mindfulness and present-moment awareness. These practices can help calm the mind and alleviate stress. 3. Spend Quality Time with Loved Ones: Use the long weekend as an opportunity to reconnect with friends and family. Plan meaningful activities together, such as cooking a special meal, playing games, or enjoying outdoor adventures. Building strong social connections is essential for overall well-being. 4. Indulge in Self-Care: Prioritise self-care by pampering yourself with activities that nourish your body, mind, and soul. Whether it's indulging in a spa day, taking a long bath, or treating yourself to your favourite meal, make self-care a priority during your break. 5. Reflect and Reset: Take time to reflect on your goals, priorities, and accomplishments. Use this opportunity to set intentions for the upcoming weeks and create a plan to achieve them. Long weekends - especially extra-long weekends like the Easter break - presents a valuable opportunity for professionals working in 'always on' industries like the tech and sales sectors, to hit the pause button, recharge their batteries, and prioritise their well-being. By taking breaks, engaging in mindful activities, spending time with loved ones, indulging in self-care, and reflecting on personal and professional goals, you can return to work feeling refreshed, recharged, and ready to conquer new challenges with renewed energy and enthusiasm. Remember, taking care of yourself is not a luxury – it's a necessity for long-term success and fulfillment in both your career and personal life.
Singapore has announced the implementation of stricter regulations for hiring foreign professional workers, alongside increased salary benchmarks, set to take effect from next year. Changes in Minimum Qualifying Salary Effective January 1, 2025, the Ministry of Manpower will raise the minimum qualifying salary for Employment Pass (EP) holders from SGD 5,000 to SGD 5,600 (USD 3,720 to 4,166) per month. This adjustment will be progressive with age, reaching up to SGD 10,700 for candidates in their mid-40s. The Ministry stresses that these changes aim to ensure fairness for local workers across different age groups. Maintaining High-Quality Standards The EP qualifying salary benchmark, which aligns with the top one-third of local Professional, Managerial, Executive, and Technical (PMET) wages, ensures that EP holders meet high-quality standards as outlined by the Ministry. Objectives of the Revisions These modifications are part of the Ministry’s broader revisions to foreign workforce policies. The objectives include sustaining a high-quality foreign workforce that complements local talent, supporting industry transformation for a more efficient and lean foreign labor force, creating better job opportunities for locals, and improving conditions for lower-wage workers while ensuring the efficacy of foreign workforce regulations. Sector-Specific Adjustments In sectors with higher wage standards, such as finance, a higher EP qualifying salary will remain applicable. Specifically, in the financial services sector, the EP minimum qualifying salary will rise from SGD 5,500 to SGD 6,200 (USD 4,092 to USD 4,613) per month, increasing progressively with age up to SGD 11,800 (USD 8,779) for mid-40s candidates. Progressive Wages Initiatives Aligning with Singapore’s Progressive Wages initiatives, companies employing foreign workers are mandated to pay all their local workers at least the local qualifying salary (LQS). The proportion of local workers receiving the LQS determines the company’s entitlement to foreign worker quotas. The LQS is regularly reassessed to match wage growth, uplift lower-wage workers, and regulate the foreign workforce. The increase in LQS from SGD 1,400 to SGD 1,600 (USD 1,041 to 1,190) per month, effective July 1, 2024, was initially announced in Singapore’s Budget 2024. These measures reflect Singapore's commitment to fostering a competitive yet equitable labour market while prioritising the well-being and opportunities of both local and foreign workers.
Kaliba is the trusted recruitment agency partner for specialist technology, sales and leadership talent. We’ve helped leading tech vendors build out their tech and sales teams across Cyber Security & Networking, CX & Marketing Technology, Fintech & Payments, Data & Analytics, Application Software, and AI & Machine Learning throughout APAC.
We acknowledge the Traditional Custodians of the lands we live on. We pay our respects to all Elders, past and present, of all Aboriginal and Torres Strait Islander nations.