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 Australian IT industry is facing a deepening skills crisis, presenting both challenges and opportunities for IT professionals in the country. As the demand for tech expertise grows, now is the time for IT pros to take the initiative to self-upskill and prepare themselves for lucrative career advancements and salaries! Addressing the Skills Crisis Let’s start at the very beginning: School A recent report by the Australian government titled The Australian Universities Accord has outlined 47 recommendations to tackle challenges in education and workplace environments. However, the proposed solutions are ambitious and may take time to implement. For instance, the report suggests that at least 80% of the working-age population should have tertiary education by 2033, compared to the current 50%. The government also plans to boost support in technical areas such as R&D to meet the increasing demand for professionals in the tech sector. Skilled Migrants To bridge the gap in domestic skills supply, Australia has introduced a skilled visa program covering high-demand skills, including IT. The Australian Strategic Policy Institute (ASPI) noted that only around 7,000 Australian students graduate with an IT degree each year, while the demand for IT professionals is expected to grow by 233,000 by 2033. As such, the country is considering a focus on migration to deepen skills trade with countries like India and fully integrate skilled migrants within the economy. Decelerating Training Investment While the skills shortage is impacting organisations, many are not taking sufficient action to address the gap. Research from RMIT University found that although some mid- to large-sized organisations expect to increase spending on learning and development, nearly half are not prioritising their training budgets to address skills gaps. This lack of investment in upskilling employees may leave organisations struggling to leverage IT opportunities effectively. The Importance of Self-Upskilling Taking the Initiative Given the challenges organisations face in addressing the skills gap, IT professionals need to take matters into their own hands. By investing in their own skills development, IT pros can equip themselves with the knowledge and expertise needed to excel in their careers. Preparing for Emerging Technologies Research from Deloitte shows that job advertisements requiring key emerging technology skills will account for 61% of job postings overall by 2030. IT professionals must gain competencies in both technical and soft skills, including project management, coding, data analysis, and cybersecurity. Pursuing Lucrative Opportunities It’s widely known that tech professionals have become some of the highest earners in Australia, with many jobs offering salaries over $200,000 . Whether focusing on data, software development, or leadership positions, IT pros can tap into high-paying opportunities with the right skills and work ethic. For IT professionals in Australia, 2024 presents a unique opportunity to self-upskill and gain a competitive edge in the industry. By taking the initiative to develop their skill sets and pursue emerging technologies, IT pros can position themselves for higher salaries and career advancements. This self-driven approach will be crucial in a market heavily weighted towards supporting a small domestic supply of skilled professionals. Now is the time for IT professionals to seize the opportunity and thrive in the ever-evolving tech landscape. Don’t know where to start? Reach out to the team at Kaliba to identify some of the current and emerging skills our clients are seeking. Follow us on LinkedIn or subscribe to our monthly newsletter for news and insight on careers and opportunities across tech and IT sales in Australia.
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.
Social Share
The Australian IT industry is facing a deepening skills crisis, presenting both challenges and opportunities for IT professionals in the country. As the demand for tech expertise grows, now is the time for IT pros to take the initiative to self-upskill and prepare themselves for lucrative career advancements and salaries! Addressing the Skills Crisis Let’s start at the very beginning: School A recent report by the Australian government titled The Australian Universities Accord has outlined 47 recommendations to tackle challenges in education and workplace environments. However, the proposed solutions are ambitious and may take time to implement. For instance, the report suggests that at least 80% of the working-age population should have tertiary education by 2033, compared to the current 50%. The government also plans to boost support in technical areas such as R&D to meet the increasing demand for professionals in the tech sector. Skilled Migrants To bridge the gap in domestic skills supply, Australia has introduced a skilled visa program covering high-demand skills, including IT. The Australian Strategic Policy Institute (ASPI) noted that only around 7,000 Australian students graduate with an IT degree each year, while the demand for IT professionals is expected to grow by 233,000 by 2033. As such, the country is considering a focus on migration to deepen skills trade with countries like India and fully integrate skilled migrants within the economy. Decelerating Training Investment While the skills shortage is impacting organisations, many are not taking sufficient action to address the gap. Research from RMIT University found that although some mid- to large-sized organisations expect to increase spending on learning and development, nearly half are not prioritising their training budgets to address skills gaps. This lack of investment in upskilling employees may leave organisations struggling to leverage IT opportunities effectively. The Importance of Self-Upskilling Taking the Initiative Given the challenges organisations face in addressing the skills gap, IT professionals need to take matters into their own hands. By investing in their own skills development, IT pros can equip themselves with the knowledge and expertise needed to excel in their careers. Preparing for Emerging Technologies Research from Deloitte shows that job advertisements requiring key emerging technology skills will account for 61% of job postings overall by 2030. IT professionals must gain competencies in both technical and soft skills, including project management, coding, data analysis, and cybersecurity. Pursuing Lucrative Opportunities It’s widely known that tech professionals have become some of the highest earners in Australia, with many jobs offering salaries over $200,000 . Whether focusing on data, software development, or leadership positions, IT pros can tap into high-paying opportunities with the right skills and work ethic. For IT professionals in Australia, 2024 presents a unique opportunity to self-upskill and gain a competitive edge in the industry. By taking the initiative to develop their skill sets and pursue emerging technologies, IT pros can position themselves for higher salaries and career advancements. This self-driven approach will be crucial in a market heavily weighted towards supporting a small domestic supply of skilled professionals. Now is the time for IT professionals to seize the opportunity and thrive in the ever-evolving tech landscape. Don’t know where to start? Reach out to the team at Kaliba to identify some of the current and emerging skills our clients are seeking. Follow us on LinkedIn or subscribe to our monthly newsletter for news and insight on careers and opportunities across tech and IT sales in Australia.
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.
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.