Summary
Overview
Work History
Education
Skills
References
Achievements
Timeline
Generic

Ericqa Cheng

North Ryde,NSW

Summary

Business Development professional with 10+ years of blended channel, commercial and product management experience in the SaaS and Telco sector leading operations and enhancing revenue. Passionate about customers. With expertise in client acquisition and contract negotiation, along with relationship building abilities. Results and data driven in making decisions to scale impact and profitability.

Overview

11
11
years of professional experience

Work History

Strategic Product Partnerships Manager

Intuit QuickBooks Australia
11.2023 - Current
  • Identified opportunities for upselling products or services within existing partner accounts and new strategic partners, driving additional revenue streams for company.
  • Led development and launch of integrated payment product feature, soft launch with 20% increase in customer integrating app in our accounting platform – 2nd alternative of bank payments in addition to PayPal
  • Collaborate closely with scrum teams, engineering and external partner developer teams to build or integrate product relevant for our customers
  • Build and develop short, medium, long term product strategies on how and where to win with customers
  • Conduct POC with customers to establish addressable use case to drive product design
  • Utilize data driven analysis to make informed product decisions, increase product adoption rates
  • Monitor post implementation reviews of product launch
  • Bundle partner products within our software to increase LTV of customers, decreasing churn rate
  • Developed and executed GTM strategy, resulting in 10% increase in trial sign-ups.
  • Coordinated cross-functional teams to ensure successful execution of joint projects with partners.
  • Contributed to creation of product strategy

Product Partnerships Manager ANZ/Korea

Scandit AG
01.2022 - 11.2023
  • Oversaw and Executed APAC Channel Partner strategy with key ISV partners and Device manufacturers in ANZ and Korea region
  • Drive brand awareness and developed GTM acquisition plans with notable complex partner ecosystem: ie- Telstra, Optus, Apple, Samsung, Microsoft, SAP, Oracle, AWS, TCS, Infosys, Fujitsu.
  • Initiated competitor analysis practice that informed strategic business decisions
  • Negotiated exclusive co-marketing initiatives that increased brand visibility and contributed to 10% uplift in overall sales revenue for both partners.
  • Led barcode SDK solution to integrate into Adyen's SaaS platform with POS provider NewStore, as secured payments solution
  • Collaborated with legal, product team, engineering, marketing to meet deliverables

Strategic Product Alliances Manager - IoT

Optus Pty Ltd
06.2017 - 01.2022
  • Served as primary liaison between company and its strategic partners, ensuring effective communication at all levels of both organizations.
  • Managed and owned diverse portfolio of strategic partnerships, ensuring alignment with overall company objectives and goals.
  • Identify and Grow potential partners joining Optus' partner ecosystem
  • Collaborate with Sales and Marketing to develop new IoT solutions/market product offers
  • Develop GTM and Channel strategy for product roadmaps across IOT portfolio – Healthcare, Telematics, Datasets
  • Spearheaded development of new go-to-market initiatives in collaboration with partner organizations, resulting in increased market share and customer acquisition.
  • Negotiated contract terms with new partners, ensuring mutually beneficial agreements that supported both parties' objectives.
  • Developed comprehensive training programs for internal staff to ensure consistent knowledge sharing regarding partner products and services.

Commercial Evaluation Manager

Optus Pty Ltd
09.2015 - 05.2017
  • Commercially led new product launch - Cloud based calling (UCasS), known as Optus Loop
  • Uplifted revenue by $110M for 5 years
  • Implemented refreshed voice pricing plans to generate $6.3million of incremental revenue over 5 years by implementing progressive price discounts by contract tenure
  • Deep dive of business case and the impact in materiality of incremental revenue vs free cash flow for annual operating plans
  • Identify risk and opportunities to drive strategic growth
  • Collaborate with Go to Market Product managers, Customer Value Team, providing a consultative view of their GTM strategy, product pipeline.

Pricing Analyst

Syngenta Ag
08.2013 - 09.2015
  • Analysis on commercial term offers – GP Margin & Working capital costs
  • Perform reviews on customer retail net and customer internal net price for rebates/discount
  • Maintain bi-weekly pricing dashboards for top 37 key strategic customers (with more than $5 million annual gross sales)
  • Monthly Price/Volume Walk variance analysis & commentaries for management business review pack
  • Identify and understand Key drivers for the business – Channel, COGS, FX
  • Preparation of monthly price analysis presentation for Pricing Steering Committee
  • Daily ANZ Sales reporting across all Business units and portfolios

Pricing Analyst

Thrifty Car Rental
04.2013 - 08.2013
  • Maximize daily fleet operational utilization to optimize revenue from car rentals
  • Improved pricing strategies by analyzing market trends and competitor pricing data.
  • Monitored promotional campaigns'' effectiveness to assess their impact on overall sales performance and recommend adjustments when necessary.
  • Adjusted prices via pre-set schedules, supply management department costs and other factors on regular basis.
  • Collaborated with cross-functional teams to develop comprehensive market intelligence for informed decision making.

Education

Bachelor of Science - Banking And Finance

Ngee Ann Polytechnic
Singapore
03.2011

Skills

  • Project Management
  • Business Development
  • Product Management
  • Product Strategy
  • Commercial Strategy
  • Pricing Strategy
  • Financial Acumen
  • B2B Marketing
  • Contract Negotiation

References

Available upon request.

Achievements

  • Launched PoC integration with Kmart Australia for their mobile 1st store innovation at Scandit

Launched Cloud calling product -

  • Increased acquisition of cloud product adoption on Optus Loop by 25% in Year 1
  • Streamlined development process for NBN Failover to 4G nationally within 2 years of product migration


Timeline

Strategic Product Partnerships Manager

Intuit QuickBooks Australia
11.2023 - Current

Product Partnerships Manager ANZ/Korea

Scandit AG
01.2022 - 11.2023

Strategic Product Alliances Manager - IoT

Optus Pty Ltd
06.2017 - 01.2022

Commercial Evaluation Manager

Optus Pty Ltd
09.2015 - 05.2017

Pricing Analyst

Syngenta Ag
08.2013 - 09.2015

Pricing Analyst

Thrifty Car Rental
04.2013 - 08.2013

Bachelor of Science - Banking And Finance

Ngee Ann Polytechnic

Similar Profiles

CREATE PROFILE
Ericqa Cheng