Frederick CHEN
APJ Renewal Sales Leader | GTM Strategy & Operations | ARR Retention & Expansion | Enterprise & Commercial | Data-Driven
With 20+ years of experience in Renewal Sales, GTM Strategy & Operations, and Marketing roles in enterprise technology and SaaS across APJ, I build disciplined operating rhythms for predictable ARR retention and expansion.
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I turn renewals into a high-growth engine by leveraging analytics, operating cadence, and clear ownership convert renewal opportunities and risks into ARR growth. Core Impact: • Scale & Strategy: Led APJC Renewals across a $170M+ ARR portfolio and influenced global strategy for $1B+ ARR. • Operational Excellence: Expert in building GTM functions including annual operating plans (AOP), territory management, and forecast predictability. • Team Leadership: Led diverse regional teams of 21 members, fostering a culture of accountability and excellence in execution. Now exploring APJ leadership roles in: • Renewal / Subscription Revenue Sales • GTM Strategy & Revenue Operations
GTM Index
- CHECK POINT SOFTWARE TECHNOLOGIES,JOB
- Global Dir of Renewal Sale…11M
Global Director of Renewal Sales Optimization & Operations
Check Point Software Technologies, Ltd.
• Own the global renewal operations, enabling predictable subscription renewal revenue across regions, segments and routes to market • Partner with regional renewal leaders to improve forecast accuracy, execution discipline, and renewal risk visibility • Provide executive-level insight into retention performance, renewal risk, and lifecycle trends across the global installed base • Drive cross-functional alignment with Sales, Finance, MIS, and Customer Services teams to strengthen renewal strategy and outcomes • Lead global initiatives to improve renewal efficiency, scalability, and customer experience across direct and partner-led motions • Own the data-driven global Annual Operating Plan…
- APJC Dir of Renewal Sales3Y 1M
APJC Director of Renewal Sales
Check Point Software Technologies, Ltd.
• Led the APJC Renewal Sales organisation across enterprise and commercial segments, managing regional Renewal Managers across multiple markets • Owned renewal bookings, retention, expansion contribution, and executive-level forecast accuracy across a $170M APJC renewal ARR portfolio • Built and led a 20+ person regional Renewals team, scaling execution while maintaining enterprise-grade deal leadership • Implemented a data-driven renewals motion to identify risk early, prioritise customer engagement, and improve execution consistency • Established disciplined operating cadences including MBRs, QBRs, pipeline inspections, and executive forecasting • Awarded APJC President’s Club 2024 for le…
- APJC Head of New Business,…1Y 8M
APJC Head of New Business, Product Refresh
Check Point Software Technologies, Ltd.
• Designed and led a data-driven Product Refresh GTM motion across APJC, modernising the installed base and accelerating subscription growth • Applied lifecycle and install-base analytics to identify high-potential refresh customers and prioritise sales engagement • Enabled field teams with analytics-driven target lists and refresh playbooks, improving conversion and execution consistency • Partnered closely with Sales and Engineering leaders to align technical readiness with commercial strategy • Contributed ~35% of total APJC new business, supporting the region in exceeding its annual new-business target
- APJC Head of Channels, Clo…9M
APJC Head of Channels, Cloud Infrastructure and Workspace Security Portfolio
Check Point Software Technologies, Ltd.
• Built and led APJ go-to-market motions across cloud infrastructure and workspace security portfolios—supported by Cloud Security Alliance (CSA) and AWS Cloud Practitioner certifications. • Worked with regional Head of Channel and regional reseller partners to expand customer reach and accelerate revenue growth
- JOY MUSIC STUDIO PTEJOB
- Dir / Co-Founder8Y 9M
Director / Co-Founder
Joy Music Studio Pte Ltd
• Co-founded and led a privately held services business with full P&L ownership • Built the company from inception through scale, including pricing, cost structure, and operating model • Secured a franchisee and expanded the customer base through repeatable acquisition and retention programs • Achieved sustainable profitability and exited the operating business and brand in 2022 • Retained company entity as a dormant property-holding vehicle
- POLYJOB
- APAC Alliance GTM, UC and…11M
APAC Alliance GTM, UC and Contact Center, Senior Manager
Poly
• Led APAC alliance GTM strategy for Unified Communications and Contact Center portfolios • Drove joint pipeline creation and partner-led enterprise revenue growth through strategic alliances • Represented Poly at industry and alliance partner events across Asia Pacific, increasing market awareness and demand for UC and Contact Center solutions
- CISCOJOB
- Senior Solution Mktg Mgr -…2Y 5M
Senior Solution Marketing Manager - Enterprise Networks (ASEAN)
Cisco
• Regional marketing lead for enterprise networking portfolio across ASEAN • Over-achieved ASEAN and EN Marketing goals in FY 2018 in Engagement Points, Marketing Qualified Leads, SQLs and Marketing Sourced Bookings.
- Various Roles - Channel Op…12Y 11M
Various Roles - Channel Operations, GTM, Product Marketing & Product Management
Cisco
Selected roles include: Channel Operations & Business Development Manager – Cloud & Managed Services • Led channel sales operations and partner capability development for cloud and managed services • Supported forecasting, pipeline discipline, and partner-led growth initiatives Senior Product Marketing Manager – Networking & Security (APJC) • Designed and led data-driven product refresh and upgrade programs, generating $100M+ in annual revenue • Applied analytics to identify high-potential customers and prioritize GTM focus across APJC Senior Market Manager – APJC Enterprise & Mid-Market • Co-developed market segmentation and GTM strategies for enterprise and mid-market segments • Led com…
- HEWLETT-PACKARDJOB
- Senior GTM Mgr - Security…10M
Senior GTM Manager - Security & Big Data Platform (APJC)
Hewlett-Packard
- SYMANTECJOB
- Senior PMM - Enterprise Se…2Y 11M
Senior Product Marketing Manager - Enterprise Security (APJC)
Symantec
APJC product marketing lead for data center security, DLP, compliance, and encryption solutions
- TELLABS\FIBCOM INDIAJOB
- APJ Head of Sales Operatio…11M
APJ Head of Sales Operations & Commercial Management
Tellabs\Fibcom India
• Led APJC commercial management and sales operations, supporting complex enterprise and service provider deals across the region • Owned deal governance, pricing, forecasting, and contract compliance, partnering closely with Sales and Finance leaders • Managed a regional team of commercial bid managers, improving deal quality, approval discipline, and execution consistency
- DIALOGICJOB
- Pre-Sales (ASEAN) & Post-S…4Y 11M
Pre-Sales (ASEAN) & Post-Sales (APAC) Engineering Roles
Dialogic
Supporting enterprise and service provider customers across Asia Pacific in customer-facing technical roles, spanning pre-sales engagement and post-sales delivery
- Job: Check Point Software Technologies, Ltd. — Global Director of Renewal Sales Optimization & Operations · 2025-03 – 2026-02 · 11 mo — • Own the global renewal operations, enabling predictable subscription renewal revenue across regions, segments and routes to market • Partner with regional renewal leaders to improve forecast accuracy, execution discipline, and renewal risk visibility • Provide executive-level insight into retention performance, renewal risk, and lifecycle trends across the global installed base • Drive cross-functional alignment with Sales, Finance, MIS, and Customer Services teams to strengthen renewal strategy and outcomes • Lead global initiatives to improve renewal efficiency, scalability, and customer experience across direct and partner-led motions • Own the data-driven global Annual Operating Plan…
- Job: Check Point Software Technologies, Ltd. — APJC Director of Renewal Sales · 2022-06 – 2025-07 · 3y 1mo — • Led the APJC Renewal Sales organisation across enterprise and commercial segments, managing regional Renewal Managers across multiple markets • Owned renewal bookings, retention, expansion contribution, and executive-level forecast accuracy across a $170M APJC renewal ARR portfolio • Built and led a 20+ person regional Renewals team, scaling execution while maintaining enterprise-grade deal leadership • Implemented a data-driven renewals motion to identify risk early, prioritise customer engagement, and improve execution consistency • Established disciplined operating cadences including MBRs, QBRs, pipeline inspections, and executive forecasting • Awarded APJC President’s Club 2024 for le…
- Job: Check Point Software Technologies, Ltd. — APJC Head of New Business, Product Refresh · 2021-04 – 2022-12 · 1y 8mo — • Designed and led a data-driven Product Refresh GTM motion across APJC, modernising the installed base and accelerating subscription growth • Applied lifecycle and install-base analytics to identify high-potential refresh customers and prioritise sales engagement • Enabled field teams with analytics-driven target lists and refresh playbooks, improving conversion and execution consistency • Partnered closely with Sales and Engineering leaders to align technical readiness with commercial strategy • Contributed ~35% of total APJC new business, supporting the region in exceeding its annual new-business target
- Job: Check Point Software Technologies, Ltd. — APJC Head of Channels, Cloud Infrastructure and Workspace Security Portfolio · 2020-07 – 2021-04 · 9 mo — • Built and led APJ go-to-market motions across cloud infrastructure and workspace security portfolios—supported by Cloud Security Alliance (CSA) and AWS Cloud Practitioner certifications. • Worked with regional Head of Channel and regional reseller partners to expand customer reach and accelerate revenue growth
- Job: Joy Music Studio Pte Ltd — Director / Co-Founder · 2013-09 – 2022-06 · 8y 9mo — • Co-founded and led a privately held services business with full P&L ownership • Built the company from inception through scale, including pricing, cost structure, and operating model • Secured a franchisee and expanded the customer base through repeatable acquisition and retention programs • Achieved sustainable profitability and exited the operating business and brand in 2022 • Retained company entity as a dormant property-holding vehicle
- Job: Poly — APAC Alliance GTM, UC and Contact Center, Senior Manager · 2019-07 – 2020-06 · 11 mo — • Led APAC alliance GTM strategy for Unified Communications and Contact Center portfolios • Drove joint pipeline creation and partner-led enterprise revenue growth through strategic alliances • Represented Poly at industry and alliance partner events across Asia Pacific, increasing market awareness and demand for UC and Contact Center solutions
- Job: Cisco — Senior Solution Marketing Manager - Enterprise Networks (ASEAN) · 2017-01 – 2019-06 · 2y 5mo — • Regional marketing lead for enterprise networking portfolio across ASEAN • Over-achieved ASEAN and EN Marketing goals in FY 2018 in Engagement Points, Marketing Qualified Leads, SQLs and Marketing Sourced Bookings.
- Job: Symantec — Senior Product Marketing Manager - Enterprise Security (APJC) · 2013 – 2015 · 2y — APJC product marketing lead for data center security, DLP, compliance, and encryption solutions
- Job: Tellabs\Fibcom India — APJ Head of Sales Operations & Commercial Management · 2012 – 2012 · 0 mo — • Led APJC commercial management and sales operations, supporting complex enterprise and service provider deals across the region • Owned deal governance, pricing, forecasting, and contract compliance, partnering closely with Sales and Finance leaders • Managed a regional team of commercial bid managers, improving deal quality, approval discipline, and execution consistency
- Job: Cisco — Various Roles - Channel Operations, GTM, Product Marketing & Product Management · 2000 – 2012 · 12y — Selected roles include: Channel Operations & Business Development Manager – Cloud & Managed Services • Led channel sales operations and partner capability development for cloud and managed services • Supported forecasting, pipeline discipline, and partner-led growth initiatives Senior Product Marketing Manager – Networking & Security (APJC) • Designed and led data-driven product refresh and upgrade programs, generating $100M+ in annual revenue • Applied analytics to identify high-potential customers and prioritize GTM focus across APJC Senior Market Manager – APJC Enterprise & Mid-Market • Co-developed market segmentation and GTM strategies for enterprise and mid-market segments • Led com…
- Job: Dialogic — Pre-Sales (ASEAN) & Post-Sales (APAC) Engineering Roles · 1996 – 2000 · 4y — Supporting enterprise and service provider customers across Asia Pacific in customer-facing technical roles, spanning pre-sales engagement and post-sales delivery
- Job: Hewlett-Packard — Senior GTM Manager - Security & Big Data Platform (APJC) · 2016-01 – 2016-11 · 10 mo
- School: National University of Singapore / NUS — MBA, Marketing (major) & Finance (minor)
- School: NUS Business School Executive Education — Practical Decision Making using Data Science
- School: National Cheng Kung University — Bachelor of Science (BSc), Electrical Engineering
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