Benjamin Kwan
Auckland,New Zealand
Summary
Dynamic and results-driven sales and business development leader with 30+ years of experience across vendor, distributor, and reseller IT channels in A/NZ and APAC. Proven success in building scalable partner ecosystems, leading strategic accounts, and executing go-to-market plans that drive consistent revenue growth. Deep expertise in hybrid cloud, infrastructure, SaaS, and emerging technologies. Recognized as a brand champion, trusted advisor, and technology evangelist across enterprise and government sectors.
Overview
32
32
years of professional experience
15
15
Certifications
Work History
New Zealand Sales Lead – Power, LinuxONE, Z
IBM
04.2018 - 06.2024
- Led sales and revenue growth for IBM’s most advanced systems portfolio across public, private, hybrid, and multi-cloud environments.
- Rebuilt post-COVID business to exceed 160% of first-half revenue target; consistently maintained high-value pipeline.
- Acted as trusted advisor to enterprise clients in finance, retail, government, and telecommunications.
- Achieved regional recognition as the first to sell IBM PowerVS (public cloud), featured in IBM internal win studies.
- Previously managed IBM Storage portfolio (2018–2020), including Software Defined Storage and modern data protection.
Senior Business Development Manager
Dicker Data New Zealand
02.2017 - 03.2018
- Established and scaled Lenovo channel program in NZ, signing 75+ business partners and achieving 3:1 enterprise share vs. competitors.
- Played a pivotal role in Dicker Data securing exclusive Lenovo distribution rights.
Account Executive & System X Server Specialist
Lenovo
10.2015 - 11.2016
- Led integration of IBM System x portfolio into Lenovo; drove engagement across Government and Enterprise clients.
- Expanded footprint in servers, storage, and end-user computing; developed major new business through white space acquisition.
New Zealand Sales Lead (System X)
IBM
04.2013 - 09.2015
- Delivered 134% YoY growth for x86 systems in competitive transition to cloud and *aaS models.
- Drove strategic partner enablement and optimized channel strategy, achieving 90%+ win rate.
Business Manager
EXOL (former Simms International, now Dicker Data)
01.2010 - 12.2013
- Led Dell's global channel pilot in NZ; onboarded 200+ partners and established formal channel pricing and rebate programs.
- Drove infrastructure business to 70%+ of total Dell revenue; implemented reseller marketing and servicing policies.
Director of Technical Services
NETStrategy Limited
01.1997 - 12.2010
- Delivered consulting services to optimize client workflows and technology adoption across various industries.
Market Development Manager
Ingram Micro New Zealand
01.2009 - 12.2010
- Doubled Lenovo’s market share, overtaking competitors through aggressive reseller engagement.
- Enabled Ingram Micro to secure sole national distribution rights through strategic alignment and performance.
Business Development Manager /National Channel Manager
Apple Computer NZ (via Renaissance Ltd)
02.1998 - 12.2005
- Grew NZ Apple business from NZ$30M to NZ$200M.
- Introduced “Store in Store” concept, launched iPod in FMCG retail, and drove major channel restructuring.
Channel Account Manager
Electronic Resources New Zealand
01.1997 - 12.1998
- Developed reseller base and onboarded key vendor products into the portfolio.
NZW Account Manager
Lidcam Technologies Pty Ltd
01.1996 - 12.1997
- Achieved large-scale wins in software and hardware sales to Australian telcos and universities.
Senior Account Manager
Logical Solutions Pty Ltd
01.1992 - 12.1996
- Award-winning sales leader for Apple, Compaq, Sun, and Digital products.
Education
Bachelor of Science - Biochemistry, Molecular & Cellular Biology
University of Auckland
Auckland, New ZealandSkills
- Channel Sales & Partner Ecosystem Development
- Enterprise B2B Sales Strategy & Execution
- Go-to-Market Leadership & Regional Expansion
- Technology Solutions: Cloud, Infrastructure, SaaS
- Account Management & Pipeline Development
- Partner Enablement & Sales Training
- Strategic Negotiation & Relationship Management
Certification
• Insight Selling to the CxO
• Financial Selling : Executive Conversations
• IBM Power Sales Foundation V2
• IBM Garage Essenstials
• IBM Power Systems Infrastructure as a Service Technical V2
• IBM Systems Solution Foundation
•IBM Partner Ecosystem Sales Foundation
• IBM Hybrid Multicloud Sales Foundation
• IBM Systems Cloud and Cognitive V2
• IBM Systems Cognitive Masters V2
• IBM Selling Profession Certification - Level II
• IBM Selling Profession Certification - Level I
• IBM Technical Foundation for Sellers
• IBM Cloud Private
• IBM LinuxONE Sales Foundation
• IBM Z Sales Foundation
• Lenovo Certified Enterprise Sales Professional
Personal & Other
- New Zealand Citizen | Born in Hong Kong | Native English Speaker
- Intermediate Cantonese | Beginner Mandarin
- Karate Black Belt Instructor | Former NZ National Team Member
- Athletic Coach & Community Educator
Timeline
New Zealand Sales Lead – Power, LinuxONE, Z
IBM
04.2018 - 06.2024
Senior Business Development Manager
Dicker Data New Zealand
02.2017 - 03.2018
Account Executive & System X Server Specialist
Lenovo
10.2015 - 11.2016
New Zealand Sales Lead (System X)
IBM
04.2013 - 09.2015
Business Manager
EXOL (former Simms International, now Dicker Data)
01.2010 - 12.2013
Market Development Manager
Ingram Micro New Zealand
01.2009 - 12.2010
Business Development Manager /National Channel Manager
Apple Computer NZ (via Renaissance Ltd)
02.1998 - 12.2005
Director of Technical Services
NETStrategy Limited
01.1997 - 12.2010
Channel Account Manager
Electronic Resources New Zealand
01.1997 - 12.1998
NZW Account Manager
Lidcam Technologies Pty Ltd
01.1996 - 12.1997
Senior Account Manager
Logical Solutions Pty Ltd
01.1992 - 12.1996
Bachelor of Science - Biochemistry, Molecular & Cellular Biology
University of Auckland
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