Juancho Paolo L. Jerusalem

Juancho Jerusalem Filipino-Australian domiciled in Singapore | - |-| LinkedIn Profile SENIOR VICE PRESIDENT OF SALES | TECHNOLOGY INDUSTRY Strategic sales leader with 20 years of international experience scaling high-performance teams and driving revenue growth in fast-paced tech environments. Proven success in leading SaaS, cloud, hybrid, and enterprise sales, with a track record of closing multi-million-dollar deals, expanding APAC markets, and aligning GTM strategy with product innovation. Adept at leading through hypergrowth, navigating complex sales cycles, and building data-driven, customer-centric cultures. AREAS OF EXPERTISE • SaaS & Enterprise Sales • GTM & Revenue Strategy • APJ Team Leadership • Forecasting & Pipeline Management • Strategic Partnerships & Alliances PROFESSIONAL EXPERIENCE Zerto, A Hewlett-Packard Enterprise Company - Singapore General Manager, APAC (October 2023 – Present) • Scaled sales, channels, business development and operations team from 4 to 30+ across APAC in under 2 years. • Doubled ARR from $10M to $20M in 18 months by re-engineering GTM approach and expanding channels coverage. • Led rollout of enterprise sales motion, resulting in 55% YoY growth of $350K+ deals. • Aligned closely with Product and Marketing to increase awareness of Cyber Resilience Vault offering in key verticals (BFSI, healthcare, retail, and public sector). • Institutionalized MEDDPICC/Command of Sale Methodology that reduced competitive loss by 25% and improved sales velocity by 40% through disciplined deal risk mitigation and structured sales enablement. Darwinbox, Asia Pacific - Singapore Vice President of APJ Expansion (May 2021 – April 2023) • Grew ARR from $2M to $16M over 2 years, leading direct sales, presales, customer success and channel teams. • Pipeline growth of 300% by aligning key partners and GTM sales motion according to key industries in Retail, BFSI, Tech startups, Manufacturing and a structured selling motion into Conglomerates. • Enforced mutual success and close plans across all key departments: sales, customer success, presales, and channels resulting into 80% growth in $500K+ deals. • Created GTM playbooks that reduced rep onboarding time by 50% and increased productivity within the 1st 3 months by 60%. • Won $1M+ contracts in large banks across SEA against much larger competitors like Workday and Success Factors. • Helped achieve unicorn status and strong contender position in Gartner Magic Quadrant Salesforce Customer 360 Cloud, Asia – Singapore Vice President, Commercial and Enterprise Sales (November 2016 – May 2021) • Drove pipeline growth of 400% from 2016 to 2021 across Commercial and Enterprise divisions by focusing on key markets across Asia and industry verticals such as Retail, BFSI, E-commerce and Conglomerates. • Built commercial sales division from the ground up; revenue grew from $3M to $20M in 3 years. • Scaled partner network from 2 in 2016 to 30+ in 2021 and increased revenue partner participation from 20% to 85% in under 5 years. • Promoted to Vice President after 12 months with an average ARR increment of $15M that made Marketing Cloud the fastest growing business in APJ and further helped the business grow from $10M ARR in 2016 to $100M+ in 2021. Oracle Applications SaaS – Singapore and Sydney, Australia Regional Director, Customer Experience SaaS, ASEAN and South Asia Growth Economies (June 2015 – October 2016) • Grew ARR from $2M to $10M within 2 years, leading direct sales, presales, channel teams and international expansions. • Grew the sales team from 3 to 16 and presales team from 1 to 8 across multiple markets within 12 months. • Balanced the direct and indirect GTM sales motion that tripled pipeline coverage and average CRM SaaS deal sizes growing from $20K to $50K within 12 months. Regional Director, ERP, HCM, and CRM SaaS ANZ Region (November 2011 – May 2015) • Grew ARR from $6M to $85M within 3 years, leading direct sales, presales and channel teams. • Grew the sales team from 6 to 42 and presales team from 2 to 14 across commercial and enterprise teams. • Enforced a strong focus on strategic lead maturation and disciplined territory plan execution in the SMB and mid-market space that led to generating 300+ new SaaS logos in 2 years. Citrix Online Asia Pacific – Sydney, Australia Manager, Inside Sales (May 2010 – October 2011) • Managed a team of high-volume and high-performing acquisition sales reps selling into APAC remotely from Sydney. Oracle Applications Business Development – Sydney Australia Senior Manager, Applications Business Development (June 2007 – April 2010) • Led international expansion of business development and interaction center hubs in Sydney, Singapore, Delhi and Manila reaching a team of 80 within 3 years. • Provided strategic analysis of pipeline trends to senior leadership that became the catalyst for growing multiple tele sales hubs and field sales teams across APAC. • Grew quality pipeline across the sub regions of ASEAN, ANZ and India that led to multi-million-dollar deals for the Applications business in APAC. Fuji Xerox Hardware and Software Divisions – Sydney, Australia Team Leader, Inside Sales (June 2005 – May 2007) • Promoted after 12 months to team leader of 5 ISRs providing sales coverage to 80 Field Sales Executives across ANZ. • Focused on selling packaged hardware and software solutions spearheading the first tele sales coverage operation of the company. EDUCATION • MBA Candidate, Sustainability Leadership (Green MBA) | Holy Angel University, Philippines • Value Investing | Columbia Business School Executive Education • Bachelor of Science Degree in Commerce, Major in Business Management | San Beda University, Philippines CERTIFICATIONS • MEDDPPIC, Command of Sale, SPIN, Challenger Sales • Salesforce Lightning Advanced Admin • Multiple Sales and Leadership Certification Programs from Oracle, Salesforce and HPE AWARDS & RECOGNITION • President’s Club, SFDC, 2018 and 2019 • Quota Achiever’s Club, SFDC, 2017 to 2021 • Quota Achiever’s Club, Oracle Application, 2009, 2012, 2013 VOLUNTEERING • Active member since 2010 | Feeding Metro Manila Foundation