Alan Xu

Over 20 years of professional experience, including 4 years of high-impact sales leadership as a Senior Account Executive and Partner Account Manager across the Greater China market. 15+ years of technical leadership in Senior Pre-Sales and Senior Systems Engineering, architecting advanced storage, data management, and hybrid cloud solutions. Expert in solution selling and winning executive presentations. Skilled at bridging technical design with business strategy to drive revenue.

Passionate about leveraging data technology and cloud innovation to solve complex enterprise challenges.

Zerto Software Specialist, Greater China at HPE (2024-12 – 2025-12)

• Drove sales of portfolio, using strong leadership and initiative to successfully prospect, negotiate and close deals. Rebuilt a business from zero to a successful level, significantly boosted revenue. (From zero to $118K+ within 5 months)
• Negotiated and closed a $50K contract with a key industry player, marking the largest single deal in the last six years in GCR.
• Rebuilt Zerto ecosystem across China, developed 5 core partners, covered BFSI /Commercial / Manufacturing / Healthcare sectors.
• Developed and delivered technical training programs on hybrid cloud BC / DR technologies to both internal teams and clients, resulting in 100+ brand new opportunities for Zerto solutions.
• Initiated and managed a pilot program of a new bundle offering, onboarding 10+ customers and gathering critical feedback that shaped the upsell strategy.
• Led, evangelized, and coordinated marketing campaigns (including digital and new techniques) to ensure successful launches and sustained momentum, aligning with market strategies.

Senior Account Executive, Greater China at Panasas (2023-06 – 2024-09)

• Revenue Acceleration: Directed GCR market expansion (Mainland China, Hong Kong, Taiwan), reporting to the APAC Sales Director. Delivered $500K in new revenue within the first 6 months (100+% YoY growth) and drove the strategy for a $1M annual target.
• Successfully closed and managed strategic accounts across diverse sectors, including NIO (Automotive), BNP Paribas (Finance), BGP (Energy), and Toppan (Manufacturing).
• GCR Sales & Enablement: Managed strategic relationships with HPC OEMs (Sugon, Nettrix) and channel partners (Ingram Micro, Altair, ModernTech Hong Kong). Orchestrated enablement programs that directly expanded the sales pipeline and accelerated Panasas adoption.
• Cross-Functional Collaboration: Partnered with Sales Engineering to capture and analyze technical pain points of prospective customers, translating insights into customized solution offerings.

Principal Solution Architect, Data Governance & AI at Beijing Zhope Network Technology Co., Ltd (2021-08 – 2023-06)

• Responsible for architecting the enterprise data governance strategy and best practices for the deployment of proprietary Data Intelligence solutions.
• Key customer sectors included finance, banking, manufacturing and retail.
• Cloud & Big Data Governance: Engineered one-stop governance frameworks in hybrid-cloud and Data Lake environments, leveraging AI-augmented ETL/ELT harvesting to integrate 100+ data sources.
• AI Solution Deployment: Orchestrated the end-to-end deployment of Data Intelligence solution, activating AI-driven modules to transition Tier-1 clients from manual to automated, "AI-Ready" data governance.
• Led multiple strategic engagements with C-level executives and Data Directors to align data strategy with core business objectives, helping customers connect data and business.
• Drove the successful deployment of proprietary data modeling and AI metadata solutions, accelerating customers' digital transformation.

Product Manager at Inspur Cloud (2020-09 – 2021-08)

• Key member of BC / DR team, worked as senior specialist / evangelist of BC /DR and data protection aspects.
• Redesigned and proposed the 4 key capabilities of Inspur Cloud DRaaS platform, including IaaS ready, SLA, Automation, and CDP. Evangelized the product vision and built trust by maintaining an accurate and achievable roadmap.
• Focused on government and public-sector customers. Coordinated across 12 Inspur Cloud centers to ensure delivery of high-quality Data Protection solutions. Ensured solutions met or exceeded client expectations.
• Helped achieve 17 million CNY team goal of selling Backup / Data protection / DR solutions.

Senior Sales Engineer at Commvault (2018-12 – 2020-04)

• Selected as senior enterprise consultant to oversee architecture of a variety of data protection solution projects based on solid expertise in data management from conception to completion.
• Focused on enterprise accounts, including transportation industry (Airport, Airline, Railway, Metro) and petroleum and petrochemical industries, as well as public and government industry.
• Provided architecture expertise to clients on appropriate data protection solutions that would address key business needs including backup solutions, BC / DR solutions and multi-cloud data / application migration.
• Successfully trained and mentored partner elite club bootcamp across Greater China Region (Beijing, Guangzhou, Hong Kong, Taiwan) for ecosystem enablement.

Technical Manager at Beijing Essential Data Tech (2018-03 – 2018-11)

• Designed and created company solution portfolio suitable for hybrid cloud.
• Managed and built three successful cloud BC / DR, and support services businesses.
• Hands-on involvement in marketing, bidding and customer support.

Systems Engineer, Greater China at Zerto (2017-01 – 2018-02)

• Effectively managed Greater China territory for presales/consultant activities. Focused on Banking/Financial industry/FinTech, Global Manufacturing, SMB, and Healthcare/ Hospital, while maintaining consistently high levels of presales performance and customer satisfaction.
• Designed hybrid cloud BC/DR solutions, ensuring enterprises adopted appropriate cloud strategies.
• Demonstrated high quality, results-driven, prompt, and professional pre-sales activities and support to instill confidence in technical advice and directions.
• Personally handled on-site analysis, PoC, and implementation of cloud based BC/DR solutions for numerous customers.
• Worked closely with end-users to analyze current cloud strategy requirements, and presented solutions to satisfy that need; provided technical support and end-user documentation.

Sales Engineer at Barracuda (2016-09 – 2017-01)

• Executed the company’s new cloud strategy from management in China Region, redesigned and recreated Barracuda security and storage solution portfolio suitable for hybrid cloud in the challenging cloud era.
• Provided high level design of network security architecture, Anti-Spam, Backup/DR, and application delivery.
• Supported sales and marketing to direct and indirect channels, including technical product and solution details, new business opportunities, and customer service.
• Provided on-site support during installations and communicated with technical personnel to identify and resolve implementation issues; gained valuable insight and expertise in various technical support services.

Account Manager at Zerto (2015-05 – 2016-04)

• Successfully developed business relationships with third-party companies. Worked closely with channel partners, developed 15+ core partners in virtualization BC/DR eco-system.
• Successfully introduced Zerto virtualization BC/DR to North China region, recruited, developed, and expanded North regional channel programs for resellers, SIs, and CSP (Cloud Services Provider), which resulted in introducing new partners to the market.
• Responsible for training and mentoring the technical 3rd party support organization.
• Successfully organized and managed marketing events/roadshows.
• Wrote articles and press releases to announce new products, developed sales toolkit, and created pricing schedules.

Sr. Sales Engineer at CA Technologies (2013-12 – 2015-05)

• Provided high-level technical expertise in support of pre-sales activities.
• Assisted partners and customers in the analysis, design and development of data management solutions.
• Made technical and sales presentations to partners and customers technical staff and senior management.
• Established and developed successful relationships with partners and customers.
• Actively supported the sales team with solution advice, proposals, presentations, and other customer communications.
• Analyzed, evaluated, and diagnosed software and hardware problems.

Technical Manager, Greater China Region at Tandberg Data (2011-08 – 2013-12)

• Provided in-depth pre-sales technical support for sales teams across selected accounts/industries to drive company revenues whilst maximizing customer satisfaction.
• Successfully introduced brand new and creative disk-based data protection product and technology (Removable Disk Technology, RDX) into China region for data storage, backup, and archiving.
• Created and trained China Support team (third party ASP partner), trained partner technicians on system configuration, implementation, and troubleshooting skills, delivered an exceptional customer service experience.
• Acted as technical manager and the direct contact for channel and customer inquiries from all locations around China and across all product lines(Tape Library, disk-based library, NAS, etc) via online IssueTrak portal and phone, reported to the director and senior management on technical support issues.

Senior System/Pre-Sales Engineer at Beijing Polystor Technology Co., Ltd (2007-09 – 2011-08)

• Key member of internal support team who contributed positively to each project.
• Responsible for managing all aspects of storage and backup infrastructure for enterprise customers.
• Seamlessly communicated with the sales team to establish contact with potential customers. Determined customer requirements by conducting business requirement studies. Wrote proposals based on internal solutions.
• Trained intern engineers on technical aspects of storage products, backup solutions, and system configuration.

Bachelor of Science in Computer Science and Technology – Xinjiang Normal University