Philip Cheng

Critic
DISC Type : C

Vice President, Service and General Procurement, Asia Pacific at IBM

Singapore

Overview

As Vice President of Procurement for Asia Pacific at IBM, Philip Cheng manages a team of up to 500 professionals and an annual expenditure of over $2. 8 billion. With more than 30 years of experience, he drives sustainable growth and manages relationships with 10, 000+ suppliers. Recommendations frequently describe him as visionary, engaged, and an inspirational leader.

Personality Overview

Precise

Negotiator

Information Seeker

It is very likely that they will negotiate pricing or other important terms.  They choose to analyze logically and value facts to emotions. Unless the value is proven by data, they are unlikely to value fancy features.

Topics They Care About

AI in Supply Chain
He recently participated in a forum exploring the maturity and adoption of AI technology and solutions within the supply chain sector.
Procurement Transformation
He focuses on turning procurement teams into agile, client-centric units and speaks on creating intelligent workflows using technologies like AI and blockchain.
Corporate Volunteering
Actively participates in and promotes IBM's commitment to volunteer services, highlighting his involvement in company-wide initiatives.

Media Appearances

Philip has no verified media appearances

Work History

11-2017 - 12-2023
Vice President, Service and General Procurement, Asia Pacific at IBM
1-2012 - 11-2017
General Manager Procurement, Director of Strategic Sourcing, Production Procurement at IBM
1-2010 - 1-2012
Global Council chair for ECAT, Mechanical, Power Supply and Interconnect - Production Procurement at IBM
11-1998 - 12-2000
Staff Professional - Production Procurement at Namtai
6-1996 - 10-1998
Purchasing Supervisor at Wong's

Education

3-2005 - 7-2006
Master of Business Administration (MBA) from University of management and technology
3-1996 - 8-1996
undergraduate from Fudan University - Shenzhen branch

More Information

Social Presence :

Prographics :

Exp : 22 Location : Singapore Job Level : N/A Designation : Vice President, Service and General Procurement, Asia Pacific at IBM
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Insights For Selling To Philip

During A Call Or A Meeting

DO's

  • Keep some extra margin while sharing pricing, they are likely to negotiate later
  • Be formal and objective, they will appreciate it more
  • Be ready to answer many clarity-seeking questions and requests for information

DONT's

  • Don’t try to give too many examples of other users, they like to make their own decisions
  • Do not use very emotional or colorful language
  • Don't give superficial answers, they are easily rattled by them

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Philip is

  • Proven ROI, pricing and objective proof points are the factors that sway their decision.
  • Will you ever get a clear answer from Philip

  • They are comfortable saying no if they are convinced that it is the correct decision.

Insights For Deal Planning

    How fast (or slow) will Philip move?

  • Their decision-making is neither very fast nor very slow, they are somewhere in between.
  • Can Philip take some risk or not?

  • They can take risks if their analysis shows that it would be worth it.

You And Philip

Personality Compatibility


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