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Contact
Kyiv, Ukraine
Igor Ryabchenko
[open contact info](look above in the "contact info" section) RevOps & Sales Leader, CBDO, Channel sales and partner
development, Head of ABM&Content Marketing. Sales Operations
[open contact info](look above in the "contact info" section) Director.
ryabchenkoigor (LinkedIn)
Kyiv, Kyiv City, Ukraine
www.cisco.com (Company)
www.sas.com (Company)
www.facebook.com/ Summary
igor.ryabchenko.98 (Personal)
25+ successful years in Sales, Sales operations management
Top Skills and Business Development, RevOps. in ICT products\solutions\IT
Sales and Marketing consulting and software development, IT-outsourcing services, IT
Sales & Marketing Leadership Staff Augmentation\Dedicated Team.
Sales Management I implemented and managed the whole integrated sales process
to fulfil company sales goals and revenue streams in dedicated
Languages territories and regions.
Ukrainian (Native or Bilingual) Developed and maintained metrics\KPI\MBO and OKRs for
English (Full Professional) performance management of Sales, Account Management, Account
Russian (Native or Bilingual) Based Marketing outbound and inbound lead generation
Setup and manage regular reporting and manage revenue
Honors-Awards forecasting, based on sales quota, P&L and other financial
Member of Informix President Club statements
as the sales winner of the Year Stay in the leadership position for transparency in sales and
Best sales in RCIS region business development
Delivered and awarded sales for multinational and countrywide IT
Publications solutions and software systems.
Huawei Network Academy in Overall country (business unit) management of IT and
Ukraine
communications (ICT) business (people, sales, processes, products,
solutions, services) in multinational worldwide leading companies
Cisco, IBM\Informix, SAS, Samsung B2B and B2C.

Skills:
Go To Market and Country sales planning
Sales Strategy and RTM Development
Value proposition development
Sales Operations and Business Development management, incl.
CRM and Account-Based Marketing automation implementation
Partner development and channel management
IT- outsourcing and software development services sales
Solution Selling, and ICT prof. Services sales
Account Planning and sales for strategic Customers

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Key Account management
Marketing multi-channel campaign management, including ABM
Business performance management, based on KPI and metrics
Employees performance appraisal
Coaching and talent development

Specialities: Sales and Business Development Management,
Sales ops. and revenue forecast management, Sales Strategy
Development, Solution selling, Customer Relationship Management,
Personal sales for Key Accounts, Partner Management, Coaching

Experience
FOP
Head of Sales & RevOps. (sales&business development, ABM, sales
ops.), Channel (Partner) Lead
September 2022 - Present (2 years 5 months)
Kyiv City, Ukraine

Manage business development and sales, Lead generation. Partner
relationship management.
Personal strategic sales.
GTM, Sales strategy development and Business operations management,
sales enablement & operations development.
ABM outbound campaign management for lead generation.
CRM implementation and bid management processes
Sales Operations and Sales enablement Leadership
aws, Microsoft and Salesforce partner's operations management and joint
sales.
Management of aws, Microsoft Salesforce partner marketing and demand
generation.
Team coaching in sales ops., strategic sales,
Market coverage: APAC( part), Benelux, CEE, CIS, MED, SEMEA, Ukraine,
UK&I, USA
Provided sales technology subject matter expertise and accountability for
maximising investment in business development and new market (North
America) sales.
Ensured the seamless integration of the various sales technologies to create
a cohesive marketing and sales ecosystem with an integrated pipeline (sales
ops.).
Established customer success team and CSM operations with CSAT metrics.
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I managed the implementing of integrated Sales Enablement, CRM, and
Marketing Automation systems with unified funnel’s revenue generation
processes, reporting, and dashboards.
Created revenue operations management (RevOps) with cross-team OKRs
for marketing, business development, and sales, including pre-sales , SCM,
channel (partner) sales.

Software solutions & IT-outsourcing - private entrepreneurship
Contract (FOP)
Head of BU (Sales, Sales Ops. & ABM) in IT-outsourcing\IT Staff
Augmentation\ ICT products Company
December 2017 - September 2022 (4 years 10 months)
Kyiv City, Ukraine

business development and Sales management in IT solution and IT software
services, GTM and RTM strategy development, sales management for IT-
outsourcing and solution selling, personal sales for strategic customers, key
account management, partner management.
Marketing intelligence, Value Proposition development
Account-Based Marketing and outbound campaigns management for Lead
generation.
Personal communication for the deep understanding of industry-specific
business needs on CxO, VP level.
Support Customer engagement and success factors process for up and cross-
selling for existing customers.
Talent development and subordinate’s performance management.

Software development and SaaS solution company
Director Sales and Business Development
July 2015 - December 2017 (2 years 6 months)
Kiev Region, Ukraine

Addressable market analysis, developing Go-to-Market and Sales strategies of
the company.
Develop and implement a sales process and CRM & MAP.
Sales management
Account-Based Marketing and outbound team management
Track sales team KPIs and reporting.
Team management and coaching.
B2B sales activities with international and local customers.
Defining and executing sales strategies and plans for the Key Accounts in line
with business requirements and Customer vision.

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Define market's changes, and competitor's strengths and weaknesses.
Assist team members to strive to improve company effectiveness and growth.
Involving in Product Strategy Development.
Personal sales for Key ( Strategic) Customers.
Develop partner channel and sale IT- outsourcing and Business Solution
implementation to CEE and APAC regions.

Samsung Electronics
Director B2B and IT products business
April 2013 - May 2014 (1 year 2 months)
Country overall management of IT business for B2B and B2C
Sales and marketing management .
Operations, including contract and order processing.
Business development .
Partner management,.
Strategic Account sales.

Samsung B2B solutions are:

Enterprise Mobility ( MDM, Security, Unified mobile communication, mobile
applications)
Mobile Payments
Smart Digital Signage, Proff. Large Format displays. Videowall
Air-condition system
Hospitality TV , Hospitality displays.
Printing solution.

Samsung B2C IT products: Monitors, Printers

see B2B : http://www.samsung.com/ua/business/index.html

Huawei
Director enterprise business in Huawei Ukraine
February 2011 - March 2013 (2 years 2 months)
KIEV

country wide business management, strategic planning , business
development & sales management,
manage business operation, including P&L ,
partner development

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HRM including employee performance management
Brand development for Ukrainian IT Enterprise market.

customers and partners CxO level relationship.

Cisco Systems
Regional Sales Manager
July 2006 - September 2009 (3 years 3 months)
Kyiv, Kyiv City, Ukraine

Sales to strategic accounts, business development
Responsible for manage business operations, sales strategy planning.
Partner relationship ,
Forecasting , business development and staff talent development, coaching.
Brand development in enterprise market.
Establish customers and partners CxO relations.

SAS
Business Development and Sales in Ukraine
April 2002 - June 2006 (4 years 3 months)
Develop country sales strategy, sales management, account planning, sales
operations and reporting , marketing events.
Sales of SAS Industrial Business Intelligence Solution for Banking and
Telecommunications. Successful projects are: risk management, customer
intelligence, Planning and budgeting, finance consolidation, activity based
costing.

Columbus A/S
Sales Department Director (Business Application and ERP)
2001 - 2002 (1 year)
Manage business operations and business development for sales,
implementations ERP ( Microsoft Business Solutions), Business Intelligence
( Cognos), and CMS (Documentum).

IBM
Key Account Manager
March 1997 - October 2000 (3 years 8 months)
Ukraine

Sales Informix Database systems to Key Accounts in Ukraine.
https://www.ibm.com/analytics/us/en/technology/informix/
Member of Informix President Club as the sales winner of the Year.

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Utel
Sales Expert
August 1995 - March 1997 (1 year 8 months)
Sales Expert in premium telecommunication services for residential business
subscribers

Soviet Army, ARMED FORCES OF UKRAINE
Head of ICT sub-unit
August 1980 - August 1995 (15 years 1 month)
Ukraine

Strategic Ballistic Missiles Forces - Military IT Software Development, Data
Center and telecommunications network management
https://www.zsu.gov.ua/

Education
Kyiv Mohyla Business School
EXECUTIVE MBA, EXECUTIVE DEVELOPMENT
PROGRAMMES · (2007 - 2008)

Slavyansk, International Institute Business and Law
bachelor, Economics · (1992 - 1994)

Kharkov's High Military Ballistic Missiles Forces Academy (XBBKY
PB)
specialist, automated management systems, telecommunications,
English · (1980 - 1985)

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