Ігор

Igor Ryabchenko
Kyiv, Kyiv City, Ukraine

[open contact info](look above in the "contact info" section)

[open contact info](look above in the "contact info" section)

Summary
25+ successful years in Sales, Sales operations management and Business Development in ICT products
\solutions\IT consulting and software development, IT-outsourcing services, IT Staff Augmentation\Dedicated
Team.
I implemented and managed the whole integrated sales process to fulfil company sales goals and revenue
streams in dedicated territories and regions.
Developed and maintained metrics\KPI\MBO and OKRs for performance management of Sales, Account
Management, Account Based Marketing outbound and inbound lead generation
Setup and manage regular reporting and manage revenue forecasting, based on sales quota, P&L and other
financial statements
Stay in the leadership position for transparency in sales and business development
Delivered and awarded sales for multinational and countrywide IT solutions and software systems.
Overall country (business unit) management of IT and 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
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
Head of sales&lead generation, Salesforce Business development, Channel
(Partner) Head, Regional C&A
FOP
Sep 2022 - Present (1 year 1 month)
Igor Ryabchenko - page 1
Management, business development and sales, Lead generation. Partner relationship management.
Personal strategic sales.
Sales strategy development and Business operations management, sales enablement & operations
development.
Personal sales.
ABM outbound campaign management for lead generation.
CRM implementation and bid management.
Salesforce business development&sales , Salesforce partner's operations management.
Salesforce sales and lead generation talent (team) development, coaching.
Management of Salesforce partner marketing.
Team coaching in sales ops., strategic sales,
Market coverage: APAC( part), Benelux, CEE, CIS, MED, SEMEA, Ukraine

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

Director Sales and Business Development
Software development and SaaS solution company
Jul 2015 - Dec 2017 (2 years 6 months)
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.
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.

Igor Ryabchenko - page 2
Director B2B and IT products business
Samsung Electronics
Apr 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

Director enterprise business in Huawei Ukraine
Huawei
Feb 2011 - Mar 2013 (2 years 2 months)
country wide business management, strategic planning , business development & sales management,
manage business operation, including P&L ,
partner development
HRM including employee performance management
Brand development for Ukrainian IT Enterprise market.

customers and partners CxO level relationship.

Regional Sales Manager
Cisco
Jul 2006 - Sep 2009 (3 years 3 months)
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.

Business Development and Sales in Ukraine

Igor Ryabchenko - page 3
 SAS
Apr 2002 - Jun 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.

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

Key Account Manager
IBM
Mar 1997 - Oct 2000 (3 years 8 months)
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.

Sales Expert
TriMob LLC
Aug 1995 - Mar 1997 (1 year 8 months)
Sales Expert in premium telecommunication services for residential business subscribers

Head of ICT sub-unit
Soviet Army, ARMED FORCES OF UKRAINE
Aug 1980 - Aug 1995 (15 years 1 month)
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, EXECUTIVE DEVELOPMENT PROGRAMMES
2007 - 2008
http://old.kmbs.ua/en/Programi/Najblizhchi_programi_upravlinskogo_rozvitku

Slavyansk, International Institute Business and Law
bachelor, Economics
1992 - 1994
Speciality : Marketing Director

Igor Ryabchenko - page 4
 Kharkov's High Military Ballistic Missiles Forces Academy (XBBKY PB)
specialist, automated management systems, telecommunications, English
1980 - 1985
http://ru.wikipedia.org/wiki/%D0%A5%D0%92%D0%92%D0%9A%D0%98%D0%A3%D0%A0%D0%92

Skills
Solution Selling • Strategy • Sales Management • Business Development • Telecommunications •
CRM • Sales Operations • Account Management • Enterprise Software • Coaching

Honors & Awards
Member of Informix President Club as the sales winner of the Year - Informix
Software (now IBM)
Mar 1999
Best sales in EMEA region

Best sales in RCIS region - Cisco Systems
May 2008
Award for countrywide digital transformation and network project

Igor Ryabchenko - page 5