Igor

Contact information

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Work experience

Sales and Business Development Director

from 08.2014 to now (9 years 9 months)
Newtest, Киев (Software Development, IT-outsourcing, System Integration)

Addressable market analysis, developing Go-to-Market and Sales strategies of the company.
Develop and implement sales process.
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.

Head B2B & B2C ICT solutions\products

from 03.2013 to 05.2014 (1 year 2 months)
Samsung Electronics, Киев (Wholesale, distribution, imports, and exports)

Develop and manage Go-To-Market and Sales strategies, marketing and partner relationships;
Manage software development with Samsung R&D and Partner for sales new solutions ( Customer Engagement, Digital Signage , connected Hotel);
Manage P&L, Developing Sales Motivation scheme;
Manage B2B sales for Enterprise business and B2C sales and coop-marketing to National retailers, biggest distributors and resellers;
business development and sales management for Samsung B2B business for Enterprise Customers;
develop partnership with leading IT system integration companies;
manage SCM and order processing team;
KPI and employees performance management by SMART MBO.

Enterprise Business Director

from 02.2011 to 03.2013 (2 years 1 month)
Huawei, Киев (Mechanical engineering)

Enterprise business unit Director of Huawei Ukraine.
Responsibilities for Enterprises & Public sales, delivery & customer support, Go-to-Market strategy development and monitoring; Sales Operations and Partner Relationship ,Customer Relationship in CxO and decision making level,
Manage Business Unit operation ( P&L, KPI’s , HR).
Report to Regional Vice-President Huawei Enterprise business in CIS countries.

Regional Sales Manager

from 07.2006 to 09.2009 (3 years 2 months)
Cisco Systems, Киев (ICT products and Software solution)

Responsibilities for sales and business development to Strategic Enterprise and TELCO customers in Ukraine, Moldova, Georgia:
Market analysis, Sales Strategy, forecasting, reporting
P&L management and Business Operations ,
Business planning and operations with Partners;
Customer Relationship with CxO level;
Business Review and Coaching for direct reports staff.

Business Development Manager

from 06.2001 to 06.2006 (5 years)
SAS EMEA GmbH, Heidelberg, Germany (Analytical Software, Business Intelligence Software Solutions)

Business development, customer and partner relationship, direct sales of SAS software, SAS software solution professional services.

Vice CEO and Director of new technologies

from 02.1997 to 06.2001 (4 years 4 months)
JSC "Telecominvest", Киев (IT, System Integration, SAP consulting and Software Development)

Manage company business of IT system integration, in Software development, IT-outsourcing, SAP consulting.
Growth shares up to 32% per year. Exit was 38%+.

Head of the Army information and telecommunication center

from 08.1985 to 08.1995 (10 years)
Soviet and Ukrainian Army- United Military Group, Киев (Strategic Nuclear Forces)

Management of IT (Data center), Software Development and Telecommunication (Network) center.

Education

Kiev- Mogilyanskaya Business School (KMBS)

Management, Киев
Higher, from 2007 to 2008 (1 year 2 months)

EXECUTIVE DEVELOPMENT PROGRAMMES

International Institute in Management, Business and Law (IIMBL)

Diploma with Honor– Bachelor of Economy .Major (special subject)– Marketing director, Slavyansk, Ukraine
Higher, from 1993 to 1996 (2 years 9 months)

Military Academy of nuclear strategic ballistic missiles forces

Faculty of Cybernetics, Харьков
Higher, from 1980 to 1985 (5 years 1 month)

Diploma – Mathematical Support of Automated Management

Additional education and certificates

Kiev- Mogilyanskaya Business School (KMBS). global IT-startup development

2016

Knowledge and skills

Language proficiencies

• English — advanced
• Ukrainian — fluent

Additional information

I have more than 25 years experience as a business development, sales and business operations management professional. Demonstrate leadership, drive and performance.
More than half of work experience has been spent in management and supervising positions.
My Civil career history (after 15 years in the Soviet Army – Strategic Nucleus Rockets) starts from sales & marketing expert position for the biggest telecommunication operator to Vice CEO and Business development Director for Business Development, Management Consulting and ICT Services, including IT-outsourcing.
Also I worked as Key Account sales Manager, Account Director and Department Director in leading global information and communications technology (ICT) companies (Cisco, Columbus IT Partner, Huawei, IBM, Samsung, SAS).
In the majority of my projects I was in charge as top-manager (executive) or supervisor.
In IT-outsourcing and IT consulting project I was Director of Competence (delivery) Center for SAP and BI Competence Center ( BICC) for SAS