Контактна інформація

Шукач приховав свої особисті дані, але ви зможете надіслати йому повідомлення або запропонувати вакансію, якщо відкриєте контакти.

Досвід роботи

Head of VSS/VAS sales ( ССTV market) & Indirect Sales Director

з 01.2014 по нині (10 років 4 місяці)
IT/Production print market/CCTV/Videoanalitycs

Head of VSS/VAS sales ( ССTV market) & Indirect Sales Director
2020-Current
• Regions Ukraine, Azerbaijan, Armenia, Georgia
Responsibilities:
• Integration of the new business unit to the company by laying down the backbone of processes
• Educating all the other business units about VSS and IP based CCTV on the Ukrainian market
• Developing PR/Marketing strategy and keeping close touch with the local marketing team
• Being an ambassador of VSS, holding presentations in front of big audiences and networking at IT / Security expos, programs
• Establishing direct sales channel by develop the sales team
• Establishing indirect sales channel by contacting system integrator, security firms, partners in IT and CCTV market
• Designing solution packages and increasing a wide portfolio of VAS products
• Managing all direct sales projects with a hands on approach, during the whole sales cycle
• Helping customers by solutions via video processing and machine learning based on TM Mobotix
Main achievements:
• Increased product portfolio +500%*
• Developed and implemented new Partner Levels based on 4-grade KPI system;
• Developed and implemented business model for both sales channels Direct/Indirect
• Developed and launched new partner loyalty system based on targets, achievements and KPI;
*Average values in certain periods

Indirect Sales Director
2014-Current
• Regions Ukraine, Azerbaijan, Armenia, Georgia
• Identify, recruit and develop potential business partners to drive channel sales;
• Channel development (forming channel program and marketing activities);
• Develops and executes sales strategy for each targeted account and country
• Assess partner effectiveness and provide coaching, training and mentoring to maximize effectiveness;
• Maintain insight into partner deals and forecast accordingly within opportunity management;
• Closely monitor partner performance and partner pipelines;
• Build effective rapport with partners, collaborate with partners to align sales, strategies and KPIs;
• Create an environment of teamwork and continuous improvement;
• Demonstrate a commitment to excellence (i.e. best practices);
• Management a team of sales managers;
• Consistently achieve quarterly and annual partner manager objectives;
• Proven track record at analyzing and developing business and marketing plans both internally and externally with partners;
• Maintain consistent and regular communication with partner accounts;
• Closely monitor partner performance and partner pipelines

Main achievements:
•Increased products market share in key segments + 24%*
•Qualities of partner service are increased from 79% to 96%*
•Efficient +12% dealers are launched to insure optimal territory coverage*
•More than 14% bad performance and not profitable dealers are replaced*
•Developed and implemented new Partner Levels based on 4-grade KPI system;

Owner

з 06.2012 по 01.2014 (1 рік 7 місяців)
Private entrepreneur, Київ (IT)

•Starting abroad business from a scratch, developing ( IT - Smart houses ) business in Ukraine;
•Direct sales;
•Manage an assigned sales area to maximize sales revenues;
•Develops and executes sales strategy for each product line and targeted accounts;
•Promote products to maintain and grow the level of business with existing and new customers;
•Coordinate all issues in the domain of financial, technical and administrative issues towards assigned customers;
•Building long-term clients relationship;
•Project management.

Main achievements:

•Sales turnover (2013) increases by 45% compare to the results of 2012
•Developed and launched the project distribution of smart houses through a company in Poland (2013) to guarantee company presence and customer satisfaction;
•Developed, launched the project of projects of technical assistance through partners (2013).

Account manager / Sales team leader for BDC team – Ukraine market

з 10.2011 по 05.2012 (7 місяців)
Oracle (Telecommunications and networking)

•Sales to assigned accounts;
•Sectors: Telco, Public, Oil&Gas, Utilities;
•Account Management;
•New Account development on territory UA and MD;
•Anticipates the customer's needs & formulates effective solutions;
•Working and developing relationships with Oracle Alliance and Channel Partners to drive revenue and maximize customer service;
•Lead generation through product and country specific marketing campaigns;
•Plan and implement direct sales and marketing campaigns;
•Sales forecasting and target achievement;
•Sales team leading for Business Development Consultants group assigned with Ukraine & Moldova territory.

Main Achievements:

•Unlicensed SW in UA significantly decreased by 15% (2012 vs 2011);
•Number of sales requests increased by 22% (2012 vs 2011);
•Customer billing questions investigated and resolved that resulted in recovered revenues and customer satisfaction;
•Procedure for compensation of swap SW elaborated and implemented;

Commercial director

з 03.2011 по 10.2011 (7 місяців)
Telco (Telecommunications and networking)

• Creation of long and short term strategies.
• Reengineering internal business processes.
• Identify new market opportunities, talking the lead on constructing robust.
• Successful business proposals that secure new contracts and clients.
• Building long term clients relationship.
• Develops and drives the firm's marketing revenue growth strategies.
• Developing sales channels in Ukraine for several brands.
• Sales team management in a matrix environment and direct sales.
• Influence others to achieve results.
• Managing negotiations.
• Educates dealers by establishing programs/seminars in the areas of new account sales and growth, sales of emerging products and multi-product sales, profitability, improved presentation strategies, competitive strategies, proper use and level of sales support, management of expenses and business/financial issues on contracts.
• Handle marketing team to release a copy of digital marketing materials including press-releases, articles, case-studies, presentations, brochures, etc.
• Achieving strong deadlines.

Head of Juniper networks department

з 06.2007 по 03.2011 (3 роки 9 місяців)
Telco (Telecommunications and networking)

• Signing contract for distribution of Juniper network equipment.
• Gather and analyze market and partners requirements and define product strategy for products in Branch.
• Define Market Requirements (MRD) and future product strategy based on partner needs, competition, and market analysis.
• Gather partner feedback to understand key issues/needs and trends.
• Define Juniper partner strategy on Ukrainian market and lead.
• Conduct market analysis to get a broader sense of the market and competitive product use.
• Produce competitive analysis for use by field and to define functionality.
• Create Product Positioning and Messaging Effectively position products to maintain leadership position in the marketplace.
• Define pricing policy for existing and future products.
• Partner base development.
• Support Field Work with the partners to make the sales process most effective.
• Vendor relationship management.
• Relationships and contracts with partners, control in-time and high-quality works fulfillment and support, invoice processing, procurement, budgeting.

Key Account Manager

з 03.2006 по 06.2007 (1 рік 3 місяці)
Alcatel-Lucent Ukraine (Telecommunications and networking)

• Maintain and expand existing relationships (UMC, Astelit, GTU, Kyivstar).
• Prospect and qualify new customers, initiating and establishing new relationships from the interest generation stage through to close.
• Business development
• Project management
• Lead bidding process from evaluation of RFP requirements to production of the final documents for submission.
• Facilitate communication between cross-disciplinary teams.
• Active sales
• Collaborate with management to establish objectives for the expansion of relationships.
• Assume ongoing project-related client communication and presentations

Освіта

Research and Scientific Institute for Master and Postgraduate studies

Business administration in IT,, Kiev
Вища, з 2010 по 2012 (1 рік 9 місяців)

MBA in IT

Додаткова освіта та сертифікати

Open HPI, In-Memory Data Management

2012

Six Sigma, Research and Scientific Institute for Master and Postgraduate studies, Six Sigma (Ukraine)

2011

Tenor/VX Integration, Telco, Tenor/VX Integration

2009

mplementing Intrusion Detection and Prevention Products, Juniper educational center, IIDP Slovenia

2007

Managing Accounts and Opportunities, Alcatel, (MAO Spain)

2006

Consultative Value Selling, Alcatel, (CVS Italy)

2006

MCG Field Marketing, Alcatel, (MCG France)

2006

Huawei GSM, CDMA, SDH, C&C08, Access level, Huawei, Huawei Moscow Center

2004

Configuring Juniper Networks Firewall/IPSec, Juniper educational center, CJFV Slovenia

2007

Intellectual Building Automation and control facility (KNX system), Qualitec (Poland)

2013

Clients business model analysis, Aktiv- Sistema (Ukraine)

2015

The Enneagram in Business, Central European Enneagram Institute (Ukraine);

2017

Знання і навички

Знання мов

Англійська — просунутий

Додаткова інформація

Tests/Exams
•2008 — JNSS-EN Enterprise Networking Sales Specialist, JEC, passed
•2007 — JNSA-S Juniper Networks Security Sales Associate, JEC, passed
•2007 — JNSS-WX Juniper Networks WX Sales Specialist, JEC, passed
•2007 — JNSS-S Juniper Networks Security Sales Specialist, JEC, passed
•2007 — JNSA-WX Juniper Networks WX Sales Associate, JEC, passed
Languages•Native Language — Ukrainian
•English, fluent
•Romanian, enough for interview

Core skills

•A strong professional work;
•A natural extrovert;
•Strong business development, negotiation, and influencing skills;
•Excellent communication skills;
•Executive-level presentation skills;
•Strong forecasting and closing skills;
•Ability to handle multiple projects simultaneously;
•Ability to deal with changing priorities to complete tasks in a short period of time;
•Exceptional organizational and time management skills;
•A positive, energetic attitude;
•Project planning, including budgeting, schedule, resource allocation, and resource management;
•Coordination of technical, visual, and communications resources.

Interests and activities

•IT technologies;
•Sport activities (bike, swimming, skiing & snowboarding);
•Journeys;
•Books;
•Music.