Денис

Denys Lunko
Head of Sales | Senior Business Development Executive | MBA
Kyiv, Ukraine | [открыть контакты](см. выше в блоке «контактная информация») | [открыть контакты](см. выше в блоке «контактная информация») | LinkedIn
Executive Summary
Enterprise sales leader with 20+ years of experience in IT, specializing in complex B2B solutions across infrastructure, cybersecurity, and system integration.
Proven track record of driving revenue growth and delivering large-scale enterprise projects. Experienced in full P&L ownership, strategic account development, and leading complex, multi-stakeholder deals across banking, telecom, retail, and public sectors.
Recognized for strong execution in long sales cycles, complex deal structuring, and C-level negotiations, with a hands-on approach to scaling revenue and business performance.
Core Leadership Competencies
• Enterprise B2B Sales & Leadership: Driving complex solution sales across IT infrastructure, cybersecurity, and system integration
• Sales Strategy & Operations: Sales planning, forecasting, budgeting, and P&L ownership
• Team Leadership & Development: Hiring, coaching, and building high-performing teams with KPI-driven performance management
• Strategic Negotiations: Leading complex negotiations with C-level stakeholders and managing high-value contracts
• Tender & Bid Management: Experience in public and commercial tenders (RFP/RFQ) and competitive bidding processes
Professional Experience
JSC «Accord Group» | Head of Sales Division / Lead Sales Consultant April 2015 – September 2025
• Owned and drove enterprise sales across IT infrastructure, cybersecurity, and system integration solutions
• Managed full sales cycle end-to-end: from client acquisition and needs assessment to contract negotiation and deal closure
• Worked directly with C-level stakeholders and key decision-makers across enterprise and public sector clients
• Collaborated with presales and technical teams to design tailored solutions and deliver complex projects
• Coordinated with internal delivery and support teams to ensure successful project execution
Selected achievements:
• Delivering strong and stable revenue performance
• Closed and managed high-value enterprise deals across infrastructure, cybersecurity, and software solutions
• Developed and expanded relationships with key clients, driving repeat business and long-term partnerships
• Contributed to execution of large-scale projects, including supply and implementation of enterprise IT solutions
JSC «Octava Defense» | Lead Consultant of Cybersecurity April 2018 – August 2022 (Part-time / Concurrent role)
• Provided consulting and sales support for cybersecurity solutions across enterprise clients
• Owned and supported full project cycle: from client engagement and solution design to contract negotiation and delivery coordination
• Collaborated with technical teams on implementation of cybersecurity solutions, including SIEM, PAM, and penetration testing
• Participated in tenders (RFP/RFQ) and preparation of technical and commercial proposals
• Conducted market analysis and contributed to development of cybersecurity offerings
Selected achievements:
• Delivered cybersecurity projects for enterprise clients in retail and industrial sectors
• Contributed to implementation of security monitoring and threat detection solutions
• Participated in development of a SOC-as-a-Service offering, including evaluation of security products and design of use cases for commercial deployment
JSC «IT Integrator» | Head of Sales Division (Financial Sector) October 2013 – November 2018
• Led a sales division of up to 7 people, driving performance, coaching, and KPI execution
• Owned and drove full sales cycle, including business development, contract negotiation, and delivery oversight
• Managed budgeting, financial planning, and overall sales performance of the business unit
• Built and expanded strategic relationships with key enterprise clients in the banking sector
• Led complex, multi-stakeholder negotiations with C-level executives
Selected achievements:
• Led and delivered strategic projects, including Contact Center implementation for a major bank and DWDM infrastructure projects
• Played a key role in closing and executing high-value contracts with leading financial institutions
• Contributed to revenue growth through development of key enterprise accounts.
PJSC «Incom» | Head of Sales Division (Financial Sector) May 2009 – April 2015
• Led a sales division of up to 6–8 people, driving sales performance, KPI execution, and team development
• Owned and drove full sales cycle: from business development and solution positioning to contract negotiation and delivery oversight
• Managed budgeting, financial planning, and P&L responsibility for the business unit
• Built and expanded strategic relationships with key enterprise clients in the banking sector
• Led complex, multi-level negotiations with C-level stakeholders and decision-makers
• Recruited, trained, and developed high-performing sales team members
Selected achievements:
• Led and delivered complex IT infrastructure projects, including WAN/LAN, data centers, cybersecurity, and contact center solutions
• Played a key role in delivering large-scale enterprise projects with budgets up to $14M (IT infrastructure modernization for a major bank)
• Acted as general contractor for data center construction projects (design, build, implementation, and ongoing support)
• Closed and executed high-value contracts with leading financial institutions
PJSC «Incom» | Head of Sales Division (Kyiv Region) March 2006 – May 2009
• Led a regional sales division of up to 8 people, driving sales performance, KPI execution, and team development
• Owned and managed full sales cycle: from client acquisition and solution positioning to contract negotiation and project delivery
• Managed sales planning, forecasting, and execution for the regional business unit
• Built and developed relationships with key clients across multiple industries, including banking and enterprise area
• Led complex negotiations and supported execution of large-scale IT infrastructure projects
• Recruited, trained, and developed sales team members
Selected achievements:
• Delivered large-scale infrastructure and system integration projects, including IP telephony, networking, and engineering systems
• Played a key role in execution of enterprise projects, including bank rebranding initiatives and data center infrastructure
• Contributed to development of regional sales and expansion of key client base
Education & Professional Development
• Master of Business Administration (MBA) | International European University (IEU), 2025.
• Mini MBA (Management Development) | International Institute of Management (MIM-Kyiv), 2007.
• Master’s Degree (Specialist) in Automation | National University of Food Technology, 2003.
• Certifications: Managing Difficult Negotiations (2010), Time Management (2025), Presentation Skills (2006).
Technical & Personal Assets
• Languages: English (Fluently B2/C1), Ukrainian (Native), Russian (Native).
• Tools: CRM (Oracle Siebel, MS Dynamics, Bitrix24, Vtiger), MS Office 365, Google Workspace.
• License: Driving license category B.