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Опыт работы

Head of Global Alliances

с 02.2023 по наст. время (1 год 3 месяца)
ProcessMIX, Дистанційно (IT)

As an Advisor to the Board and Head of Alliances for the Low-Code Development Platform, performed in-depth Operations audit and devised Go-to-Market strategy, Channel Programme, specific licensing structure by use case.

Revised all sales messaging and marketing approaches, devised a product positioning matrix and respective value drivers. Helped prepare an investor pitch deck and refine the value proposition, which doubled company valuation in negotiations. Established a referral program for cost effective lead generation. Sales design, commercial offerings and negotiations with the key prospects.

Notable clients: credit rating agency (CA), insurance company (CA), fintech startup (UK), major offshore IT company (UA), credit bureau (IN).

Largest deal size: $400k

Head of Sales and Marketing

с 01.2021 по 03.2023 (2 года 2 месяца)
Intellectsoft, Київ (IT)

Hired as Sr. BDM, exceeded the annual quota and was promoted to Head of Sales within a year.

Revised and implemented a multi-prong sales strategy based on the historical data analysis and available resources to maximise ROI, accordingly created a department budget with an implementation roadmap. Optimised department team, recruited top talent to drive strategy execution and success, set OKRs and PD goals for the team, established internal knowledge sharing and mentorship programme, established knowledge retention process.

Spearheaded a strategic partnership initiative to augment Company’s capabilities with Partners’ complementary niche expertise. Built a $25M pipeline for 2023, improved budget ROI by >90%, increased monthly flow of the inbound leads by 5x.

Notable clients: creative marketing agency (US), fintech platform (AU), top-10 construction company (US), A-tier news publication (UK).

Largest deal size: $800k

Head of sales

с 04.2018 по 12.2020 (2 года 8 месяцев)
RexSoft, Хмельницкий (IT)

Built a bootstrapped sales department from scratch.

Developed and formalised processes and policies for Sales and Account teams, initiated transformation of the Delivery Org through specialised talent and knowledge acquisition.

Recruitment, continuous training and mentorship of SDRs and lead gen team. Focusing the value proposition, messaging and sales efforts into select verticals. Accounted for 40-50% of Company’s $1.5M annual revenue.

Notable clients: CRM provider (NL), farm-to-table platform (FR), Ed-tech platform (US), real estate platform (QA).

Largest deal size: $250k

Technology strategist

с 10.2017 по 10.2018 (1 год)
BIG SERVICES Sarl, Luxembourg (IT)

Supported a Private Equity fund manager in MENA operations to develop opportunities in the Blockchain space across the fund's business network.

Handled account planning and business analysis for the select key customers, designed solution proposals and commercial structure for each account, pitched and defended solutions throughout negotiations.

Helped close and deliver two projects (total of $800k+), managed selection of the subcontractors and task allocation.

Largest deal size: $450k

Business Development Executive

с 12.2016 по 08.2017 (8 месяцев)
ASBIS, Limassol (IT)

Business Development Executive at ASBISc (leading IT distributor CEE/CIS) – based in Limassol, CY

Helped establish a Value Added business for a transactional distribution company. Designed and led a Value-Add Sales segment in the executive bootcamp for regional Country Managers.

Account management across Partner Channel to maximise opportunities in the target Server categories. Vendor management and contract negotiations, partner enablement.

Business Development Manager

с 12.2014 по 11.2016 (1 год 11 месяцев)
MUK Computers, Киев (IT)

Partner enablement for Value-Add Distributor in CIS region.

Recruitment, onboarding and training of the new System Integrators. Vendor management and contract negotiations, mediation. Facilitation of the solution scoping, commercial offer and for the Datacentre infrastructure projects.

Launched tailored regional marketing campaigns to accelerate specific product line sales across the Channel, resulting in 20% average YoY growth.

Business Development Manager

с 06.2012 по 05.2014 (1 год 11 месяцев)
VCE, London (IT)

Enterprise sales of the converged infrastructure solutions. Completed key industry technology certifications such as ITIL, VTSP, ISM, Six Sigma.

Helped local Partners drive negotiations with the key Enterprise customers, present and position VCE solutions and prepare tender bid specifications. Facilitated regional alliance between VCE, EMC and Cisco to maximise sales of the high-end Datacentre solutions.

Adapted internal collateral and held customised workshops for local Partner sales teams to increase product awareness and improve sales success. Achieved over 30% YoY growth in the region.

Notable clients: DHL Express (RU), Tieto (RU), VTB Bank (RU), Mizuho Bank (UK), Computacenter (UK), Softcat (UK).

Largest deal size: $1.8M

Partner Account Manager

с 06.2011 по 05.2012 (11 месяцев)
Dell, Glasgow (IT)

Responsible for sales of the Professional Services across 12 Emerging Markets.

Forced improvement of the validation process to eliminate communication bottlenecks - reduced processing time from 10+ business days to 1. Established a regular knowledge transfer process and product evangelisation incentive across the Partner Channel.

Developed a number of key procedures and support documents for structuring cooperation with partners and internal teams, info packs and marketing materials to increase product awareness, initiated sales coaching of the partner teams to improve cooperation across the Channel and increase product awareness in order to boost sales - resulting in the growth of the Professional Services sales segment by 2.6x ($1.4M per Q).

Notable clients: Toyota, Unilever, Koc Systems, Monsanto.

Largest deal size: $400k

Business Development Manager

с 04.2010 по 10.2010 (6 месяцев)
Reality7 Solutions, Київ (IT)

Business Development Manager at Reality 7 Solutions’ start up project “WizardChecker.com” – an extensive web project which provides an online antivirus and anti-phishing scanning as a managed service, leveraging aggregated data from the databases of the leading anti-virus companies. Project has successfully launched and is currently gaining market share, becoming profitable.

• Develop project’s business model and route to market, analyse market potential, rivals and threats of substitutes, entry barriers and exit strategy;
• Establish partnerships with a digital payment system (WebMoney) and major providers of the antivirus software and services (Dr. Web, Kaspersky, Avast etc);
• Develop public offering and a referral partner program;
• Facilitate acquisition of “AVCheck.biz” project and merge their client base with “WizardChecker.com”;
• Negotiate and close the first contract that sustained the cash flow for project’s further existence.

Director

с 01.2007 по 05.2010 (3 года 4 месяца)
Мандри-ТУР, Київ (Туризм)

Founded and managed a travel agency, currently remaining a key shareholder. This venture helped gain and improve managerial and organisational skills, receive an in-depth insight into business administration, operations, accounting and finance, understanding of company’s infrastructure and governance. Company has shown a steady growth in financial performance and market footprint. Responsibilities included:
• Establish and maintain strategic partnerships with tourist boards and tour operators, insurance companies; negotiate agency’s sales commission;
• Develop policies and business processes, marketing strategy, social media, advertising;
• Sales, continuous self-education, recruitment and training of the staff;
• Service recovery, crisis management; general company management.

Образование

Glasgow University

MBA, Glasgow
Высшее, с 2009 по 2011 (1 год 5 месяцев)

Хмельницкий Национальный Университет

Информационные Технологии Проектирования, Хмельницкий
Высшее, с 2003 по 2008 (4 года 9 месяцев)

Дополнительное образование и сертификаты

VSP 5

2012

VTSP 5

2012

ITIL v3

2012

ISM v2

2013

VSP 2016

2017

Six Sigma (green belt)

2013

Strategic negotiations - Yale University

2020, 3 months

Digital Product Management - University of Virginia

2020

Знания и навыки

Знание языков

• Английский — свободно
• Русский — свободно
• Украинский — свободно
• Польский — начинающий

Дополнительная информация

Executive summary
Territorial responsibility: 10+ countries
Team management: 5-8 people
Personal deals: $1.5M+
Sales experience: 10+ years
Executive position: 3+ years
Education level: MBA

UK educated entrepreneur, sales specialist and IT technology consultant. Had previously worked in the business development in IT, responsible for sales of the infrastructure solutions for enterprise customers.

Helped several start-ups with advisory and business development - an engineering outsourcing company EngineerinGO and events management platform ExpoPlatform being the most prominent. Had also previously worked in distribution at ASBIS Plc - large IT equipment distributor in EMEA, and MUK Group, a leader in project hardware distribution in Ukraine, responsible for growing and enabling channel in Baltics, CEE and CIS.

Prior to that had worked for VCE (now part of Dell Technologies) in London as a Business Development Manager for CIS market, and at Dell (Glasgow) as a Partner Account Manager responsible for Eastern Europe, Middle East and CIS.

Also served and advised on the Boards of several startups, such as Carescribr (USA), ExpoPlatform Ltd (UK), Vi Plc and OmniSynapse (UA).