Head of sales

Responsible for:
• Direct negotiations with clients at the C-level;
• Development and monitoring of the implementation of KPI, business plan and strategy to agile, cloud and digital transformation in the start-up project;
• Sales organization;
• Recruitment-motivation-dismissal of personnel, structure optimization.

I had an honor and challenging assignment given to me by the Management team: in the very short-term, I had to dramatically change positively the perception of international sales inside the company and outside - on the Russian and CIS domestic markets.

Responsible for:
• Direct revenue within assigned Global/Multinational Enterprise accounts;
• Attraction and motivation people, development the team of 8 direct reports;
• Accelerating the sales of new Orange products and online services.

Selected projects and achievements:
• I have gone through a team assessment, set up a mature transformation plan, got approval from the Management team to implement it. I have re-established, trained and motivated well-performing sales team of professionals aligned with the company strategy;
• In three months - existing revenue had increased from 37% to 98% even with the three times lack of sales managers compare with a blueprint;
• After six months - the ratio of customer satisfaction being served, my renewed team has increased almost three times (from 31% to 85%).

I managed long-term complex implementation projects while leading the Sales team in supervising top accounts in Oil&Gas, Coal mining industry, Metal & Mining (Gazprom, Gazpromneft, LukOil, Transneft, Sibur, Taneco, SUEK and others).

Responsible for:
• Direct revenue within Industry accounts;
• Attracting and motivations talents, building a team of Sales and Technical Support Managers;
• Orchestration the team into identifying, driving and successfully closure sales opportunities (sometimes with partners engagement);
• Interaction with Rostekhnadzor, the Russian Union of Industrialists and entrepreneurs, and other Government officials for our processes to be aligned with the Digital economy program by the President of Russia.
Selected projects and achievements:
• I have established, trained and motivated well-performing sales team aligned with the whole company development plan;
• Revenue is over 4-times increased for the one single year;
• Number of completed pilot projects customer sites across Russia: 15;
• Number of new agreements signed within 16 months across Russia: 10;
• 96 percentages are the ratio of customer satisfaction within the first pilot projects lead by my team.

Awards and Achievements:
• Platinum Club Award, Circle of Excellence (Top revenue attainment, the only one out of 20 top winners, with six times increase within one fiscal year);
• Gold Club Award (the best customer & partner satisfaction index 100% - CEE);
• Gold Club Award, Circle of Excellence (number one Partner team worldwide);
• CEE Customer & Partner Experience Champs Award for the best individual project;
• My CEE Incubation team is the best performing area in EMEA(#2 WW).

EMEA Regional Business Manager, Industry & Global Accounts Organization (10/2011 – 12/2014)
Supervising the Global Accounts across EMEA (Banks, Insurance, Retail and Telco).
Responsible for:
• Direct revenue with assigned Global/Multinational accounts which are Microsoft’s most significant and most strategic Enterprise clients;
• The relevant field teams to meet quotas targets globally; to identify related sales blockers, and to complete gaps within assigned accounts.
Selected projects and achievements:
• Revenue targets are overachieved over the time of 3 successive years (despite the crisis in most of the European countries);
• Cloud market share is over 4x-times increased;
• 100 percentages of existing agreements are renewed.

Incubation Sales Manager, Central and Eastern Europe (07/2010 – 09/2011)
Supervised the CEE team of 9 Solution Sales Professionals.
Responsible for:
• Accelerating the sales of Microsoft’s newest and fastest-growing businesses, products and online services such as Identity and Access, Voice, High-Performance Computing, Bing Maps, Enterprise Mobility, PDW and others across CEE Area.
Besides that, (02/2006 – 06/2010) I’ve been working at the different roles in Russia & CEE:
Sales Director - Strategic accounts FSI & Manufacturing, Russia (46 accounts, incl. the Central Bank of Russia, Unicredit Bank, HSBS, Raiffeisen Bank, UMMC, Renault-Nissan, etc.).
Before that: AM-Major (FSI – The Central Bank of Russia), Partner Account Manager Industry Solution (Finance)