A strong, ambitious, value-driven Software Sales Executive and exceptional Business Developer with a proven track record of achievements in – successful regional business development, creating sustainable revenue streams, effective sales & pre-sales management, sales strategies development, consultative & value selling, marketing and brand management, winning negotiations and contract management, client engagement, partner’s management and enablement.
Director of Business Development – Russia, CIS and Baltic Countries (Territory Manager Russia)
January, 2013 – April, 2020
• Accountable for day-to-day operations, business development activities & regional sales, focused on Russia, CIS and Baltic countries. Accountable for New Business set up in Russia, establishment of local branch. Successfully started regional business operations and profitable sales from the scratch (both direct and channel). • Build, motivate & lead the Russian Sales team. • Manage Development and implementation of optimal Go-to Market Strategies for growth including attracting of new Corporate Accounts. • Develop and ensure the execution of a Russia & CIS annual strategic plan in conjunction with European and Global leadership. • Manage team pipelines and forecasts for the territory. • Develop and provide strategic directions for current and future growth of the Russia & CIS organization. • Oversee all operations across the Russian team including taking responsibility for sales, trade shows, roadshows, and quality targets set by the company. • Manage & develop C-Level strategic relationships at key partners and customers. • Establish new strategic partnerships as appropriate that will develop new sales engagement activities. • Identify and cultivate OEM and reseller relationships. • Assisting the sales team in engaging local partners across Russia & CIS, in conjunction with the sales strategy for that region. • Work with partners to ensure proper execution of mutually agreed business plans, promote and evangelise ClickSoftware solutions. • Support Direct and Indirect Sales team with regional territory plans that will require support from our partners. • Develop and organize programs with sales and marketing to increase internal and external exposure to partnerships, which include customer events, seminars and trade shows. • Identify and execute new business opportunities to ensure aggressive growth and performance improvement in line with corporate initiatives. • Work collaboratively across functions in order to help to deliver ClickSoftware business objectives.
Managing Director Russia
ACS Consulting Solutions GmbH & Co
Dresden Area, Germany
October, 2010 – January, 2013
Managing Director and Head of Russian Consulting Team – Consulting on Information and Communication Technology strategy development and conceptual design of Complex ERP/ MES/ Operations Intelligence solutions environment (for further implementation and transition to Full Scope IT Outsourcing), for one of the largest Russian O&G Companies. Manage team of 24 people. Delivered 1st company project on Russian market in-time, within budget, strategy and with the associated quality standards. Achieved additional sales volume (25% up-selling) by expanding of 23 mio € project scope in part of consulting services coverage for integration of Process Automation systems (Controls, LIMS & SCADA); Delivered the IT Landscape strategic blueprint and global vision in line with Customer’s long-term business drivers and strategic direction as follows: - Strategic roadmaps of ICT; Complex MES/ ERP/ OI (CPM/ BI) solutions environment leveraging the Private Scalable Cloud; Managed Information Security Services, Strategic engagement with the business, etc.
Director of Business Development (Deputy Head of Division)
March, 2009 – October, 2010
As Director of Business Development - Takes overall responsibility for managing Business Development efforts for “Asteros” IT Services & Outsourcing business including consulting, pre-sales, bid & proposal management. Actively engaged to creation and utilization of company best practices and know-how in order to increase efficiency and profit margins. Responsible for delivery of short-term and long-term strategies in order to develop and maintain the organization’s credibility with the business, create and drive opportunities for the IT Services & Outsourcing (ITS&O) line of business within largest and most complex clients to add greater value. Successfully transformed company’s (ITS&O) business from selective service delivery (outstaffing & outtasking, body leasing and smart hands), into complex strategic outsourcing delivery business model (Managed IT Security services, Business Process Outsourcing, Full Scope IT Outsourcing, Transformational Outsourcing, Selective Outsourcing), with an aim to further development and deployment of integrated outsourcing solutions model (synergies). Got a significant result - increased ITS&O division's revenue by 260 % (from 5 to 18 mio $) for the FY 09 – 10.
Head of Professional Services (Director of Project Management)
Siemens Business Services
August, 1998 – March, 2009
As Head of Professional Services - Took accountability for overall success and effectiveness of Project's Business, Professional Services and business development efforts for Siemens IT Solutions & Services (SBS). Accountable for initiation, development, implementation and management of key (major) corporate projects. Identifies and prioritizes Professional Services opportunities and provides solutions by aligning Siemens brand strategies with the client's most important business needs, and their industry and business strategy. Successfully directed over full cycle 35 major programmes/projects representing a multimillion income € (EBIT), include international roll-outs from Russia to EMEA and rest of World. Completed all of the projects within time, resources, and capital budgets including those requiring multi-year commitments. Held full P&L responsibility. Manage entire Professional Services organisation include Shared Services Center. Manage subordinate managers plus project management and information systems professionals. Provided management, technical guidance to combined project's work force and contractor’s personnel (project teams up to 175 people). Responsible for programmes and projects portfolios management, operations performance measurement and KPI's, costs controls, schedules development control and analysis, cash flow projections, internal / external project communications, reporting and presentations. Manage all kind of deliverables, risks and quality assurance of multiple complex projects and enterprise programs. Provide a single point of contact for resolving all complex projects/programs related issues.